The increasing complexity and high stakes of foreign policy decisions, especially of major powers such as the United States, have generated specialized studies of decision making. One approach, called "multiple advocacy," maps a strategy of role tasks and process norms to guide the decision-makers towards an optimal decision-making process. This process allows the President to make an informed policy choice as a result of having heard a variety of options debated freely and openly among his advisors in his presence. A crucial actor in this process is the National Security Advisor. As process manager or "custodian," he must ensure that the key provisions of the strategy are met while abstaining from personal involvement in the substance of policy advice and execution. This thesis examines the internal coherence and usefulness of the strategy. The first two years of the Carter administration provide a close approximation of the strategy. Four important policy issues during this period form the empirical basis of this test: the "Deep Cuts" proposals in SALT II, the war in the Horn of Africa, Sino-American Normalization, and the fall of the Shah of Iran. While the basic principles of the strategy are found useful and sound, several of its provisions are challenged. First, in spite of its claim, the strategy does not produce multiple options when the advisors have no wide divergence of opinion. Second, contrary to the strategy's prescriptions, the custodian can improve the process in such situations by joining the policy debate. Third, custodial engagement in activities such as diplomacy and public speaking need not be prohibited too strictly. Last, the demise of the strategy can be more narrowly defined as the result of custodial disregard for a free flow of information and open participation among the advisors. Though further studies are needed to widen the empirical base, several tentative suggestions are offered to improve the strategy. The president must insist on a reasonable range of opinions when appointing advisors. While the National Security Advisor may join the policy debate to widen the range of options, his policy advice should not become the rule. At all times the President must insist that all policy debates among his advisors be brought to his attention, and that all policy options receive a fair hearing. / Arts, Faculty of / Political Science, Department of / Graduate

No description available.

This study's objective was to compare a Group Support System (GSS), i.e., CyberQuest, with the Nominal Group Technique (NGT). Its basic assumption was that discussion outcomes are enhanced by decision interaction processes, the quality of group facilitation, the intensity of group interaction, the effectiveness of the group meeting, and the level of group satisfaction. The GSS of choice in the study was CyberQuest, which was developed at Virginia Tech by Professor John Dickey. Like most GSS, its purpose is to increase the effectiveness of individual and multiple decision makers. Unlike most GSS which for the most part feature various computerized problem solving tools, CyberQuest adds hypermedia hardware/software systems to stimulative and innovative group facilitation procedures and methodologies. The unit of analysis was a group meeting. Eight groups of randomly selected Town officials and citizens were asked to develop policy recommendations that address the need to encourage the retention and growth of a mix of retail services in Blacksburg, Virginia. Four groups were exposed to CyberQuest. Four were not; instead they were exposed to a modified version of the NGT. Prior to the administration of the experiment, an expert panel was polled to determine the criteria by which the policy was to be judged. The results of the experiment were not entirely favorable to CyberQuest sessions. There was no statistically significant difference between CyberQuest and NGT in decision product quality, quality of facilitation, or meeting effectiveness. Only group interaction and group satisfaction gave evidence of any statistically significant difference. There was sufficient evidence to conclude that the former was of greater intensity in CyberQuest driven sessions. On the other hand, there was evidence to conclude that the latter was greater in NGT driven sessions. / Ph. D.

