IDEAS home Printed from https://ideas.repec.org/p/col/000407/006192.html
   My bibliography  Save this paper

Actitud de los propietarios de mypimes de comercio hacia la negociación con proveedores: un análisis de clúster

Author

Listed:
  • Emperatriz Londoño Aldana

    ()

  • María Eugenia Navas Ríos

    ()

Abstract

El protagonismo tanto económico como social alcanzado por las MIPYMES de comercio (tiendas de barrio), en Colombia, las ha llevado a poseer más del 60% de participación en el mercado de productos de gran consumo en detrimento de la participación de las grandes superficies en este mismo mercado. Sin embargo la capacidad de negociación con los proveedores es mínima dado el tamaño de cada unidad productiva. En consecuencia, el presente trabajo se aborda desde la percepción que tiene el tendero de los tres elementos que él considera importantes frente a los proveedores se refieren a la capacidad de negociación, motivación para incrementar las compras y flexibilidad en los pagos. Para determinar los distintos segmentos o grupos de establecimientos comerciales se ha utilizado un tipo de técnica dentro de las denominadas genéricamente cluster análisis o análisis de grupos. En concreto, se ha aplicado un modelo descendente (breaking down), que está basado en el algoritmo de Howard y Harris, dado el tamaño de la muestra. Se han identificado cuatro grupos que con base en sus características particulares se han denominado: Sumiso, Explotados, Independientes y Líderes. ****** The economic and social prominence achieved by Trading MSMEs (called, either convenience stores or neighborhood stores) in Colombia, has led them to hold more than 60% of the high consumption products market, to the detriment of supermarkets participation into the same sector. However, there is a minimal bargaining power with suppliers due to each production unit size. Therefore, this document is approached from shopkeeper’s viewpoint, concerning three elements forehead to suppliers: bargaining skills, incentives to rise in purchases, and also payment flexibility. To identify different groups of commercial establishments, was used a cluster analysis technique. Owing to sample size, a breaking down model was applied based on the Howard and Harris algorithm. They have identified four groups according their characteristics, which have been called: Submissives, Exploited, Independents and Leaders.

Suggested Citation

  • Emperatriz Londoño Aldana & María Eugenia Navas Ríos, 2008. "Actitud de los propietarios de mypimes de comercio hacia la negociación con proveedores: un análisis de clúster," REVISTA PANORAMA ECONÓMICO 006192, UNIVERSIDAD DE CARTAGENA.
  • Handle: RePEc:col:000407:006192
    as

    Download full text from publisher

    File URL: http://revistas.unicartagena.edu.co/index.php/panoramaeconomico/article/view/376
    Download Restriction: no

    References listed on IDEAS

    as
    1. Piore, Michael J, 1983. "Labor Market Segmentation: To What Paradigm Does It Belong?," American Economic Review, American Economic Association, vol. 73(2), pages 249-253, May.
    Full references (including those not matched with items on IDEAS)

    More about this item

    Keywords

    venta por mostrador; calidad; variedad y precio de productos; crédito; trato a clientes; ubicación del establecimiento; oferta de todos los productos de la canasta familiar; counter sales; quality; price and wide range of products; credit; customer services; establishment’s location; supply of all goods into the consumer’s basket;

    JEL classification:

    • D21 - Microeconomics - - Production and Organizations - - - Firm Behavior: Theory
    • D40 - Microeconomics - - Market Structure, Pricing, and Design - - - General
    • L81 - Industrial Organization - - Industry Studies: Services - - - Retail and Wholesale Trade; e-Commerce
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:col:000407:006192. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Revista Panorama Economico). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.