Explorando os geradores de confiança nas compras interorganizacionais

Abstract

The interorganizational purchases increasingly present the cooperative relationships with suppliers as a key point for an effective management in the supply chain. In this direction, this research aims to explore the gen- erators of trust in the interorganizational purchase relationships. The methodology used has been exploratory and descriptive. It is also characterized for its qualitative approach and content analysis. The results have shown that in the buyers’ perception, independent of branch of activity, there is trust between the buyer and the supplier. The definition of trust has come from analysis as a synonym of competitive advantage referring to the capacity of the supplier in contributing for the organizational success of the purchasing company. As a conclusion, it may be said that the generators of interorganizational trust emerge from a mix of three aspects: the good operational perfor- mance, a special relationship and the business ethics.