Um mercado globalizado altamente competitivo e a crescente horizontalização das cadeias de abastecimento realçam a importância da racionalização dos custos e da adequada seleção de fornecedores. Esses mesmos fatores, no entanto, agravam a complexidade envolvida no desempenhar dessas tarefas. A fim de desatar tais nós, o presente trabalho propõe uma abordagem para a seleção de fornecedores que conjuga técnicas de programação matemática que permitam a exploração de economias de escala e escopo a uma metodologia inovadora para construção de cenários de demanda baseada em conceitos modernos de suprimentos. O resultado desta abordagem foi um modelo de programação inteira mista visando a minimização dos custos por desempenho adquirido. Os resultados obtidos na aplicação a um caso hipotético relevam efetividade na redução dos custos, sem prejuízo à qualidade dos materiais adquiridos. O impacto nos custos decorre da reconfiguração da demanda, aumento do poder de barganha interno e externo e aproveitamento de ganhos de escala e escopo. / A highly competitive globalized market and a growingly horizontalization through supply chains highlight the importance of properly selecting suppliers and managing costs. These same factors, however, increase the complexity in performing such tasks. In order to solve this plot, it is presented in this work an approach for supplier selection connecting mathematical programming techniques, which allow the use of economies of scope and scale, and an innovative methodology that applies modern concepts of purchasing management for constructing new demand scenarios. From this approach a mixed integer programming model derives, with the goal of minimizing costs per performance acquired. The results of its application in a hypothetical case reveal the effectiveness of the approach in reducing the costs with no significant impact on the acquired performance. This is explained by the reconfiguration of the demand, a shift in the bargaining power within and out of the company and the incorporation of economies of scope and scale.

Esta dissertação buscou identificar junto a empresas de grande porte quais os critérios de seleção de fornecedores que são considerados mais importantes quando se deseja construir relacionamentos de parceria dentro da cadeia de suprimentos. A revisão de literatura foi dividida em três grandes partes. Na primeira parte procurou-se abordar aspectos da gestão de suprimentos que são relevantes para o tema, como organização de compras, classificação de tipos de produtos e tipos de relacionamentos entre empresas, onde as características teóricas das parcerias com fornecedores foram exploradas. A segunda parte foca as características do processo de seleção de fornecedores. A terceira parte é dedicada ao estudo dos critérios encontrados na literatura para a escolha da mais adequada fonte de suprimentos. A consolidação desta parte do trabalho resultou na apresentação de uma lista com 45 critérios de seleção de fornecedores e suas respectivas definições para uniformização de abrangência e compreensão dos critérios. Com base nesta lista, a pesquisa foi conduzida na forma de estudo de casos junto às Gerências de Suprimentos de três empresas de grande porte com operações no mercado brasileiro de bens industriais e de consumo. Através de questionários e entrevistas foram identificados 17 critérios como sendo os mais importantes para o processo de seleção parceiros. A pesquisa também encontrou que os conceitos de parcerias com fornecedores são definidos pelas realidades de mercado de cada empresa e não convergem para os conceitos apresentados na literatura acadêmica. Parcerias vêm sendo definidas somente como relacionamentos de longo prazo com fornecedores em detrimento de qualquer outro atributo referenciado pela literatura acadêmica. Portanto, a utilização deste termo precisa vir precedida de uma conceituação precisa para evitar duplicidade de interpretações. / This dissertation aimed the identification of the most important supplier selection criteria used by large size companies when they want to build partnering relationships in their supply chains. The review of literature was separated in three parts. The first one concerns the supply management subjects that are relevant to the theme, such as purchase structure, product classification and sort of companies relationships, where the supplier partnerships characteristics were explored. The second part focuses the characteristics of supplier selection process. The third part is dedicated to the selection criteria found in the literature used to choose the most appropriated source of supply. The consolidation of this part resulted in the presentation of a list with 45 supplier selection criteria and their definitions to standardize the scope and comprehension. Based on this list, the research was conducted as case studies with Purchasing Managers of three large size companies that have operations in the Brazilian markets of industrial and consumer goods. Using questionnaires and interviews procedures, 17 criteria were considered the most important for the partner selection process. The research also found that the suppliers’ partnerships concepts are defined by the market realities of each company e do not converge to concepts shown in the academic literature. Partnerships has been defined only as long term relationships with suppliers rather than any other attribute mentioned in the academic literature. Therefore, before making use of the term Partnership it should be precisely defined in order to avoid misinterpretation.

