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

  • Felipe Pagiola de Oliveira Universidade Federal do Espírito Santo (UFES)
  • Helio Zanquetto Filho Departamento de Administração e do Programa de Pós-Graduação em Administração da Universidade Federal do Espírito Santo
Keywords: Contracts, Interorganizational Relationships, Isomorfism.

Abstract

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

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Author Biographies

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

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

Analista de logística e infraestrutura de abastecimento no setor de Energia

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

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

Doutor em Engenharia de Produção pela PUC-Rio

How to Cite
Oliveira, F., & Zanquetto Filho, H. (1). BUYER-SELLER RELATIONSHIP MANAGEMENT IN STRUCTURED CONTRACTS ENVIRONMENTS: A CASE STUDY IN A MULTINATIONAL FIRM. REGE Revista De Gestão, 18(4), 659-674. https://doi.org/10.5700/rege446
Section
Produção e Operações