| Journal: | BAR - Brazilian Administration Review |
| Database: | CLASE |
| System number: | 000412630 |
| ISSN: | 1807-7692 |
| Authors: | Sanches, Lars Meyer1 Lima-Junior, Orlando Fontes2 |
| Institutions: | 1Insper Instituto de Ensino e Pesquisa, Sao Paulo. Brasil 2Universidade Estadual de Campinas, Faculdade de Engenharia Civil, Arquitetura e Urbanismo, Campinas, Sao Paulo. Brasil |
| Year: | 2014 |
| Season: | Jul-Sep |
| Volumen: | 11 |
| Number: | 3 |
| Pages: | 264-283 |
| Country: | Brasil |
| Language: | Inglés |
| Document type: | Revisión bibliográfica |
| Approach: | Descriptivo |
| English abstract | The objective of this study is to investigate a phenomenon that occurs in Brazil, specifically the spike in demand at the end of the sales period, known as the hockey stick phenomenon. This analysis will encompass the causes as well as the impacts of this phenomenon, in a way that allows alternative policies to be evaluated . Data was collected from a Brazilian branch of a large multinational in the non - durable consumer goods industry and in semi - structured interviews conducted face - to - face with executives o f 26 clients. The data was used to generate a continuous simulation model based on the methods of systems dynamics. The findings showed that the phenomenon negatively impacted the manufacturer’s financial performance in the long term and indicated required changes necessary to remediate the phenomenon. This is an empirical study on the hockey stick phenomenon, a problem that affects diverse companies in Brazil. The study showed that companies should not assume the hockey stick phenomenon to be an exogenous problem; it showed that there are policies able to improve financial performance; and it provided ideas regarding ways to carry out the change process |
| Disciplines: | Administración y contaduría |
| Keyword: | Administración de instituciones, Mercadotecnia, Historia y teorías de la administración y la contaduría, Cadena de suministro, Hockey, Efecto látigo, Brasil |
| Full text: | Texto completo (Ver PDF) |
