Made available in DSpace on 2014-12-17T13:51:33Z (GMT). No. of bitstreams: 1 MarliFFST_TESE.pdf: 2405705 bytes, checksum: d5382e776543ce8d8c7f7d5ffc17c027 (MD5) Previous issue date: 2012-04-13 / This research is part of the field of organizational studies, focusing on organizational purchase behavior and, specifically, trust interorganizational at the purchases. This topic is current and relevant by addressing the development of good relations between buyer-supplier that increases the exchange of information, increases the length of relationship, reduces the hierarchical controls and improves performance. Furthermore, although there is a vast literature on trust, the scientific work that deal specifically at the trust interorganizational still need further research to synthesize and validate the variables that generate this phenomenon. In this sense, this investigation is to explain the antecedents of trust interorganizational by the relationship between the variable operational performance, organizational characteristics, shared values and interpersonal relationships on purchases by manufacturing industries, in order to develop a robust literature, most consensual, that includes the current sociological and economic, considering the effect of interpersonal relationships in this phenomenon. This proposal is configured in a new vision of the antecedents of interorganizational trust, described as significant quantitative from models Morgan and Hunt (1994), Doney and Cannon (1997), Zhao and Cavusgil (2006) and Nyaga, Whipple, Lynch (2011), as well as qualitative analysis of Tacconi et al. (2011). With regard to methodological aspects, the study assumes the form of a descriptive, survey type, and causal trace theoretical and empirical. As for his nature, the investigation, explicative character, has developed a quantitative approach with the use of exploratory factor analysis and structural equation modeling SEM, with the use of IBM software SPSS Amos 18.0, using the method of maximum verisimilitude, and supported by technical bootstraping. The unit of analysis was the buyer-supplier relationship, in which the object under investigation was the supplier organization in view of the purchasing company. 237 valid questionnaires were collected among key informants, using a simple random sampling developed in manufacturing industries (SIC 10-33), located in the city of Natal and in the region of Natal. The first results of descriptive analysis demonstrate the phenomenon of interorganizational trust, in which purchasing firms believe, feel secure about the supplier. This demonstration showed high levels of intensity, predominantly among the vendors that supply the company with materials that are used directly in the production process. The exploratory and confirmatory factor analysis, performed on each variable alone, generated a set of observable and unobservable variables more consistent, giving rise to a model, that needed to be further specified. This again specify model consists of trajectories was positive, with a good fit, with a composite reliability and variance extracted satisfactory, and demonstrates convergent and discriminant validity, in which the factor loadings are significant and strong explanatory power. Given the findings that reinforce the model again specify data, suggesting a high probability that this model may be more suited for the study population, the results support the explanation that interorganizational trust depends on purchases directly from interpersonal relationships, sharing value and operating performance and indirectly of personal relationships, social networks, organizational characteristics, physical and relational aspect of performance. It is concluded that this trust can be explained by a set of interactions between these three determinants, where the focus is on interpersonal relationships, with the largest path coefficient for the factor under study / Esta pesquisa se insere no campo dos estudos organizacionais, focalizando o comportamento de compra organizacional e, de forma espec?fica, a confian?a interorganizacional nas compras. Esse tema ? atual e relevante por abordar o desenvolvimento de boas rela??es entre comprador-fornecedor que amplia a troca de informa??es, aumenta o tempo de relacionamento, reduz os controles hier?rquicos e melhora o desempenho. Al?m disso, embora exista uma vasta literatura sobre confian?a, os trabalhos cient?ficos que tratam especificamente da confian?a interorganizacional ainda carecem de mais pesquisas que sintetizem e validem as vari?veis geradoras desse fen?meno. Nesse sentido, essa investiga??o consiste em explicar os antecedentes da confian?a interorganizacional pela rela??o entre as vari?veis desempenho operacional, caracter?sticas organizacionais, compartilhamento de valores e relacionamento interpessoal nas compras realizadas pelas ind?strias de transforma??o, a fim de desenvolver uma literatura robusta, mais consensual, que contemple as correntes sociol?gicas e econ?micas, considerando o efeito das rela??es interpessoais nesse fen?meno. Essa proposta se configura em uma nova vis?o dos antecedentes da confian?a interorganizacional, descritos como significativos com base nos modelos quantitativos de Morgan e Hunt (1994), Doney e Cannon (1997), Zhao e Cavusgil (2006) e Nyaga, Whipple, Lynch (2011), bem como da an?lise qualitativa de Tacconi et al. (2011). No que se refere aos aspectos metodol?gicos, o estudo assume a forma de uma pesquisa descritiva, do tipo survey, e causal de cunho te?rico