Gestão de redes de cooperação verticais: a proposição de um framework de instrumentos gerenciais

Abstract

Collaborative networks emerged in the twentieth century as a strategic model that assigns, to a set of actors, excellence for the organization and competitiveness. Although there are numerous advances in this subject, this new arrangement lacks literature that elucidates the field of instruments relevant to collaborative networks. This dissertation deals with the issue of management tools necessary to link management to vertical collaborative networks focusing on the commercial area of a company. The main objective of this research is to establish a framework of management tools for vertical collaborative networks of sales representatives. This way, we conducted initially a literature research about the existing tools in collaborative networks, in order to verify its intentionality, validity, and benefit to the arrangement made. From an exploratory qualitative research, based on case study methodology, we settled two formats of data collection aimed at individuals’ perception regarding internal and external environments of the organization. In the internal environment, we made semi-structured interviews with members of the organization, and in the external environment it was formed a focus group which, through dialogue and discussion, presented its perceptions about the case. Supported in the academic field and in the empirical contributions, we present a framework of instruments that helps the network management on vertical arrangement. The results of this research appoint the main tools of a network and your importance to management.