Collaboration intensity in the Brazilian supermarket retail chain

Purpose – This paper seeks to identify collaboration elements and evaluate their intensity in the Brazilian supermarket retail chain, especially the manufacturer‐retailer channel.Design/methodology/approach – A structured questionnaire was elaborated and applied to 125 representatives from suppliers of large supermarket chains. Statistical methods including multivariate analysis were employed. Variables were grouped and composed into five indicators (joint actions, information sharing, interpersonal integration, gains and cost sharing, and strategic integration) to assess the degree of collaboration.Findings – The analyses showed that the interviewees considered interpersonal integration to be of greater importance to collaboration intensity than the other integration factors, such as gain or cost sharing or even strategic integration.Research limitations/implications – The research was conducted solely from the point of view of the industries that supply the large retail networks. The interviews were not...

[1]  B. Gray,et al.  Collaborative Alliances: Moving from Practice to Theory , 1991 .

[2]  Analyzing Trends in Retail Alliances , 2010 .

[3]  P. Daugherty,et al.  INFORMATION SUPPORT FOR ALLIANCES: PERFORMANCE IMPLICATIONS , 2002 .

[4]  M. Barratt.  Understanding the meaning of collaboration in the supply chain , 2004 .

[5]  Nirmalya Kumar,et al.  The power of trust in manufacturer-retailer relationships , 1996 .

[6]  James A. Narus,et al.  Partnering as a Focused Market Strategy , 1991 .

[7]  Jan B. Heide,et al.  ALLIANCES IN INDUSTRIAL PURCHASING - THE DETERMINANTS OF JOINT ACTION IN BUYER-SUPPLIER RELATIONSHIPS , 1990 .

[8]  Simon P. Anderson,et al.  Spatial Price Policies Reconsidered , 1989 .

[9]  H. Pfohl,et al.  Inter‐organizational logistics systems in flexible production networks , 2000 .

[10]  Maro Vlachopoulou,et al.  Partnership alliances in virtual markets , 2003 .

[11]  Lisa M. Ellram,et al.  Life‐cycle Patterns in Industrial Buyer‐Seller Partnerships , 1991 .

[12]  T. Skjoett‐Larsen,et al.  Supply chain collaboration: Theoretical perspectives and empirical evidence , 2003 .

[13]  Fred Langerak,et al.  Effects of market orientation on the behaviors of salespersons and purchasers, channel relationships, and performance of manufacturers , 2001 .

[14]  W. Dugger.  The Economic Institutions of Capitalism , 1987 .

[15]  D. Lambert,et al.  Issues in Supply Chain Management , 2000 .

[16]  Robert E. Spekman,et al.  Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques , 1994 .

[17]  J. H. Dyer.  Does Governance Matter? Keiretsu Alliances and Asset Specificity as Sources of Japanese Competitive Advantage , 1996 .

[18]  D. Corsten,et al.  Exploring the performance effects of key‐supplier collaboration: An empirical investigation into Swiss buyer‐supplier relationships , 2005 .

[19]  N. Noorderhaven,et al.  THE ROLE OF TRUST IN INTERORGANIZATIONAL LEARNING IN JOINT VENTURES , 2002 .

[20]  T. Simatupang,et al.  An integrative framework for supply chain collaboration , 2005 .

[21]  J. Neumann,et al.  Theory of games and economic behavior , 1945, 100 Years of Math Milestones.

[22]  H. Håkansson,et al.  Dyadic Business Relationships within a Business Network Context , 1994 .

[23]  Robert N. Stern,et al.  The External Control of Organizations: A Resource Dependence Perspective. , 1979 .

[24]  Robert E. Spekman.  Strategic supplier selection: Understanding long-term buyer relationships , 1988 .

[25]  N. Sanders,et al.  MODELING THE RELATIONSHIP BETWEEN FIRM IT CAPABILITY, COLLABORATION, AND PERFORMANCE , 2005 .

[26]  José Geraldo Vidal Vieira,et al.  Um estudo sobre colaboração logística entre indústria de bens de consumo e redes de varejo supermercadista , 2009 .