emp?rico. Quanto ? sua natureza, a investiga??o, de car?ter explicativo, se desenvolveu em uma abordagem quantitativa, com o uso da an?lise fatorial explorat?ria e da modelagem de equa??es estruturais SEM, com o recurso do software IBM SPSS Amos 18.0, utilizando o m?todo da m?xima verossimilhan?a e apoiada pela t?cnica de bootstraping. A unidade de an?lise foi a rela??o comprador-fornecedor, em que o objeto investigado era a organiza??o fornecedora na vis?o da empresa compradora. Foram coletados 237 question?rios v?lidos, entre os informantes-chaves, utilizando uma amostragem aleat?ria simples desenvolvida nas ind?strias de transforma??o (CNAE 10 a 33), localizadas na cidade do Natal e na regi?o da Grande Natal. Os primeiros resultados das an?lises descritivas demonstram o fen?meno da confian?a interorganizacional na qual as empresas compradoras acreditam, se sentem seguras em rela??o ? empresa fornecedora. Essa manifesta??o apresentou altos n?veis de intensidade, com predomin?ncia entre os fornecedores que suprem a empresa com os materiais que s?o utilizados diretamente no processo produtivo. As an?lises fatoriais explorat?rias e confirmat?rias, realizadas em cada vari?vel isoladamente, geraram um conjunto de vari?veis observ?veis e n?o observ?veis mais consistentes, que juntas formaram um modelo que precisou de reespecifica??o. Esse modelo reespecificado foi constitu?do por trajet?rias positivas, com bom ajustamento, com confiabilidade composta e vari?ncia extra?da satisfat?rias, assim como demonstra validade convergente e discriminante, nas quais as cargas fatoriais s?o significativas e com forte poder explicativo. Diante das constata??es que refor?am o modelo reespecificado aos dados, sugerindo uma elevada probabilidade de que esse modelo seja o mais ajustado para a popula??o em estudo, os resultados suportam a explica??o de que a confian?a interorganizacional nas compras depende diretamente do relacionamento interpessoal, do compartilhamento de valores e do desempenho operacional e indiretamente das rela??es pessoais, redes sociais, caracter?sticas organizacionais, aspecto f?sico e relacional do desempenho. Conclui-se que essa confian?a pode ser explicada por um conjunto de intera??es entre esses tr?s determinantes, nos quais o ponto central recai sobre o relacionamento interpessoal, que apresentou o maior coeficiente de trajet?ria para o fator em estudo

Le transfert interorganisationnel de connaissances a un intérêt central à la fois comme sujet académique et dans la pratique des affaires. Cependant, les conséquences du transfert interorganisationnel sur la firme émettrice restent méconnues. Notre recherche tente de combler cette lacune et vise deux objectifs complémentaires. En premier lieu, elle vise une meilleure compréhension des effets du transfert interorganisationnel de connaissances et de leur utilité pour la firme émettrice, et en second lieu, elle cherche à identifier les facteurs qui facilitent ou entravent ces effets.Nous avons adopté une démarche scientifique exploratoire structurée en deux parties. La première partie est classiquement consacrée à une revue de littérature visant à la construction d’un modèle théorique de recherche, et la deuxième permet de confronter le modèle théorique à la réalité empirique.Les données recueillies auprès de 126 relations client-fournisseur dans l'industrie française ont fait l’objet d’analyses statistiques quantitatives. A partir de ces éléments, l’étude fournit une vérification empirique de l'importance du transfert interorganisationnel de connaissances. Elle identifie notamment la distance cognitive entre les partenaires, la qualité de la relation, la capacité de l’émetteur, la portée du transfert de connaissances et la mise en adéquation des connaissances transférées comme des facteurs essentiels au succès du transfert. En outre, notre recherche apporte une valeur prescriptive pour les praticiens qui cherchent à développer un transfert de connaissances efficace et efficient dans le cadre de la relation client-fournisseur. / The interorganizational knowledge transfer is central for both scholars and practitioners. However, despite the attention given to the importance of this subject from different viewpoints and in different contexts, the effects of interorganizational transfer on the source firm (the sender) remain unclear. Our research attempts to fill this gap and has two complementary objectives: understanding the effects of interorganizational knowledge transfer and their usefulness for the source firm, and identifying factors that facilitate or inhibit these effects.To achieve these goals, we adopted an exploratory approach structured in two parts. The first part is dedicated to a literature review to construct a theoretical model of research, and the second allows us to compare the theoretical model to empirical reality.The study is a part of the interpretive paradigm. Data collected from 126 customer-supplier relationships in the French industry were analyzed through various statistical techniques.The study provides empirical verification of the importance of inter-organizational knowledge transfer. It also identifies the cognitive distance between partners, the quality of the relationship, the sender capability, the scope of knowledge transfer and the alignment of knowledge transfer as key factors in the success of the transfer. Finally, our research provides prescriptive tools for experts who aim to develop an effective and efficient knowledge transfer in the context of customer-supplier relationship.