Resumo: O uso da Internet facilita e agiliza as comunicações entre empresas, por mais distantes que estejam. Tal fato, aliado aos avanços nos sistemas e processos dos operadores logísticos globais, fez com que o comércio internacional deixasse de ser lugar somente para multinacionais, mas também para pequenas e médias empresas. O objetivo central deste trabalho é mapear o processo de seleção de fornecedores através de marketplaces e a logística de importação da China, pela caracterização e análise dos processos e custos logísticos, compreendendo desde a fase de prospecção de fabricantes, a aplicação do método AHP para seleção de fornecedores, aspectos das negociações e a gestão da cadeia logística internacional. Foi desenvolvido, também, um roteiro que pode ser utilizado como manual de importações da China por pequenos e médios empresários. A premissa é a possibilidade de se aproveitar oportunidades de negócios advindos da oferta de produtos chineses com preços baixos e qualidade satisfatória para empreendedores do comércio exterior. Cabe destacar, como resultado importante deste estudo, a ferramenta (software) desenvolvida para seleção de modal e Incoterms, que considera, além dos custos logísticos do comércio exterior, o custo de oportunidade do capital (estoques), para uma correta avaliação do custo total de importação / Abstract: Internet improves communication and information for all companies worldwide, this fact and development of logistics providers processes and systems support a strong growing for global trade, including participation of small and medium enterprises. The central objective of this study is to map processes of supplier selection via marketplaces in China and the logistics management of imported materials to Brazil. This study qualifies and analyses processes and logistics costs on importations from China to Brazil, apply AHP Analytical Hierarchy Process to select suppliers, analyses negotiation and global logistics management processes. The main result is to offer a complete guide to attend small and medium enterprises to manage importations from China, considered the main industrial country in the world with low costs and good quality products. The final and important part of study presents a new tool (software) to select more economic transportation mode and Incoterms, considering characteristics of materials imported from China to Brazil, to support the tool are discussed the logistics costs related to global trade, oportunity cost capital (inventory) and total importation cost / Orientador: Fernando Augusto Silva Marins / Coorientador: Leo Tadeu Robles / Banca: Ubirajara Rocha Ferreira / Banca: Anderson Ribeiro Correia / Mestre

