Testando a influência da confiança nas alianças estratégicas contratuais no setor logístico

• Ano de defesa: 2014
• Autor(a) principal: Oliveira, Erica
• Orientador(a): Bataglia, Walter
• Banca de defesa: Silva, Adilson Aderito, Saes, Sylvia
• Tipo de documento: Dissertação
• Tipo de acesso: Acesso aberto
• Idioma: por
• Instituição de defesa: Universidade Presbiteriana Mackenzie
• Programa de Pós-Graduação: Administração de Empresas
• Departamento: Centro de Ciências Sociais e Aplicadas (CCSA)
• País: Brasil
• Palavras-chave em Português: alianças estratégicas contratuais; confiança; capacidade relacional; desempenho das alianças
• Área do conhecimento CNPq: CNPQ::CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO::ADMINISTRACAO DE EMPRESAS
• Link de acesso: http://dspace.mackenzie.br/handle/10899/23615

Many researches related trust with transactions performance (for instance, KRISHNA; MARTIN; NOORDERHAVEN, 2006; DAS; TENG, 2001; KROEGER, 2012; TEJPAL; GARG; SACHDEVA, 2013). Those researches directly tested the relationship between trust and performance, and all stated that such an influence occurs through the trust influence on alliance management activities, related to relational capacity. In other words, they argue that trust moderately influences the relationship between relational capacity and performance. However, there is no work directly testing this relationship. In this context, the aim of this research was to test the role of trust between partners in the relationship among relational capacity and alliance performance of cargo agents, as well as importers and exporters in cargo transportation sector. Some hypotheses were tested: the first concerned the related capacity positively influencing an alliance performance. The second concerned the trust positively influencing the relational capacity; the third tested whether the trust positively influenced the alliance performance, the fourth was whether the trust moderated the relationship between relational capacity and performance and the fifth tested whether the relational capacity mediated the relationship between trust and performance and the fifth. This research may add a critical point of view to logistic sector, because there are no other works considering service providers´ opinions (cargo agents) concerning trust in alliances. Many works tested trust perception in clients´ point of view, but not the providers´. The methodology applied in this research was the quantitative. The target population involved cargo agents located in São Paulo State, experienced in strategic alliances, identified in Guia Marítimo Magazine. The questionnaire was applied through telephone, email and personal interview, relating interest constructs. Moreover, the analysis was made through structural equations model. The theoretical contribution of this work was to test the moderate action of trust in the relationship between relational capacity and alliances performance. The research implications for companies’ management are to deep the knowledge of trust impact on cargo agents.