The concept of open innovation has received increased attention among practitioners as well as in academia in recent years. It provides a conceptual platform for understanding how external sources of knowledge drive internal growth. In addition, it also addresses the internal configurations needed for managing a more externally oriented innovation process. However, many firms still experience major managerial challenges in trying to adopt the principles of open innovation. The perhaps most important challenge in realizing the potential benefits of open innovation lies in modifying existing innovation activities and processes to incorporate the principles of open innovation, rather than creating something completely new. Therefore, the purpose of this thesis is to study the problems and opportunities arising when firms attempt to integrate open innovation activities within their development processes. Empirically, the results are based on three exploratory case studies within the process industries. In total, this thesis is based on 73 interviews from 2 process firms and 9 equipment suppliers to the process industries. Data was gathered in several different countries, and collectively these firms represent perspectives from Sweden, Norway, Finland, Switzerland, Germany, The Netherlands and The United Kingdom.Three papers are appended with the thesis. Paper I studies the overall challenges of integrating open innovation activities within an existing product development process. The key contribution is the enactment of a practitioner-oriented work model, named the open Stage-Gate model, which exploits the advantages of "openness" while simultaneously capturing the benefits deriving from the systematic and structured approach implied by the Stage-Gate process. Paper II studies a concrete application of open innovation by focusing on the development and installation of new or upgraded process equipment in process plants where collaborative efforts by a process firm and various suppliers of process equipment often are required. The analysis focuses on problems and opportunities in different stages of the equipments lifecycle and finds that the content and the intensity of the collaboration should be tailored to the different stages of the equipment's lifecycle. As such, the conclusions highlight the fact that being totally open in development activities is not always the most suitable option. Instead, different degrees of "openness" may be suitable at different stages. Paper III studies collaboration in the later operational stages of a process equipments lifecycle, from an equipment supplier perspective. The results presented in this paper underscore the importance of collaboration in the operational stages as these stages are critical to facilitate technology transfer and production performance.