Submitted by Sandra Pereira (srpereira@ufrrj.br) on 2017-04-13T12:02:02Z No. of bitstreams: 1 2010 - Deyves Mendes Paraguassu.pdf: 596082 bytes, checksum: dd55b53bb62a481a21c0961845d58021 (MD5) / Made available in DSpace on 2017-04-13T12:02:02Z (GMT). No. of bitstreams: 1 2010 - Deyves Mendes Paraguassu.pdf: 596082 bytes, checksum: dd55b53bb62a481a21c0961845d58021 (MD5) Previous issue date: 2010-08-10 / With the increased access to information, technologies and markets; the supply options are magnified as well, forcing the selection of a supplier that best contributes to the organizational success. In this sense, selecting the right supplier can mean the difference between success and failure. Bio-Manguinhos is in the market for prevention, diagnosis and treatment of disease through vaccines, diagnostic reagents and biopharmaceuticals. Being a public institution, it shares with the rest of the system the difficulty in obtaining public funds for investment and the development of products may take more than 20 years. Given this scenario, the search for partners to minimize development time of a product and share the cost of investment becomes interesting. In this context, this work aims to develop a tool that helps Bio-Manguinhos in selecting suppliers which contribute to the development and manufacture of new products. So, there were two stages of interviews with the board of Bio-Manguinhos: the first with the Deputy Directors, where the relevant criteria for selecting suppliers for new products were identified; the second stage was conducted with the Director, where the criteria identified by the Deputy Directors were confirmed and a method of multicriteria analysis, AHP - Analytic Hierarchy Process was applied to assign weights to these criteria. Thus, we created a tool with the criteria considered relevant and their representativeness within a context that seeks to assist the organization to select suppliers for new products. The results show that the relevant criteria and their order are: level of product development, compatibility with the industrial park, compliance with regulatory requirements, product performance, strength of the company and cost. This shows that the criteria closest to organizational strategy have a greater representativeness. The criteria identified in this study, in their essence, are not new; they are well known and mentioned by other researchers. Nevertheless, as in all decision-making, especially the multicriteria, every organization seeks to identify the important variables for a given decision-making and that choice is not necessarily the best one for other organizations. / Com o aumento do acesso a informa??es, tecnologias e mercados, as op??es de fornecimento s?o ampliadas, tornando necess?ria a sele??o de um fornecedor que melhor contribua para o sucesso organizacional. Nesse sentido, selecionar o fornecedor certo pode significar a diferen?a entre o sucesso e o insucesso. Bio-Manguinhos atua no mercado de preven??o, diagn?stico e tratamento de doen?as, por meio de vacinas, reativos para diagn?stico e biof?rmacos. Por ser uma institui??o p?blica, compartilha com o restante da m?quina p?blica a dificuldade em obter recursos para investimento e o desenvolvimento de seus produtos pode levar mais de 20 anos. Diante desse cen?rio, a busca por parcerias para minimizar o tempo de desenvolvimento de um produto e compartilhar os custos de investimento se mostra interessante. Neste contexto, este trabalho tem por objetivo desenvolver uma ferramenta que auxilie Bio-Manguinhos a selecionar fornecedores que contribuir?o para o desenvolvimento e produ??o de novos produtos. Para tanto, foram realizadas duas etapas de entrevistas com a diretoria de Bio-Manguinhos: a primeira com os vice-diretores, onde foram identificados os crit?rios relevantes para a sele??o de fornecedores para novos produtos; a segunda etapa foi realizada com o diretor, onde foram confirmados os crit?rios identificados pelos vice-diretores e utilizado um m?todo de an?lise multicriterial, AHP ? Processo de An?lise Hier?rquica, para atribuir pesos a esses crit?rios. Dessa forma, foi criada uma ferramenta com os crit?rios considerados relevantes e suas respectivas representatividades dentro de um mesmo contexto, que busca auxiliar a organiza??o a selecionar seus fornecedores para novos produtos. Os resultados mostram que os crit?rios relevantes e sua ordem s?o os seguintes: n?vel de desenvolvimento do produto, compatibilidade com o parque industrial, cumprimento de exig?ncias regulat?rias, rendimento do produto, solidez da empresa e custo. Isso mostra que crit?rios mais pr?ximos a estrat?gia organizacional possuem uma representatividade maior. Os crit?rios identificados, em sua ess?ncia, n?o s?o crit?rios novos, s?o conhecidos e mencionados por outros pesquisadores. No entanto, como em toda tomada de decis?o, especialmente as multicriteriais, cada organiza??o busca identificar as vari?veis importantes para uma determinada tomada de decis?o e essa escolha n?o necessariamente ? a melhor para outras organiza??es.

Background:Scholars tend to view global sourcing as a one-way street, whereby multinational manufacturers from developed countries purchase low-cost materials and products from developing countries. Undoubtedly, one of the purchasing bases for them is China because of its abundant resources and cheap labor. That is why China is aptly called the “Global Factory.” Conversely, few Chinese manufactures currently adopt a global sourcing strategy. However, the higher demand for technical quality and an increase in manufacturing cost is driving more Chinese manufacturers to adopt a global sourcing strategy in order to improve their competitive advantage. This would help them to optimize the use of global resources. Purpose: The purpose of this master thesis is to analyze what problems and challenges Chinese manufacturing companies face in the implementation of a global sourcing strategy. Research Method: Our study shall analyze the situation and problems encountered when Chinese manufacturers implement a global sourcing strategy. To achieve this deep understanding we need to perform a qualitative investigation of some Chinese manufacturers. Hence, we chose qualitative research as our methodology of this thesis. Conclusion:Pursuing global sourcing is a process which takes a long time and involves many obstacles to be overcome. In this complicated situation, there is not a universal compass to pursue global sourcing. Inexperienced Chinese manufacturers have to deal with each problem in order to develop an advanced level of global sourcing and to face the challenges from logistics capabilities, selecting foreign sources, protectionism, regulations, and so on.

