BUYER-SELLER RELATIONSHIP MANAGEMENT IN STRUCTURED CONTRACTS ENVIRONMENTS: A CASE STUDY IN A MULTINATIONAL FIRM
Keywords:Contracts, Interorganizational Relationships, Isomorfism.
AbstractThe 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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How to Cite
Oliveira, F. P. de, & Zanquetto Filho, H. (2013). 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
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