Revista Reuna
RELACIONAMENTO BUSINESS-TO-BUSINESS EM EMPRESAS VAREJISTAS DE MATERIAIS DE CONSTRUÇÃO
Resumo
As empresas estão em busca de parcerias com seus fornecedores de modo a obter vantagens competitivas por meio de relações em longo prazo, aumentando sua penetração no mercado, facilitando os processos de transação, diminuindo riscos e a perda de clientes. Este estudo verificou se o relacionamento business-to-business (B2B) entre fornecedores e varejistas do ramo de materiais de construção do Oeste de Santa Catarina representa vantagem competitiva sustentável. Para tanto, a partir de um modelo teórico que considerou as dimensões do relacionamento e vantagens competitivas sustentáveis, foi conduzido um levantamento com 36 empresas varejistas do ramo de materias de construção. Os resultados mostram os benefícios econômicos do relacionamento, a confiança, a cooperação e o comprometimento como determinantes no relacionamento B2B. Infere-se que o relacionamento confere vantagem competitiva temporária para as empresas estudadas.
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