<p dir="ltr">This dissertation investigates strategic decision-making under conditions of environmental inequality. The three chapters explore various forms of inequality across different decision contexts</p><p dir="ltr">The first chapter examines the impact of income inequality on individuals' participation in multiple public goods investments. Specifically, it analyzes how a global club good opportunity influences local public goods provision in indefinitely repeated interactions within a linear public goods game using a voluntary contribution mechanism. The study varies global club entry costs and local community endowment compositions to assess their effects on contributions and welfare. It finds that income inequality does not significantly alter contribution behaviors in single public good settings under indefinitely repeated interactions. With the introduction of a global club good, lower entry costs lead to higher participation rates among subjects, resulting in increased total welfare for both homogeneous and heterogeneous communities. Conversely, higher entry costs reduce participation and overall welfare. Heterogeneous communities discontinue club use sooner than homogeneous ones. Efficiency, measured as realized payoff relative to maximal social benefits, declines across all treatments following the introduction of a global club good. Additionally, counterfactual simulations using an individual evolutionary learning model demonstrate that the welfare benefits of a global club good opportunity hinge on its ability to yield substantial social benefits compared to local public goods.</p><p dir="ltr">The second chapter explores how power inequality influences cooperation in a dynamic game where competition and cooperation evolve over time. This research, conducted as part of a collaborative project with Yaroslav Rosokha, Denis Tverskoi, and Sergey Gavrilets, examines cooperation dynamics in scenarios where cooperation's benefits depend on political power derived from a contest. The study highlights that incumbency advantages in political contests precipitate a rapid breakdown of cooperation within social dilemmas. Furthermore, it investigates behavioral disparities between groups and individuals, leveraging simulations based on the Arifovic and Ledyard (2012) individual evolutionary learning model to shed light on the difference observed in the experiment.</p><p dir="ltr">The third chapter investigates the impact of unequal positions in a directed communication network on individuals' optimal stopping rules and social learning outcomes. The study involves subjects making predictions about uncertain states of the world using private information and social information obtained through a directed network. Theoretical predictions suggest that individuals should wait when the benefit of waiting exceeds the associated cost. Empirical results confirm that subjects indeed wait longer in more connected networks or when waiting costs are low. However, deviations from equilibrium predictions indicate influences of bounded rationality (supported by quantal response equilibrium) and heuristic decision-making, where some subjects consistently wait for a single turn regardless of positional advantage. Importantly, under-waiting at an information aggregator's position has negative externalities on group-wide information acquisition.</p>

Magistro darbo objektas - sprendimų priėmimas multikultūrinėje grupėje. Darbo tikslas - nustatyti kokią įtaką kultūriniai skirtumai gali daryti sprendimų priėmimui multikultūrinėje grupėje. Darbo uždaviniai: 1) teoriniame lygmenyje įvertinti svarbiausią mokslinę literatūrą, susijusią su individualiu sprendimų priėmimu skirtingose kultūrose; 2) įvertinti svarbiausius mokslo darbus apie sprendimų priėmimą atskirų kultūrų grupėse, juose pateikiamus sprendimų priėmimo būdus, metodus ir modelius; 3) išanalizuoti ir įvertinti mokslo darbus, kuriuose koncentruojamasi ties įvairiais sprendimų priėmimo multikultūrinėje grupėje aspektais teoriniame lygmenyje; 4) remiantis tiriamųjų interviu analize, nustatyti ar ir kokios probleminės temos išryškėja bendrų sprendimų priėmimo multikultūrinėje grupėje proceso metu; 5) remiantis teorine mokslinės literatūros analize, nustatyti kokie kultūriškai sąlygoti veiksniai galėjo daryti neigiamą poveikį sprendimų priėmimui multikultūrinėje grupėje. Taikant apibendrinamosios abstrakcijos metodą mokslo darbų, kuriuose koncentruojamasi ties sprendimų priėmimo ir kultūrinių skirtumų tarpusavio ryšiu, analizei prieita prie išvados, kad kultūriniai skirtumai gali būti traktuojami kaip veiksniai, darantys įtaką individualaus ir grupinio sprendimų priėmimo procesui. Pastebėta, kad kultūriškai sąlygoti veiksniai gali turėti poveikį individo problemos suvokimui, pirmenybės teikimui kompensaciniams ar nekompensaciniams sprendimo procesams, sprendimo... [toliau žr. visą tekstą] / Originality / value. Multicultural teams and work groups which are responsible for major decisions are growing in number and have substantial contribution to increasing global economic integration and the extent of international cooperation. Despite the fact that the literature of social psychology is rich in information about the process of decision-making and its components, and the influence of cultural differences on international communication and cooperation is analyzed from different angles and in detail in a number of scientific works related with international communication, still little attention has been paid to problems