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Relacionamentos fornecedor-comprador, análise do valor e gestão dos mesmos : um estudo de caso
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Orientador(es)
Resumo(s)
O relacionamento entre fornecedores e clientes assume-se como uma importante fonte de valor para as duas partes envolvidas. Esta realidade assume especial relevância nos mercados organizacionais, o que deriva das características intrínsecas do próprio mercado e dos relacionamentos entre duas organizações. A correcta gestão destes relacionamentos e a correcta aferição do valor dos mesmos é fundamental para optimizar o desempenho global de qualquer organização. O valor é um conceito de complexa definição, sendo que o valor dos relacionamentos fornecedor-cliente pode ser avaliado através da verificação das suas funções segundo a perspectiva de ambas as partes.
Este projecto de investigação procura analisar os relacionamentos estabelecidos entre a empresa XGres e os seus clientes, se a empresa procede à avaliação do valor dos mesmos e se os gere em função do valor percepcionado. Trata-se portanto de um estudo de caso, no qual se recorre ao método de entrevistas semi-estruturadas, efectuadas a dois colaboradores da Xgres, de modo a recolher-se a informação necessária para analisar o contexto específico da empresa. A informação é confrontada com a sustentação teórica considerada relevante para este projecto de modo a fornecer à empresa as ferramentas que lhe permitam optimizar a sua actividade.
The relationship between costumers and suppliers is assumed as an important value source for both parts involved. This reality is especially relevant for the organisational markets arising from the intrinsic features of the market itself and the relationships between two organisations. Correctly managing these relationships is of the essence to optimise the global performance of any organisation. The concept of value is hard to define, being that the importance of the customer-supplier rapport can be assessed through the evaluation of their roles under both parties points of view. This investigation project seeks to analyse the relationship established between XGres company and its clients, whether the company correctly evaluates their value, and if it manages them under their perceived worth. It is therefore a study case on which the semi-structured interviews method was used upon two XGres workers. This was done in order to gather information over the specific content of the company. This information is confronted with theoretical support considered relevant for this project in order to provide the company with the tools which will allow it to optimise its performance.
The relationship between costumers and suppliers is assumed as an important value source for both parts involved. This reality is especially relevant for the organisational markets arising from the intrinsic features of the market itself and the relationships between two organisations. Correctly managing these relationships is of the essence to optimise the global performance of any organisation. The concept of value is hard to define, being that the importance of the customer-supplier rapport can be assessed through the evaluation of their roles under both parties points of view. This investigation project seeks to analyse the relationship established between XGres company and its clients, whether the company correctly evaluates their value, and if it manages them under their perceived worth. It is therefore a study case on which the semi-structured interviews method was used upon two XGres workers. This was done in order to gather information over the specific content of the company. This information is confronted with theoretical support considered relevant for this project in order to provide the company with the tools which will allow it to optimise its performance.
Descrição
Mestrado em Marketing
Palavras-chave
Relacionamentos comprador-fornecedor Gestão de relacionamentos Valor Valor dos relacionamentos Análise do valor Buyer-supplier relationships Relationship management Value Relationship value Value analysis
Contexto Educativo
Citação
Araújo, Vítor Salvador Torego de (2014). "Relacionamentos fornecedor-comprador, análise do valor e gestão dos mesmos : um estudo de caso". Dissertação de Mestrado, Universidade de Lisboa. Instituto Superior de Economia e Gestão.
Editora
Instituto Superior de Economia e Gestão