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Planering, styrning och uppföljning är viktiga processer inom materialplanering och inom dess flöde från leverantör till slutkund. Planeringsprocessens aktiviteter kan även ha en avgörande effekt på tillgängligheten av företagets produkter. I detta examensarbete granskas hur planeringen kan optimeras för olika produkter, med målet att ta fram rutiner kring hanteringen av produktplanering för att bidra till en bättre effektivitet ur ett helhetsperspektiv.Det finns ett behov av ett tydligt ramverk för att optimera förutsättningarna för planering av komplexa kundorder. Planeringsprocessen är i behov av kringliggande aktiviteter för ett optimalt utfall och baseras på logistiska och ekonomiska verktyg och metoder. Vid effektiv tillämpning kan ledtiderna reduceras och bakåtplaneringen förenklas, då rätt produkter lagerhålls och orderläggning sker vid rätt tidpunkt, med optimerad beställningskvantitet för att minimera de kostnader som kan uppstå. Därutöver krävs ett helhetstänk, där hela försörjningskedjan är involverad. Relationerna i nätverket är en viktig aspekt för en optimerad planering för säkerställande av en god leveransprecision.Det ramverk som tagits fram inkluderar ett grundtänk med logiskt tänkande, effektiva kommunikationsvägar och rätt sak på rätt plats vid rätt tillfälle. Men det bör poängteras att varje organisation är unik och bör anpassa tillvägagångssätt efter sin egen verksamhet, men ändå tillämpa det tankesätt som ramverket medför. / Planning, control and monitoring are key processes in material planning and its flow from supplier to end customer. The activities within the planning process can also have a crucial effect on the availability of the company’s products. This thesis examines how planning can be optimized for different products, and aims to develop procedures for the handling of product planning in order to contribute to a better efficiency from a holistic perspective.There’s a need for a clear framework to optimize the conditions for the planning of complex customer orders. The planning process is in need of ancillary activities for optimal outcomes and is based on logistical and financial tools and methods. If these are applied effectively, the lead times can be reduced and the backward scheduling can be simplified, since the right products are stocked and orders are being placed at the right time, with the optimum order quantity for minimizing the costs that may arise. Additionally, a holistic approach is required, where the whole supply chain is involved. The relationships within the network are an important aspect for an optimized planning, to ensure a high delivery precision.The framework that have been produced, includes a basic idea of logical thinking, effective communication channels and the right thing at the right place at the right time. But it should be emphasized that each organization is unique and should adapt this approach to its own business, but still apply the mindset that the framework entails.

The South African automotive industry has experienced significant changes in the last 20 years. Globalisation, the implementation of lean production and the development of modularisation have had a profound influence on the relationships between original equipment manufacturers (OEMs) and their suppliers, the automotive component manufacturers (ACMs), and their suppliers. South Africa has a number of OEMs and a vibrant automotive component manufacturing industry (ACM), which supplies the South African aftermarket and a spread of export markets. These ACMs are the focus of this study. The main objective of this research study was to identify the supply chain management problems ACMs in South Africa encounter, to what extent they face these problems and how these can be overcome. The problems were identified through a literature review and interviews with two OEMs in South Africa. Using this data a questionnaire was compiled and sent to all NAACAM members for completion. This study is by nature descriptive and exploratory and contains quantitative and qualitative elements. Seven hypotheses were formulated to guide the research. The findings of this research indicate that the geographic location, age and size of the business, have no bearing on the supply chain problems ACMs face, whist the relationship between ACMs and their suppliers and ACMs and their customers is a significant problem. The findings also indicate that the following are some of the main supply chain problems facing ACMs: pressure by OEMs to reduce prices; the price of materials; cancellation of orders; excessive inventory; the unreliability of rail transport and rail capacity problems; the high cost of South African ports; the cost of replacing outdated technology; and BBBEE – achieving and verifying BEE scorecards. The findings further indicate a lack of skills and labour problems, both of which are time consuming to resolve. This study was completed over a four-year period. At the commencement of this study the automotive industry was booming, but in mid-2008, a global economic crisis started. This crisis impacted adversely on the automotive industry globally and in South Africa. Despite these challenges, leaders in the South African automotive component industry remain positive about the future. This study was completed over a four-year period. At the commencement of this study the automotive industry was booming, but in mid-2008, a global economic crisis started. This crisis impacted adversely on the automotive industry globally and in South Africa. Despite these challenges, leaders in the South African automotive component industry remain positive about the future. / Business Management / D. Comm. (Business Management)

