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| Format: | Artículo científico |
| Language: | en |
| Published: |
Associação Nacional de Pós-Graduação e Pesquisa em Administração
2015
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| Online Access: | https://www.redalyc.org/articulo.oa?id=84142182002 |
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Table of Contents:
- Value Added Elements According to Buyer Companies in a B2B Context Daniel Battaglia Cristiano D. Schimith Marcelo A. Marciano Sandro A. M. Bittencourt Letícia Diesel Miriam Borchardt Giancarlo M. Pereira Administración y Contabilidad B2B Value added relationships competitiveness This paper analyses how buyer companies perceive the value added to products and services offered by their suppliers and identifies the predominant elements that affect purchasing decisions and establishment of relationships between companies in a B2B context. A multiple case study was developed in 12 buyer companies from three industrial segments in southern Brazil: metal - mechanics, furni ture and foods. The findings show that for supplier companies in the metal - mechanics industry to add value, they must identify buyers’ needs, develop technology/innovation, be focused on competitive aspects, keep control of the supply chain, provide differ ent purchasing channels, develop partnerships, and adapt to cultural aspects. Companies in the food industry consider the model for creating value to adapt to meet customer needs, the effective use of purchasing channels, functionality of products, and tec hnical knowledge. The companies in the furniture industry value the methods that suppliers use to capture and implement required changes, effective control of the supply chain, and the representativeness of the suppliers ’ brand in the market. This study ca ptures the perception of buyer companies in relation to predominant value - adding elements and could guide decisions for the adoption of managerial actions by supplier companies focused on adding value. 2015 artículo científico 1807-7692 https://www.redalyc.org/articulo.oa?id=84142182002 en http://www.redalyc.org/revista.oa?id=841 BAR - Brazilian Administration Review application/pdf Associação Nacional de Pós-Graduação e Pesquisa em Administração BAR - Brazilian Administration Review (Brasil) Num.3 Vol.12