Submitted by Sandra Pereira (srpereira@ufrrj.br) on 2018-08-24T13:54:40Z No. of bitstreams: 1 2010 - Roberta de Souza Oliveira.pdf: 665463 bytes, checksum: 38b934eddb51dbd8d012166b2c4597c2 (MD5) / Made available in DSpace on 2018-08-24T13:54:40Z (GMT). No. of bitstreams: 1 2010 - Roberta de Souza Oliveira.pdf: 665463 bytes, checksum: 38b934eddb51dbd8d012166b2c4597c2 (MD5) Previous issue date: 2010-05-04 / The general aim of this dissertation is to analyse the credit policies adopted by fuel distributing companies in the city of Rio de Janeiro (Petrobr?s; Shell; Cosan; Ipiranga; Ale; DPPI; Manguinhos; Ello-Puma; Dinamo; Agip) and their respective gasoline stations, including the non-contracted and non-branded ones, throught a questionnaire applied on gasoline stations . The study was carried out by using an exploratory survey and bibliography focusing on the subject of ?credit?, and a questionnaire containing twenty five questions, most of which had closed answers, was compiled, with an aim to understanding the credit concession process, the different ways each brand functions and the level of the organization (whether operational, tactical or strategic) in which credit evaluation is effected and utilized by the five C?s of credit that stem from the support provided by the Small Business Scoring model for micro-companies. Based on analysis of frequency, it can be seen that the companies work in similar ways when carrying out registration, service, ways of payment and conceding deadlines. However, with regard to the reason for selecting the brand of the gas station, the data shows some different aspects between the companies. Most of the distributors, except one, do not take any steps to minimize risks or to reduce investments on amounts to be received with regard to restricting above average purchases. But, according to those questioned, 70.11% of the gas stations interviewed have a letter of indenmity and in 95.40% of the gas stations surveyed, the volume of sales is not concentrated on just a few clients, and this reduces the risk of default. Most of the companies, according to those questioned, do not use credit information centres and do not request any information relating to the financial indices of the gas stations. However, it cannot be assumed that client capacity analysis is not carried out, bearing in mind that the study did not cover what is stated in the contracts that the brand gas stations have with the distributors. It was also evident that the distributors only use the credit scoring model and not the behavioural or mixed ones. Based on analysis of cluster was generated three groups, nominated accordance with the performance form, the first group called Rigorous presented a bigger stated period, however one very rigid credit policy, the second, Flexible group presented minor severity of what the first one, already the third group, Without Politics presented 100% of the purchases by money, so they don`t need to worried about insolvency. / O objetivo geral nesta disserta??o consiste em analisar as pol?ticas de cr?dito adotadas por empresas distribuidoras de combust?vel na cidade do Rio de Janeiro (Petrobr?s; Shell; Cosan; Ipiranga; Ale; DPPI; Manguinhos; Ello-Puma; Dinamo; Agip) e os respectivos postos, incluindo os de bandeira branca (ou sem bandeira), atrav?s da consulta aos seus revendedores. O estudo foi realizado com a utiliza??o de uma pesquisa explorat?ria e bibliogr?fica focada no tema ?cr?dito?, para o qual foi elaborado um question?rio composto de vinte e cinco quest?es, a maioria delas fechadas, visando compreender o processo de concess?o de cr?dito, as diferentes formas de atua??o em cada uma das bandeiras; o n?vel da organiza??o (se operacional, t?tico ou estrat?gico) no qual a avalia??o de cr?dito ? realizada; e a utiliza??o dos cinco C?s do cr?dito a partir do suporte fornecido pelo modelo Small Business Scoring para Microempresas. Com a an?lise de freq??ncia, p?de-se constatar que as empresas trabalham de forma semelhante na realiza??o do cadastro, no atendimento, na forma de pagamento e na concess?o de prazos. Entretanto, no que se refere ao motivo de escolha da bandeira do posto, os dados mostraram aspectos diferentes entre as empresas. A maior parte das distribuidoras com exce??o de uma, n?o efetua nenhum tipo de considera??o visando minimizar os riscos e reduzir os investimentos em valores a receber, no que diz respeito a restringir compras acima da m?dia. Mas, de acordo com os respondentes, 70,11% dos postos entrevistados possuem um garantidor fidejuss?rio e, em 95,40% dos postos pesquisados o volume de vendas n?o ? concentrado em poucos clientes, o que reduz o risco de inadimpl?ncia. A maioria das empresas, de acordo com os respondentes, n?o utiliza as centrais de informa??o de cr?dito e n?o solicita nenhuma informa??o relacionada aos ?ndices financeiros dos postos. Entretanto n?o se pode afirmar que a an?lise da capacidade do cliente n?o ? efetuada, haja vista que, o estudo n?o contemplou a an?lise do conte?do contratual que os postos de bandeira possuem com as distribuidoras. Foi ainda constatado que as distribuidoras utilizam apenas o modelo credit scoring e n?o o behavioral ou o misto. Com base na an?lise de cluster foram gerados tr?s grupos, nomeados de acordo com a forma de atua??o, o primeiro grupo chamado de Rigoroso apresentou um prazo maior, entretanto uma pol?tica de cr?dito muito r?gida, o segundo, grupo Flex?vel apresentou menor rigor do que o primeiro, j? o terceiro grupo, Sem Pol?tica, apresentou 100% das compras ? vista e p?de-se concluir que o mesmo n?o necessita de pol?tica de cobran?a.