that arise during the process of decision making in a multicultural group due to cultural differences. Therefore the research, focused on the impact of cultural differences on the decision-making in ethnically heterogeneous group, is relevant for both practical and research related aspects. Research object – subjective experience of research participants in the process of decision-making in a multicultural group. Research purpose – identify the problems encountered in the decision-making process in a multicultural group. Research objectives: 1) to determine whether and identify what kind of problem-oriented themes emerge in the process of decision-making in a multicultural group on the grounds of thematic analysis of interview data; 2) based on a theoretical analysis of scientific literature, to determine what cultural factors might cause a... [to full text]

A gestão eficaz dos processos que envolvem os fornecedores tem grande influência na melhoria do desempenho organizacional, sendo, portanto, fundamental para desenvolver capacidades das operações de produção que podem gerar vantagem competitiva, tais como qualidade, preço e tempo de entrega. A gestão de fornecedores inclui as atividades de qualificação, seleção, avaliação e desenvolvimento de fornecedores, além da alocação de pedido quando múltiplas fontes de fornecimento são selecionadas. A qualificação é um processo importante para assegurar que os fornecedores atendam requisitos mínimos de desempenho e, idealmente, deve ser realizada com métodos não compensatórios de categorização das alternativas. Entretanto, na literatura há poucos estudos que abordam a qualificação de fornecedores. Dentre aqueles que abordam, a maioria utiliza técnicas multicritério que são compensatórias e de ordenação. Outros aspectos importantes da gestão de fornecedores é a possível presença vários tomadores de decisão, caracterizando um processo de tomada de decisão em grupo, além da subjetividade de alguns critérios que gera incerteza nos julgamentos e hesitação. Ao se considerar essas questões na gestão de fornecedores, nenhuma pesquisa na literatura apresenta uma abordagem que contemple todos as características simultaneamente. Além disso, poucas pesquisas abordam os processos da gestão de fornecedores sob uma perspectiva integrada. Com vista a estas lacunas, esta pesquisa tem por objetivo a proposição de dois modelos de decisão que consideram os processos de qualificação, seleção e avaliação de fornecedores, em um cenário de tomada de decisão em grupo, considerando a incerteza e hesitação. Os modelos propostos têm por finalidade elicitar as preferências, agregar os julgamentos e categorizar os fornecedores. O primeiro modelo utiliza a representação linguística Triangular Hesitant Fuzzy Sets, para lidar com a hesitação nos julgamentos dos tomadores de decisão, além da técnica ELECTRE TRI para a categorização dos fornecedores. O segundo modelo se baseia na aplicação representação linguística Intuitionistic Fuzzy Sets para modelar a hesitação na parametrização das variáveis linguísticas e no ELECTRE TRI para a categorização. A elicitação é realizada com o uso do Fuzzy Delphi combinado com operadores de agregação do Triangular Hesitant Fuzzy Sets e Intuitionistic Fuzzy Sets. Os modelos de decisão foram detalhados e implementados no Matlab©. Após a proposição dos métodos, dois casos ilustrativos, obtidos a partir da coleta em campo, foram apresentados para analisar o desempenho dos modelos. Os casos ilustrativos mostraram resultados de categorização consistentes, especialmente para o procedimento pessimista do ELECTRE TRI. Testes com a hesitação nos julgamentos dos tomadores de decisão evidenciaram a importância da modelagem da hesitação, pois ela tem o potencial de alterar a categorização das alternativas. Testes com os parâmetros do ELECTRE TRI, confirmaram o efeito não compensatório da técnica e que a variação do nível de corte tem o potencial de tornar a categorização mais flexível. Assim, esta tese apresenta uma revisão de literatura sobre os processos de gestão de fornecedores e sobre tomada de decisão multicritério e em grupo, a proposição de métodos de apoio à tomada de decisão, casos ilustrativos para ilustrar o modelo, análises de sensibilidade dos métodos, além das conclusões e propostas para trabalhos futuros. / Effective management of the processes that involving suppliers has a major influence on improving organizational performance and is therefore fundamental to develop production operations capabilities that can generate competitive advantage, such as quality, price and delivery time. Supplier management includes qualification, selection, evaluation and development of suppliers, as well as allocation of orders when multiple sources of supply are selected. Qualification is an important process to ensure that suppliers meet minimum performance requirements and ideally must be performed with non-compensatory methods of categorization. However, in the literature there are few studies that consider the process of supplier qualification. Among the studies that consider the qualification, most use multicriteria techniques that are compensatory and for ranking. Other important aspects of supplier management are the possible presence of several decision makers, characterizing a process of group decision making, as well as the subjectivity of some criteria that generates uncertainty in judgments and hesitation. When considering these issues in supplier management, none of the studies found in the literature presents