Based on current competitive market, supply chain becomes to be more and more important to overall corporate strategy. Finding good suppliers makes much more senses for the companies nowadays as purchasing is one of the basis parts on the upstream of the supply chain. China has been very successful on turning itself into a production powerhouse in just two decades, so how to find and select the convenient suppliers in China is a very important and modern topic. The thesis has been starting with the introduction part, where the importance of outsourcing, Chinese current manufacturing capabilities and some other factors will be introduced. Besides, the purpose of this thesis is to study and analysis the criteria and processes are used by PCH International on the selection of suppliers in China. The authors try to understand how foreign companies find the right Chinese suppliers based on a case studying, which is PCH International, an Irish company. Within the theoretical framework part, the authors discussed the supplier selection criteria firstly, which are very important and necessary to evaluate suppliers’ performances. Then the thesis was provided with an insight into some common theoretical methods, which followed by the supplier selection processes. Total Cost of Ownership, Data Envelopment Analysis and Mathematical Programming are presented in basic term. The part in the theoretical review was informed about the structure of the supplier selection process, starting with the preparation step, followed by prequalification and evaluation steps and resulting in the final selection of the suppliers. In the methodology part, the approach for the research will be presented, it will be divided into four parts, which are choice of topic, choice of method, data collection, research’s validity and reliability. The empirical finding part consists of practical information which was provided by the case company mentioned above through questionnaires and interviews. The values of the evaluation criteria are depend on the respective goals. For data analysis, the theoretical evaluation models, on the other hand, are not used by this case. The company uses their own methods which are presented in the empirical part as well as in the analytical part of this thesis, the reasons will be describe carefully in this chapter. Finally, this thesis ends with a conclusion, which with the answer of the research question.

Due to the ongoing globalisation and fast changes within the business environment companies are forced to adapt more quickly to customer needs. Therefore, they depend on reliable suppliers which provide them with the necessary goods and services. As a consequence, finding suitable suppliers is of utmost importance for companies. To be able to choose those suppliers companies need to establish criteria on which basis potential suppliers can be evaluate and select afterwards. Against this background, this master thesis researches the supplier selection process from the end manufacturer’s point of view. Hereby, the focus is laid on theoretical supplier evaluation criteria and methods. Due to the lack of investigations in this branch of industry the authors have chosen the sporting goods manufacturing industry within Sweden and Austria as their field of study. They have been supported in their research by the companies the Arctic City Counting House AB, the ATOMIC Austria GmbH, and the HEAD Sports AG which provided them with the essential empirical data. Keeping the above mentioned fact in the back of one’s mind, the authors deduce the following research question: On which basis and how do manufacturers of sports equipment in Sweden and Austria evaluate and select their suppliers? Within the theoretical part the reader of this thesis first of all gets an overview of supplier-buyer relationships and afterwards is informed about the structure of the supplier selection process, starting with the preparation step, followed by prequalification and evaluation steps and resulting in the final selection and the continuous controlling of the suppliers. In addition, common criteria which are necessary to evaluate suppliers are presented. Furthermore, the reader is provided with an insight into general evaluation models whereby four common theoretical methods are explained in detail (AHP, TCO, DCA, and DEA). Out of this theoretical data a conceptual model was created. The empirical part consists of practical information which was provided by the three researched companies mentioned above through questionnaires and interviews. The analysed data concludes that the evaluation criteria which are given in theory are also used in practice. In addition, it was discovered that a further criteria category is applied within the researched companies. The values of the evaluation criteria depend on the goals of the respective company. The theoretical evaluation models on the other hand are not used by the examined sporting goods manufacturers. All of them use their own methods which are presented in the empirical as well as in the analytical part of this thesis. Finally, this thesis ends with a conclusion and with the answer of the research question. Based on this thesis sporting goods manufacturers get an insight in specific supplier evaluation methods and thus gain the chance to learn how other companies within this industry evaluate and select their suppliers.

<p>Based on current competitive market, supply chain becomes to be more and more important to overall corporate strategy. Finding good suppliers makes much more senses for the companies nowadays as purchasing is one of the basis parts on the upstream of the supply chain.</p><p>China has been very successful on turning itself into a production powerhouse in just two decades, so how to find and select the convenient suppliers in China is a very important and modern topic.</p><p>The thesis has been starting with the introduction part, where the importance of outsourcing, Chinese current manufacturing capabilities and some other factors will be introduced. Besides, the purpose of this thesis is to study and analysis the criteria and processes are used by PCH International on the selection of suppliers in China. The authors try to understand how foreign companies find the right Chinese suppliers based on a case studying, which is PCH International, an Irish company.</p><p>Within the theoretical framework part, the authors discussed the supplier selection criteria firstly, which are very important and necessary to evaluate suppliers’ performances. Then the thesis was provided with an insight into some common theoretical methods, which followed by the supplier selection processes. Total Cost of Ownership, Data Envelopment Analysis and Mathematical Programming are presented in basic term. The part in the theoretical review was informed about the structure of the supplier selection process, starting with the preparation step, followed by prequalification and evaluation steps and resulting in the final selection of the suppliers.</p><p>In the methodology part, the approach for the research will be presented, it will be divided into four parts, which are choice of topic, choice of method, data collection, research’s validity and reliability.</p><p>The empirical finding part consists of practical information which was provided by the case company mentioned above through questionnaires and interviews. The values of the evaluation criteria are depend on the respective goals.</p><p>For data analysis, the theoretical evaluation models, on the other hand, are not used by this case. The company uses their own methods which are presented in the empirical part as well as in the analytical part of this thesis, the reasons will be describe carefully in this chapter.</p><p>Finally, this thesis ends with a conclusion, which with the answer of the research question.</p>

