Fatores de influência na decisão de compra de bovinos em frigoríficos: proposta de um sistema de informação

Abstract

The share in the agribusiness GDP (gross domestic product) and in the Brazilian GDP, the conquest of demanding markets and the expressive growth of slaughterhouses are some of the indicators of the importance and of good results of the cattle market in Brazil. However, there are many challenges which require adequacies in the slaughterhouse industry to operate in different scenarios and to meet a demand that is more and more rigorous. The few theoretical references of the decision making in supplies in slaughterhouses point to a difference between the increase in purchasing complexity and the level of the structure of information flow which sustains decisions in this area. This fact leads managing tools to be low explored and jeopardizes the development of adequate tools, increasing the effort to meet the demand and limiting the share in markets considered more profitable. The hypothesis of this study is that slaughterhouses are using different purchasing processes due to sales; however, without the support of a structured information flow to help in this decision. The objective is to detect how the animal purchasing process is influenced by the different characteristics of the different sale channels, in a way to draw the structure of an information flow which allows to adequate better purchasing choices to sales needs. The type of the research question, the coverage of the control over events and the need of a contemporary focus led to the application of the multiple case study. The necessary information to the decision making in supplies and the influence of decisions from other areas to decisions and purchasing activities were analyzed. The relation between purchases and sales processes were highlighted. This study also involved an analysis of the existence of a gap between the theory of decision of organizational purchases and the reality of the sector and the study about flow information in supply area. Among results, the list of the main factors which influence in the decision making in purchasing, processing and sales areas and the classification of Distribution Channels, considering its levels of exacting, are highlighted. Conclusions involve the confirmation of the gap between the purchase managing theory and the reality of the studied cases, as well as the purpose of structuring the System to the decision making in purchasing. Moreover, conclusions promote reflections regarding the level of influence of the information, processes and sales decisions in the purchasing area.