an approach that contemplates all features simultaneously. In addition, few researches deal with supplier management processes from an integrated perspective. In view of these gaps, this research aims to propose two decision models that consider the processes of qualification, selection and evaluation of suppliers, in a scenario of group decision making, considering the uncertainty and hesitation. The proposed models have the purpose the elicitation of the preferences, the aggregation of the judgments and the categorization of the suppliers. The first model uses the linguistic representation Triangular Hesitant Fuzzy Sets, to deal with the hesitation in the judgments of the decision makers, in addition to the ELECTRE TRI technique for the categorization of the suppliers. The second model is based on the application of the linguistic representation Intuitionistic Fuzzy Sets to model the hesitation in the parameterization of the linguistic variables and in the ELECTRE TRI for categorization. Elicitation is performed with the use of Fuzzy Delphi combined with aggregation operators of the Triangular Hesitant Fuzzy Sets and Intuitionistic Fuzzy Sets. The decision models were detailed and implemented in Matlab©. Two illustrative cases, obtained from the field collection, were presented to analyze the performance of the models. The illustrative cases showed consistent categorization results, especially for the pessimistic procedure of ELECTRE TRI. Tests with hesitation in the judgments of decision makers highlighted the importance of modeling hesitation, since it has the potential to change the categorization of alternatives. Tests with the ELECTRE TRI parameters confirmed the non-compensatory effect of the technique and that the variation of the cut level has the potential to make categorization more flexible. Thus, this thesis presents a review of the literature on supplier management processes and on multicriteria and group decision making, the proposition of methods to support decision making, illustrative cases to illustrate the model, method sensitivity analyzes, besides the conclusions and proposals for future works.

Die vorliegende Arbeit geht der Frage nach, wie Gutachterinnen und Gutachter im Rahmen von Gruppenbegutachtungen zu einer gemeinsamen Bewertungsentscheidung finden. Untersucht wird diese Frage am Beispiel von Gruppenbegutachtungen zur Förderung von Sonderforschungsbereichen (SFB). Die Ergebnisse der Arbeit zeigen, dass sowohl die organisatorischen Rahmenbedingungen der Begutachtungssitzungen als auch die Organisation des gesamten Peer-Review-Prozesses, in welchem die Gruppenbegutachtung in der Regel nur einen Verfahrensschritt darstellt, maßgeblichen Einfluss auf den Prozess der Entscheidungsfindung innerhalb des Panels nehmen, wie auch auf die letztendliche konsensuale Entscheidung der Gutachtergruppe und die (unerwünschten) Gruppenphänomene, die während der Panelbegutachtung auftreten können. Die Ergebnisse zeigen darüberhinaus, dass Gutachtende den Prozess der Begutachtung sowohl als Subjekt ihrer eigenen Entscheidungsfindung (Rolle: Gutachter) als auch als Objekt des Entscheidungsfindungsprozesses anderer (Rolle: Antragsteller) wahrnehmen. Deshalb ist es für sie zentral, als Subjekt an einem Prozess teilzunehmen, der so fair ist, dass sie ihn auch als Objekt der Entscheidung anderer als fair erleben können. Dieser persönlichen Forderung nach Fairness kommt die Gruppenbegutachtung, den Ergebnissen zu Folge, stärker entgegen als die Einzelbegutachtung. Methodisch wurde ein exploratives Vorgehen gewählt und drei SFB-Beratungsgespräche sowie vier SFB-Einrichtungsbegutachtungen mit Hilfe der Methode der nicht-teilnehmenden Beobachtung analysiert. Zusätzlich wurden 80 Leitfadeninterviews mit Beteiligten der Begutachtungssitzungen und ausgewählten Antragstellenden sowie Dokumentenanalysen von Begutachtungsunterlagen durchgeführt. / The study addresses the question of how peer review committees come to a consensual decision. Therefore the decision making process of review committees to promote collaborative research centres (CRC, in German: Sonderforschungsbereiche, SFB) was analyzed. The results show that the organizational framework of the evaluation sessions as well as the organization of the entire peer review process (whereby the group evaluation is only one step in the whole process) have a great influence on: (1) on the decision making process within the panel, (2) on the final consensual decision of the panel group and (3) on the (unwanted) group phenomena that may occur during panel reviews. In addition the results illustrate that reviewers perceived the process of evaluations as both the subject of their own decisions (role: reviewer) as well as the object of the decision-making process of others (role: applicant). Therefore, for them it is central as a subject to participate in a process that is so fair that they can also experience the process as being wholly fair as an object of the decision of others. This personal call for fairness is stronger in relation to group evaluations than for individual peer review evaluations. Methodologically, an exploratory approach was chosen and three CRC preliminary review session (SFB Beratungsgespräch) and four CRC on-site reviews (SFB Einrichtungsbegutachtungen) were analyzed using the method of non-participant observation. In addition, 80 semi-structured interviews were conducted with evaluation session participants and selected applicants and a content analysis of review documents were done.

