A influência da dimensão política no processo de Sales and Operations Planning (S&OP)

Glauco Gomes

Resumo


O artigo teve por objetivo identificar e analisar a influência da dimensão política do processo decisório no contexto do planejamento de vendas e operações (S&OP). Para tanto, tomando como base teórica a visão relacional e os efeitos do poder nas organizações, aspectos como a formação de coalizões e uso de mecanismos de controle foram ressaltados. Realizou-se um estudo de caso em duas empresas do setor de alimentos cuja coleta de dados se deu a partir de entrevistas semiestruturadas, observação in loco e análise documental. Os dados foram analisados via análise de conteúdo com categorias advindas da literatura e dos relatos dos entrevistados. Apesar das evidências de coalizões com diferentes relações de poder e mecanismos de controle, os resultados mostraram em ambos os casos, a estratégia empresarial como elemento de suporte e legitimação à formação destes grupos e a forte influência das relações interpessoais no acesso aos decisores estratégicos.


Palavras-chave


Dimensão política; Sales and Operations Planning; Formação de coalizões; Mecanismos de controle; Poder nas organizações.

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Referências


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DOI: https://doi.org/10.5585/exactaep.v18n4.8736

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