<p>Background:Scholars tend to view global sourcing as a one-way street, whereby multinational manufacturers from developed countries purchase low-cost materials and products from developing countries. Undoubtedly, one of the purchasing bases for them is China because of its abundant resources and cheap labor. That is why China is aptly called the “Global Factory.” Conversely, few Chinese manufactures currently adopt a global sourcing strategy. However, the higher demand for technical quality and an increase in manufacturing cost is driving more Chinese manufacturers to adopt a global sourcing strategy in order to improve their competitive advantage. This would help them to optimize the use of global resources.</p><p>Purpose: The purpose of this master thesis is to analyze what problems and challenges Chinese manufacturing companies face in the implementation of a global sourcing strategy.</p><p>Research Method: Our study shall analyze the situation and problems encountered when Chinese manufacturers implement a global sourcing strategy. To achieve this deep understanding we need to perform a qualitative investigation of some Chinese manufacturers. Hence, we chose qualitative research as our methodology of this thesis.</p><p>Conclusion:Pursuing global sourcing is a process which takes a long time and involves many obstacles to be overcome. In this complicated situation, there is not a universal compass to pursue global sourcing. Inexperienced Chinese manufacturers have to deal with each problem in order to develop an advanced level of global sourcing and to face the challenges from logistics capabilities, selecting foreign sources, protectionism, regulations, and so on.</p>

<p>Due to the ongoing globalisation and fast changes within the business environment companies are forced to adapt more quickly to customer needs. Therefore, they depend on reliable suppliers which provide them with the necessary goods and services. As a consequence, finding suitable suppliers is of utmost importance for companies. To be able to choose those suppliers companies need to establish criteria on which basis potential suppliers can be evaluate and select afterwards.</p><p>Against this background, this master thesis researches the supplier selection process from the end manufacturer’s point of view. Hereby, the focus is laid on theoretical supplier evaluation criteria and methods. Due to the lack of investigations in this branch of industry the authors have chosen the sporting goods manufacturing industry within Sweden and Austria as their field of study. They have been supported in their research by the companies the Arctic City Counting House AB, the ATOMIC Austria GmbH, and the HEAD Sports AG which provided them with the essential empirical data.</p><p>Keeping the above mentioned fact in the back of one’s mind, the authors deduce the following research question:</p><p>On which basis and how do manufacturers of sports equipment in Sweden and Austria evaluate and select their suppliers?</p><p>Within the theoretical part the reader of this thesis first of all gets an overview of supplier-buyer relationships and afterwards is informed about the structure of the supplier selection process, starting with the preparation step, followed by prequalification and evaluation steps and resulting in the final selection and the continuous controlling of the suppliers. In addition, common criteria which are necessary to evaluate suppliers are presented. Furthermore, the reader is provided with an insight into general evaluation models whereby four common theoretical methods are explained in detail (AHP, TCO, DCA, and DEA). Out of this theoretical data a conceptual model was created.</p><p>The empirical part consists of practical information which was provided by the three researched companies mentioned above through questionnaires and interviews. The analysed data concludes that the evaluation criteria which are given in theory are also used in practice. In addition, it was discovered that a further criteria category is applied within the researched companies. The values of the evaluation criteria depend on the goals of the respective company. The theoretical evaluation models on the other hand are not used by the examined sporting goods manufacturers. All of them use their own methods which are presented in the empirical as well as in the analytical part of this thesis. Finally, this thesis ends with a conclusion and with the answer of the research question.</p><p>Based on this thesis sporting goods manufacturers get an insight in specific supplier evaluation methods and thus gain the chance to learn how other companies within this industry evaluate and select their suppliers.</p>