A necessidade de investimento em saneamento no Brasil é essencial, pois está vinculada à melhoria da qualidade de vida da sociedade. Os projetos de saneamento exigem altos investimentos e, para garantir a prestação dos serviços, é necessário um sistema complexo de infraestrutura. Os elevados custos envolvidos e a limitação de recursos financeiros fazem com que seja preciso estabelecer prioridades para execução de projetos de saneamento. Com efeito, o objetivo desta pesquisa é propor um modelo multicritério de decisão para apoiar decisões de hierarquia de projetos de abastecimento de água e esgotamento sanitário. A pesquisa abordada tem enfoque qualitativo, sendo também vista como metodológica, pois sua finalidade é envolver métodos e procedimentos adotados como científicos. Assim, traz como escopo apoiar e estruturar o processo de decisão em que são definidos: os elementos (intervenientes, alternativas potenciais, critérios, problemática); tipos de decisão em grupo; escolha dos métodos multicritérios (PROMETHEE II & GAIA e ELECTRE IV); modelagem de preferência; sistemas de apoio à decisão (D-SIGHT e ELECTRE III-IV); avaliação de resultados e análise de sensibilidade. Procura-se garantir que a pesquisa tenha caráter prático, razão por que foi realizada a aplicação numérica do modelo no contexto da bacia dos rios Piracicaba, Capivari e Jundiaí, região sudeste do Brasil. / The need of investment in water supply and sewage projects in Brazil is substantial to improve the quality of life. These projects require high investments and, mostly, to ensure the provision of these services it is necessary a complex infrastructure. Due to the high costs associated with the lack of resources, it is relevant to prioritize projects. Thus, the purpose of this research is to propose a multicriteria decision model to support decisions hierarchy of water supply and sewage projects. This work has a qualitative and methodological approach; the goal is to inquire a scientific procedure. The object is to structure the decision-making process defined by its main concepts (actors, potential alternatives, criteria, problems), group decision making; selection of multiple criteria methods (PROMETHEE II & GAIA, ELECTRE IV); preference modeling, decision support systems (D-SIGHT and ELECTRE III-IV), evaluation and sensitivity analysis. This study seeks a practical purpose, so the proposed model, is applied in the basin of Piracicaba, Capivari e Jundiaí. The contribution here to aid similar situations where is necessary to establish priorities of sanitation projects.

