Abstract
This study analyzes factors that condition the formation of the building material of retailer cooperation networks and the results obtained with this actuation. This study was carried out of multiple descriptive and comparative cases, with transversal perspective of time. A non-disguised questionnaire was used, answered online by fifteen associated retailers and the manager of each one of the four formally incorporated networks acting on the field in the State of Parana, Brazil. On the basis of the answers provided by these two groups of managers, it was raised similarities and differences about the formation and gains obtained after entering these organizations. The study reveals that the main factors for the formation of the networks are: a) development of collective actions; b) pursuit of stability in the market; c) reduction of costs; and d) adaptation to the market conditions. The cooperated actions of big interest among the networks managers are those turned to the projection of a brand in the market. The main results obtained are: a) higher negotiation power with the suppliers; and b) exchange of experiences, importance of the business management. The study highlights the different dimensions for the constitution of the cooperation networks and that there are different perceptions regarding the obtained results for the cooperated actuation. Key-words: Retail, building material, cooperation network, formation, results.
Highlights
The globalized economy determines the deep changes in the strategic process of the companies, propitiating opportunities and threat on every segment and requiring new ways to compete
State of Parana counts with four building material of retailer cooperation networks that together account 145 associated retailers, mostly micro and small companies, acting in different cities
In order to meet up with the challenging environment, some building material retail companies act in cooperation networks to keep the competitiveness
Summary
Motivational factors of formation, cooperate actions and gains obtained from the cooperation networks of building material retail in Parana: A comparative between the associated managers’ and retailers’. This study analyzes factors that condition the formation of the building material of retailer cooperation networks and the results obtained with this actuation. A non-disguised questionnaire was used, answered online by fifteen associated retailers and the manager of each one of the four formally incorporated networks acting on the field in the State of Parana, Brazil. The study reveals that the main factors for the formation of the networks are: a) development of collective actions; b) pursuit of stability in the market; c) reduction of costs; and d) adaptation to the market conditions. Key-words: Retail, building material, cooperation network, formation, results
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