Bakgrund: Efter en litteratursökning uppmärksammades att forskning kring leverantörsrelationer existerar, men att den däremot är bristfällig gällande kopplingen mellan leverantörsrelationer och styrning av socialt ansvar. Faktum är att många leverantörsrelationer misslyckas och att styrning kan fungera som en lösning till problemet. Problematiken kommer av att företag upplever svårigheter med att kontrollera sina underleverantörers arbete med socialt ansvar eftersom den delen av verksamheten ligger utanför företagens direkta ägande och kontroll.  Ekonomisk styrning består av flertalet styrverktyg som kan fungera som hjälpmedel för företags styrning av sina underleverantörer för att få dem att agera på ett önskvärt sätt och därmed realisera huvudföretagets strategi kring socialt ansvar. Syfte: Syftet med studien är att skapa en styrmodell över hur svenska företag styr sina underleverantörer till att arbeta med socialt ansvar i en leverantörsrelation. Genomförande: Genom att kombinera teoretiska modeller och resonemang med tio kvalitativa intervjuer, på tre företag, har en fallstudie genomförts för att besvara syftet. Resultat: Studiens resultat pekar på att företag kan nyttja leverantörsrelationer till att styra underleverantörers arbete med socialt ansvar. Krav och riktlinjer som sedermera formuleras i kontrakt anses vara lämpligare än uppförandekoder och standarder. Kontraktet fungerar som beslutsunderlag, bevismaterial samt styrdokument vid uppföljningar och utvärderingar och är därmed betydande för styrningen av socialt ansvar i leverantörsrelationer. Formella och informella styrverktyg fungerar som komplement till varandra, studien kan däremot inte styrka att informell styrning reducerar behovet av formell styrning. Tillit är en viktig faktor för leverantörsrelationen, men kommunikation och interaktion anses vara viktigare för styrningen av socialt ansvar. / Background: After a literature search we discovered that research about supplier relationships exist, however the connection between supplier relationships and control of social responsibility is insufficient. The fact is that many supplier relationships end up failing and management control can function as a solution to the problem. The problem arises from companies experiencing difficulties in controlling their subcontractors’ work with social responsibility. The subcontractors’ work with social responsibility is difficult for the companies to control since it lies outside the direct ownership and control of the companies. Management control comprises of several management tools that function as facilitators to ensure that subcontractors act in the desired manner and thus realizing the social responsibility strategy of the main company. Purpose: The aim of the study is to create a framework of how Swedish companies control their subcontractors to work with social responsibility within the supplier relationships. Completion: Through a combination of theoretical model and reasoning with ten qualitative interviews, at three companies, a case study has been conducted in order to answer the purpose. Conclusion: The finding of the study show that companies can use supplier relationships to control the subcontractors’ work with social responsibility. Requirements and guidelines subsequently formulated in contracts have been proven to be more adequate than codes of conducts and standards. The contract function as a basis for decision making, as evidence and a regulatory document used for monitoring and evaluations and therefore plays a central role in controlling social responsibility. Formal and informal control are complementary and the study cannot find evidence that informal control reduces the need for formal control. Trust is an important factor for the supplier relationships, but communication and interaction are seen as more important for controlling social responsibility.

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No. of bitstreams: 1 Texto Tese Fábio Tescari Versão Final ABNT.pdf: 1056652 bytes, checksum: ff130f54e4a3d43007ba62d73e7d08ec (MD5) Previous issue date: 2015-05-20 / Relationships among firms have been studied as a factor that pushes the limits for the value that is created by the firms individually, through the joint construction of benefits that could not occur if the relationship is not established. The total value created in a dyadic relationship, which is captured by the parties, is the relationship value. The benefits transcend the financial characteristics of the transaction. They can be converted into other aspects of the relationship, such as technical learning, service delivery, innovation and reputation. The shared and exchanged resources become sources of value creation. These resources stem from two different perspectives. First, from the resources that belong previously to each party, which I defined as intrinsic value. Second, from the resources that are jointly developed by the parties during the relationship, defined as relational value. In this context, this study aims to investigate the different characteristics of the parties that are sources of value creation in relationships, and to examine the factors influencing its capture by the parties. The study involved three steps. The first, a theoretical essay, aimed to explore the value dimensions in the relationship, regarding their definition and their sources. The following two steps focused on empirically testing the effect of these components of relationship value on value creation and capture. A cross-sectional survey and a multiple case study were performed. The theoretical perspectives that permeates the study is the Resource Based View, since it assumes that the firm resources generate economic value that transcends the limits of the firm and is captured by its customers and suppliers. The ontological approach is the critical realism, which allows a better understanding of empirically observed events. The results contribute to a better theoretical understanding of relationship, since the constructs of intrinsic value and relational