A influência da familiaridade e localização do fornecedor na decisão de compra em uma organização do sistema S

Abstract

A few years ago, the role of the organizational buyer was restricted to knowing the supplier and ensuring that the organization's needs were met. Currently, the context of the purchasing sector demonstrates that, in addition to the classic function of providing goods and services, organizational buyers can generate strategic value for the organization, mainly due to their direct relationship with suppliers. Buyers are responsible for supplier selection and therefore make decisions on behalf of their organizations. However, during the purchase decision, some selection criteria can influence organizational buyers. Therefore, this work aims to identify whether the supplier's familiarity and location influence the purchase decision in a Sistema S organization, through research of an experimental nature. Therefore, a vignette was developed containing the research scenario in which it was validated together with the manipulations of the supplier's familiarity and geographic location variables through a quantitative approach. The research was carried out by applying an online questionnaire to buyers of units in the Sistema S. The motivation for the study was due to the theoretical gap on the topic of supply chain management in the Sistema S and the opportunity to create a strategic action plan for the analyzed organization. The study used the statistical technique of Multiple Linear Regression Analysis to identify the effects that the independent variables Familiarity (previous purchase experience with the supplier) and Geographic location of the supplier (supplier located near or far from the organization) have on the purchase decision. The results showed that the interaction between the variables was significant. As an intervention proposal, the adoption of a national bank of suppliers is suggested, as it would contribute to the organizational management of the purchasing area in terms of efficiency, strategy and management in the procurement routine, control of supplier data and decisionmaking effectiveness of organizational purchasing in the Sistema S.