Value Added Elements According to Buyer Companies in a B2B Context



Document title: Value Added Elements According to Buyer Companies in a B2B Context
Journal: BAR - Brazilian Administration Review
Database:
System number: 000552921
ISSN: 1807-7692
Authors: 1
2
2
2
3
2
2
Institutions: 1Instituto Federal de Educacao Ciencia e Tecnologia do Rio Grande do Sul, Porto Alegre, Rio Grande do Sul. Brasil
2Universidade do Vale do Rio dos Sinos, Sao Leopoldo, Rio Grande do Sul. Brasil
3Universidade de Santa Cruz do Sul, Santa Cruz, Rio Grande do Sul. Brasil
Year:
Season: Sep-Oct
Volumen: 12
Number: 3
Pages: 229-249
Country: Brasil
Language: Inglés
Document type: Artículo
English abstract This paper analyses how buyer companies perceive the value added to products and services offered by their suppliers and identifies the predominant elements that affect purchasing decisions and establishment of relationships between companies in a B2B context. A multiple case study was developed in 12 buyer companies from three industrial segments in southern Brazil: metal-mechanics, furniture and foods. The findings show that for supplier companies in the metal-mechanics industry to add value, they must identify buyers' needs, develop technology/innovation, be focused on competitive aspects, keep control of the supply chain, provide different purchasing channels, develop partnerships, and adapt to cultural aspects. Companies in the food industry consider the model for creating value to adapt to meet customer needs, the effective use of purchasing channels, functionality of products, and technical knowledge. The companies in the furniture industry value the methods that suppliers use to capture and implement required changes, effective control of the supply chain, and the representativeness of the suppliers' brand in the market. This study captures the perception of buyer companies in relation to predominant value-adding elements and could guide decisions for the adoption of managerial actions by supplier companies focused on adding value.
Disciplines: Economía
Keyword: Empresas
Keyword: Value added,
Relationships,
B2B,
Competitiveness,
Enterprises
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