O objetivo deste estudo foi responder ao seguinte problema de pesquisa: o que faz os conselhos de empresas familiares serem efetivos em decisões estratégicas? Para tanto, foi adotada a abordagem configuracional, uma vez que existem múltiplas formas de se chegar à efetividade nas decisões estratégicas. Em termos conceituais, as decisões estratégicas foram consideradas efetivas quando alcançaram ou superaram os resultados previamente estabelecidos pelos tomadores de decisão. Em relação às empresas familiares, estas foram definidas a partir da riqueza sócioemocional (SEW) que consiste na importância atribuída pelos tomadores de decisão aos benefícios não econômicos gerados à família a partir da empresa. As dimensões da SEW combinadas com os papéis e processos psicossociais dos conselhos de administração geram diferentes configurações que levam à efetividade nas decisões estratégicas. Para demonstrar esse argumento, foram coletados dados de 59 empresas familiares no Brasil por meio de uma pesquisa do tipo survey. Os respondentes foram conselheiros que participaram de uma decisão estratégica nessas empresas. Os resultados mostram que existem múltiplas formas de se chegar à efetividade nas decisões estratégicas. Dentre os fatores preponderantes, o papel de controle e mediação são condições necessárias, assim como o uso de conhecimento e habilidade dos conselheiros e o conflito congnitivo. Também é possível identificar três diferentes perfis de empresa a partir da SEW. A primeira atribui pouca importância à continuidade da família no negócio em suas decisões; a segunda não atribui importância à proeminência familiar; e a terceira considera todos os atribuitos da SEW em suas decisões. Mesmo com pontos de referência diferentes, essas empresas conseguem ser efetivas em suas decisões estratégicas. Esta pesquisa tem implicações teóricas e práticas, especialmente, por reforçar a tese de que não existe uma única forma de se chegar a um resultado e que a efetividade dos conselhos de administração vai além do desepenho das funções de controle e serviço, estando ligada à capacidade de tomar decisões efetivas. / The objective of this study was to answer the following research question: What do make the board of directors of family firms be effective in strategic decisions? Therefore, the configurational approach was adopted, since there are multiple ways of achieving effectiveness in strategic decisions. Conceptually, strategic decisions were considered effective when reached or exceeded the results previously established by the decision makers. In relation to family firms, they were defined based on sociometional wealth (SEW), which consists of the importance attached by decision-makers to the non-economic benefits generated to the family from the company\'s operations. The dimensions of SEW combined with the roles and psychosocial processes of boards of directors generate different configurations that lead to effectiveness in strategic decisions. To demonstrate this, a survey with 59 family firms was carried out in Brazil. The respondents were board members who participated in a strategic decision-making in these firms. The results show that there are multiple ways to achieve effectiveness in strategic decisions. Among the core factors, the roles of control and mediation are necessary conditions, as well as the use of knowledge and skills and cognitive conflict. It is also possible to identify three different family business profiles from SEW. The first attaches little importance to family continuity in the business in their decisions, the second does not give importance to family prominence, and the third considers all SEW atributes in their decisions. Even with different reference points, these firms can be effective in their strategic decisions. This research has theoretical and practical implications, especially for reinforcing the argument that there is no single way to achieve a result, and the effectiveness of boards of directors goes beyond the control and service functions, being linked to the strategic decision effectiveness

A gestão eficaz dos processos que envolvem os fornecedores tem grande influência na melhoria do desempenho organizacional, sendo, portanto, fundamental para desenvolver capacidades das operações de produção que podem gerar vantagem competitiva, tais como qualidade, preço e tempo de entrega. A gestão de fornecedores inclui as atividades de qualificação, seleção, avaliação e desenvolvimento de fornecedores, além da alocação de pedido quando múltiplas fontes de fornecimento são selecionadas. A qualificação é um processo importante para assegurar que os fornecedores atendam requisitos mínimos de desempenho e, idealmente, deve ser realizada com métodos não compensatórios de categorização das alternativas. Entretanto, na literatura há poucos estudos que abordam a qualificação de fornecedores. Dentre aqueles que abordam, a maioria utiliza técnicas multicritério que são compensatórias e de ordenação. Outros aspectos importantes da gestão de fornecedores é a possível presença vários tomadores de decisão, caracterizando um processo de tomada de decisão em grupo, além da subjetividade de alguns critérios que gera incerteza nos julgamentos e hesitação. Ao se considerar essas questões na gestão de fornecedores, nenhuma pesquisa na literatura apresenta uma abordagem que contemple todos as características simultaneamente. Além disso, poucas pesquisas abordam os