[27]  A. Zaheer,et al.  Relational governance as an interorganizational strategy: An empirical test of the role of trust in economic exchange , 1995 .

[28]  Chad W. Autry,et al.  AUTOMATIC REPLENISHMENT PROGRAMS: AN EMPIRICAL EXAMINATION , 1999 .

[29]  Jan B. Heide.  Interorganizational Governance in Marketing Channels , 1994 .

[30]  N. L. Chervany,et al.  Initial trust formation in new organizational relationships, Academy of Management Review, , . , 1998 .

[31]  R. M. Monczka,et al.  Cooperative Buyer/Seller Relationships and a Firm's Competitive Posture , 1989 .

[32]  Shankar Ganesan.  Determinants of Long-Term Orientation in Buyer-Seller Relationships , 1994 .

[33]  Jyh-Hong Ding,et al.  Coordinating replenishment mechanisms in supply chain: From the collaborative supplier and store-level retailer perspective , 2010 .

[34]  Helio Zanquetto-Filho,et al.  The measurement of benefits from and enablers for supply chain partnerships in the UK fresh produce industry , 2003 .

[35]  T. Simatupang,et al.  THE COLLABORATIVE SUPPLY CHAIN. , 2002 .

[36]  R. Kanter.  Collaborative advantage: The art of alliances , 1994 .

[37]  G. Northcraft,et al.  Happy together?. Insights and implications of viewing managed supply chains as a social dilemma , 2007 .

[38]  José Geraldo Vidal Vieira,et al.  Um estudo exploratório sobre colaboração logística em um grande varejo supermercadista , 2010 .

[39]  James A. Narus,et al.  A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships , 1984 .

[40]  K. Tan,et al.  Buyer‐supplier relationships: The impact of supplier selection and buyer‐supplier engagement on relationship and firm performance , 2006 .

[41]  P. Batt.  Examining the performance of the supply chain for potatoes in the Red River Delta using a pluralistic approach , 2003 .

[42]  B. Kogut.  The Stability of Joint Ventures: Reciprocity and Competitive Rivalry , 1989 .

[43]  N. L. Chervany,et al.  Initial Trust Formation in New Organizational Relationships , 1998 .

[44]  J. Andraski.  Foundations for Successful Continuous Replenishment Programs , 1994 .

[45]  R. Batenburg,et al.  Measuring chain digitisation maturity: an assessment of Dutch retail branches , 2010 .

[46]  Douglas M. Lambert,et al.  Developing a Customer‐focused Logistics Strategy , 1992 .

[47]  S. Hunt,et al.  The Commitment-Trust Theory of Relationship Marketing , 1994 .

[48]  Gary L. Frazier,et al.  The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels , 1991 .

[49]  M. Barratt,et al.  Exploring the experiences of collaborative planning initiatives , 2001 .

[50]  James A. Narus,et al.  A Model of Distributor Firm and Manufacturer Firm Working Partnerships , 1990 .

[51]  B. Gray,et al.  Toward a Comprehensive Theory of Collaboration , 1991 .

[52]  Jan B. Heide,et al.  Do Norms Matter in Marketing Relationships? , 1992 .

[53]  Haifang Cheng,et al.  E-cooperation retail chain information system based on RFID , 2010, 2010 IEEE International Conference on Advanced Management Science(ICAMS 2010).

[54]  Gábor Nagy,et al.  The impact of various levels of collaborative engagement on global and individual supply chain performance , 2006 .

[55]  Keysuk Kim.  On determinants of joint action in industrial distributor–supplier relationships: Beyond economic efficiency , 1999 .

[56]  T. Simatupang,et al.  The collaboration index: a measure for supply chain collaboration , 2005 .

[57]  G. Stefansson.  Collaborative logistics management and the role of third‐party service providers , 2006 .

[58]  John T. Mentzer,et al.  EXPLORING THE DRIVERS OF INTERORGANIZATIONAL RELATIONSHIP MAGNITUDE , 2005 .

[59]  T. Simatupang,et al.  Applying the theory of constraints to supply chain collaboration , 2004 .

[60]  D. Lambert,et al.  We're in this together. , 2004, Harvard business review.