value integrate different sources of benefits that may derive from relationships. The relationship between these constructs and their individual influence on value capture also bring a theoretical contribution to the study of buyer-supplier relationships. The main managerial contributions concern the fact that it is possible to capture value even if the relationship is not collaborative. Moreover, the results shed light on the need for firms to explore deeply how to extract more benefits from the other party and from the relationship itself, especially considering non-financial sources. / O relacionamento entre firmas vem sendo estudado como um fator que amplia os limites do valor criado pelas firmas individualmente, por meio da construção conjunta de benefícios que não poderia ocorrer caso o relacionamento não se estabelecesse. O valor total criado no nível da díade, que é capturado pelas partes, é o valor do relacionamento. Os benefícios obtidos transcendem as características financeiras da transação, podendo converter-se em outros aspectos da relação entre as firmas, tais como capacitação técnica, oferta de serviços, capacidade de inovação e reputação. Os recursos compartilhados e trocados entre as partes são fontes de criação de valor no relacionamento, mas originam-se de duas perspectivas diferentes. Eles podem pertencer previamente a uma delas, compondo um valor que é intrínseco, ou desenvolverem-se ao longo do relacionamento em si, resultando numa parcela de valor relacional. Neste contexto, este estudo propõe-se a investigar as diferentes características das partes que são fonte de criação de valor em um relacionamento, bem como analisar os aspectos que influenciam sua captura pelas partes. O estudo envolveu três etapas. A primeira, de cunho teórico, visou a explorar as dimensões do valor do relacionamento, no que se refere à sua definição e suas fontes. As duas etapas seguintes objetivaram testar empiricamente o efeito das fontes do valor do relacionamento na criação e captura de valor, por meio de uma survey transversal e um estudo de casos múltiplos. A perspectiva teórica que permeia o estudo é a Visão Baseada em Recursos, uma vez que ela pressupõe que os recursos das firmas produzem valor econômico que transcende os limites delas e é capturado por seus clientes e fornecedores. A abordagem ontológica é a do realismo crítico, a qual permite um melhor entendimento dos acontecimentos empiricamente observados. Os resultados contribuem para um melhor entendimento teórico sobre valor do relacionamento, uma vez que os construtos de valor intrínseco e valor relacional integram diferentes fontes de benefícios que podem advir de relacionamentos. A relação entre esses construtos e sua influência individual na captura de valor também trazem uma contribuição teórica ao estudo de relacionamentos comprador-fornecedor. As principais contribuições gerenciais dizem respeito ao fato de que é possível capturar valor mesmo que o relacionamento não seja colaborativo. Adicionalmente, os resultados enfatizam que as empresas deveriam explorar mais como fazer para extrair mais benefícios da outra parte e do relacionamento em si, em especial de fontes não-financeiras.

The South African automotive industry has experienced significant changes in the last 20 years. Globalisation, the implementation of lean production and the development of modularisation have had a profound influence on the relationships between original equipment manufacturers (OEMs) and their suppliers, the automotive component manufacturers (ACMs), and their suppliers. South Africa has a number of OEMs and a vibrant automotive component manufacturing industry (ACM), which supplies the South African aftermarket and a spread of export markets. These ACMs are the focus of this study. The main objective of this research study was to identify the supply chain management problems ACMs in South Africa encounter, to what extent they face these problems and how these can be overcome. The problems were identified through a literature review and interviews with two OEMs in South Africa. Using this data a questionnaire was compiled and sent to all NAACAM members for completion. This study is by nature descriptive and exploratory and contains quantitative and qualitative elements. Seven hypotheses were formulated to guide the research. The findings of this research indicate that the geographic location, age and size of the business, have no bearing on the supply chain problems ACMs face, whist the relationship between ACMs and their suppliers and ACMs and their customers is a significant problem. The findings also indicate that the following are some of the main supply chain problems facing ACMs: pressure by OEMs to reduce prices; the price of materials; cancellation of orders; excessive inventory; the unreliability of rail transport and rail capacity problems; the high cost of South African ports; the cost of replacing outdated technology; and BBBEE – achieving and verifying BEE scorecards. The findings further indicate a lack of skills and labour problems, both of which are time consuming to resolve. This study was completed over a four-year period. At the commencement of this study the automotive industry was booming, but in mid-2008, a global economic crisis started. This crisis impacted adversely on the automotive industry globally and in South Africa. Despite these challenges, leaders in the South African automotive component industry remain positive about the future. This study was completed over a four-year period. At the commencement of this study the automotive industry was booming, but in mid-2008, a global economic crisis started. This crisis impacted adversely on the automotive industry globally and in South Africa. Despite these challenges, leaders in the South African automotive component industry remain positive about the future. / Business Management / D. Comm. (Business Management)