processos da gestão de fornecedores sob uma perspectiva integrada. Com vista a estas lacunas, esta pesquisa tem por objetivo a proposição de dois modelos de decisão que consideram os processos de qualificação, seleção e avaliação de fornecedores, em um cenário de tomada de decisão em grupo, considerando a incerteza e hesitação. Os modelos propostos têm por finalidade elicitar as preferências, agregar os julgamentos e categorizar os fornecedores. O primeiro modelo utiliza a representação linguística Triangular Hesitant Fuzzy Sets, para lidar com a hesitação nos julgamentos dos tomadores de decisão, além da técnica ELECTRE TRI para a categorização dos fornecedores. O segundo modelo se baseia na aplicação representação linguística Intuitionistic Fuzzy Sets para modelar a hesitação na parametrização das variáveis linguísticas e no ELECTRE TRI para a categorização. A elicitação é realizada com o uso do Fuzzy Delphi combinado com operadores de agregação do Triangular Hesitant Fuzzy Sets e Intuitionistic Fuzzy Sets. Os modelos de decisão foram detalhados e implementados no Matlab©. Após a proposição dos métodos, dois casos ilustrativos, obtidos a partir da coleta em campo, foram apresentados para analisar o desempenho dos modelos. Os casos ilustrativos mostraram resultados de categorização consistentes, especialmente para o procedimento pessimista do ELECTRE TRI. Testes com a hesitação nos julgamentos dos tomadores de decisão evidenciaram a importância da modelagem da hesitação, pois ela tem o potencial de alterar a categorização das alternativas. Testes com os parâmetros do ELECTRE TRI, confirmaram o efeito não compensatório da técnica e que a variação do nível de corte tem o potencial de tornar a categorização mais flexível. Assim, esta tese apresenta uma revisão de literatura sobre os processos de gestão de fornecedores e sobre tomada de decisão multicritério e em grupo, a proposição de métodos de apoio à tomada de decisão, casos ilustrativos para ilustrar o modelo, análises de sensibilidade dos métodos, além das conclusões e propostas para trabalhos futuros. / Effective management of the processes that involving suppliers has a major influence on improving organizational performance and is therefore fundamental to develop production operations capabilities that can generate competitive advantage, such as quality, price and delivery time. Supplier management includes qualification, selection, evaluation and development of suppliers, as well as allocation of orders when multiple sources of supply are selected. Qualification is an important process to ensure that suppliers meet minimum performance requirements and ideally must be performed with non-compensatory methods of categorization. However, in the literature there are few studies that consider the process of supplier qualification. Among the studies that consider the qualification, most use multicriteria techniques that are compensatory and for ranking. Other important aspects of supplier management are the possible presence of several decision makers, characterizing a process of group decision making, as well as the subjectivity of some criteria that generates uncertainty in judgments and hesitation. When considering these issues in supplier management, none of the studies found in the literature presents an approach that contemplates all features simultaneously. In addition, few researches deal with supplier management processes from an integrated perspective. In view of these gaps, this research aims to propose two decision models that consider the processes of qualification, selection and evaluation of suppliers, in a scenario of group decision making, considering the uncertainty and hesitation. The proposed models have the purpose the elicitation of the preferences, the aggregation of the judgments and the categorization of the suppliers. The first model uses the linguistic representation Triangular Hesitant Fuzzy Sets, to deal with the hesitation in the judgments of the decision makers, in addition to the ELECTRE TRI technique for the categorization of the suppliers. The second model is based on the application of the linguistic representation Intuitionistic Fuzzy Sets to model the hesitation in the parameterization of the linguistic variables and in the ELECTRE TRI for categorization. Elicitation is performed with the use of Fuzzy Delphi combined with aggregation operators of the Triangular Hesitant Fuzzy Sets and Intuitionistic Fuzzy Sets. The decision models were detailed and implemented in Matlab©. Two illustrative cases, obtained from the field collection, were presented to analyze the performance of the models. The illustrative cases showed consistent categorization results, especially for the pessimistic procedure of ELECTRE TRI. Tests with hesitation in the judgments of decision makers highlighted the importance of modeling hesitation, since it has the potential to change the categorization of alternatives. Tests with the ELECTRE TRI parameters confirmed the non-compensatory effect of the technique and that the variation of the cut level has the potential to make categorization more flexible. Thus, this thesis presents a review of the literature on supplier management processes and on multicriteria and group decision making, the proposition of methods to support decision making, illustrative cases to illustrate the model, method sensitivity analyzes, besides the conclusions and proposals for future works.