Competitive priority alignment between buyers and sellers of machines and equipaments/Alinhamento das prioridades competitivas entre compradores e vendedores de maquinas e equipamentos

• Published in: Revista de Administracao Mackenzie 2009, Vol.10 (4), p.156
• Main Authors: Moori, Roberto Giro, Ghobril, Alexandre Nabil, Marcondes, Reynaldo Cavalheiro
• Format: Report
• Language: Spanish
• ISSN: 1518-6776

This aim of this study is to verify the competitive priority alignment between buyers and machine & equipment users for food processing and its equipment suppliers. Based on an exploratory and descriptive research, was applied a structured questionnaire having as subject the purchase, sale and production managers. There were altogether 77 answers obtained from food processing managers and 55 from equipment manufacturer managers. The obtained data were analyzed according to descriptive statistic and to non-parametric test of bivariate correlation, which revealed that: a) in the scope of relationship between food processing and equipment manufacturer, the quality factor was the competitive priority aligned between them; b) in the scope of buyers and machine & equipment users, there was evidence the trade-off between the variables stock reduction and quickly delivery. The results allowed concluding that: a) the quality is a factor of alignment to internal and external environment; b) the trade-off is used as an instrumental to achieve the competitive priority alignment in the internal environment of the buyer and machine & equipment users for food processing. KEYWORDS Trade-offs; Competitive priority alignment; Competitive priorities; Mechanic capital goods; Machine and equipment. Este trabalho tem por objetivo verificar o alinhamento das prioridades competitivas entre empresas compradoras e usuarias de maquinas e equipamentos para a fabricacao de produtos alimenticios e seus fornecedores industriais. Esta fundamentado em uma pesquisa exploratoria descritiva em que se aplicou um questionario estruturado junto a gestores das areas relacionadas a compras, vendas e producao das empresas. Foram obtidas 77 respostas de gestores de empresas fabricantes de alimentos e 55 de fabricantes de equipamentos. Os dados, submetidos a estatistica descritiva e a correlacao bivariada nao parametrica, revelaram que: a) no ambito do relacionamento entre compradores e vendedores de maquinas e equipamentos, o fator qualidade foi a prioridade competitiva alinhada entre eles; b) no ambito de empresas usuarias de maquinas e equipamentos, houve evidencia de trade-off entre as variaveis reduzir estoques e velocidade de entrega rapida. Essas revelacoes permitiram concluir que: a) a qualidade e um fator de alinhamento externo e interno; b) o trade-off e usado como um instrumento para o alinhamento das prioridades competitivas no ambiente interno das empresas compradoras e usuarias de maqu