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

Listed author(s):
  • Emperatriz Londoño Aldana


  • María Eugenia Navas Ríos


Registered author(s):

    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.

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    Paper provided by UNIVERSIDAD DE CARTAGENA in its series REVISTA PANORAMA ECONÓMICO with number 006192.

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    Length: 19
    Date of creation: 12 Dec 2008
    Handle: RePEc:col:000407:006192
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    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.
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