BUYER-SELLER RELATIONSHIP MANAGEMENT IN STRUCTURED CONTRACTS ENVIRONMENTS: A CASE STUDY IN A MULTINATIONAL FIRM

Authors

  • Felipe Pagiola de Oliveira Universidade Federal do Espírito Santo (UFES)
  • Helio Zanquetto Filho Departamento de Administração e do Programa de Pós-Graduação em Administração da Universidade Federal do Espírito Santo

DOI:

https://doi.org/10.5700/rege446

Keywords:

Contracts, Interorganizational Relationships, Isomorfism.

Abstract

The article objective is to analyze the relationships between buyers and sellers in organizational environments where structured contracts are used, more specifically when it is used to ruled relational aspects in these relationships.  The focus of this analysis was a big multinational company and its suppliers. Five relationships were selected, and three categories were chosen by which was structured the interviews script, to be applied to eleven managers. The results had shown that there is not a relational contract to treat all the relationship management issues, but verified the existence of informal rules and norms agreed between the parts that provide attendance to this finality.

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Author Biographies

  • Felipe Pagiola de Oliveira, Universidade Federal do Espírito Santo (UFES)

    Mestre em Administração pela Universidade Federal do Espírito Santo (UFES) –  Vitória-ES, Brasil

    Analista de logística e infraestrutura de abastecimento no setor de Energia

  • Helio Zanquetto Filho, Departamento de Administração e do Programa de Pós-Graduação em Administração da Universidade Federal do Espírito Santo

    Professor do Departamento de Administração e do Programa de Pós-Graduação em Administração da Universidade Federal do Espírito Santo (PPGAdm./UFES) –Vitória-ES, Brasil

    Doutor em Engenharia de Produção pela PUC-Rio

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Issue

Vol. 18 No. 4 (2011)

Section

Produção e Operações

How to Cite

BUYER-SELLER RELATIONSHIP MANAGEMENT IN STRUCTURED CONTRACTS ENVIRONMENTS: A CASE STUDY IN A MULTINATIONAL FIRM. (2013). REGE Revista De Gestão, 18(4), 659-674. https://doi.org/10.5700/rege446