A seleção de fornecedores no contexto da cadeia de suprimentos: um estudo de caso de três montadoras de veículos automotores da região sudeste do Brasil

Abstract

The objective of this research is to understand how three automotive vehicle manufacturers select their first-tier suppliers of direct materials. Therefore, a qualitative investigation of the supplier selection process in its breadth and anchored in the Theory of Transaction Costs (TCT) and in the strategic approach of the Resource Based View (RBV) was necessary. This research adopted the multiple case study method of exploratory and descriptive character. Information was collected through semi-structured interviews (7), a questionnaire and documents. Nine categories and 22 subcategories of analysis were examined individually (each case unit) and jointly (the three case units). This analysis structure provided individual understanding and the construction of a common axis between the three automakers. From the understanding of this common axis, it was possible to perform an integrative analysis of the results with the central elements of TCT and RBV. The main results were: (i) the three automakers select their top-tier suppliers of strategic materials and bottlenecks based on the organizational strategy, which guides processes and the perception of the importance of a series of attributes and criteria; (ii) although each organization demonstrates different characteristics that lead them to build their goals and attribute different weights to the criteria, in the multicriteria evaluation, it was also possible to identify a list of criteria under the same perception of importance for the selection of their suppliers; (iii) the three automakers adopt a Supplier Base strategy that provides a better performance of the so-called Basic Priorities. Despite the risks involved, the three units adopt a supply composition based on Single and/or Dual Sourcing depending on the specificities of materials and costs. The strategic decisions adopted vary according to the acquisition scenario, looking internally (objectives, capabilities and costs), and the macro environment (market, political and economic). Finally, the three automakers conduct their supplier selection processes based on TCT and RBV, individually and in complementarity. In this way, the three automakers begin the process of defining their supply source by observing their core business and the main characteristics of the RBV - strategic resources (valuable, rare, difficult to imitate and exploited by the organization). Then, they finalize the process valuing the TCT insofar as cost analysis and risk analysis are the most cited factors for decision making.