Capacidad del proveedor y desempeño de la administración de cuentas clave: análisis estocástico de frontera

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Publicado 18-09-2018
Kawsar Ahmmed Md Azizul BateN Md Kamrul Hossain Nor Azila Mohd Noor

Resumen

Teniendo en cuenta la influencia de los factores operativos, organizativos y relacionales sobre el rendimiento de la gestión de grandes cuentas; la presente investigación examina las variables antecedentes del rendimiento de grandes cuentas. Tomando como base los resultados de una encuesta entre 112 empresas de Bangladesh dedicadas a la confección de prendas de vestir, se evalúa el desempeño de la gestión de grandes cuentas orientada a la capacidad a través del modelo de frontera estocástico. Los resultados muestran que en el caso de grandes cuentas con capacidad media de entrega, la estimación de máxima verosimilitud (MLE) vía logaritmo de la verosimilitud es igual que la estimación de mínimos cuadrados ordinarios (OLS). Para grandes cuentas con capacidades de entrega altas o bajas, la estimación de MLE es mejor que la estimación de OLS. Se observa que los riesgos percibidos de entrega a grandes cuentas, la inversión relacional de los proveedores y la intimidad relacional son significativos en el caso de los métodos de estimación MLE y OLS; mientras que en el caso de MLE el esfuerzo del equipo y la inversión relacional de los proveedores se muestran significativos para las empresas con alta, media y baja capacidad. Una vez más, la mayoría de las empresas con una alta capacidad de entrega a grandes cuentas muestran un rendimiento por encima del promedio, mientras que el rendimiento de las empresas con una capacidad media es homogéneo. Por otro lado, el desempeño de las empresas de baja capacidad de entrega es más volátil que el de las empresas con capacidad media y alta. Se sugieren las implicaciones, limitaciones y las líneas futuras de investigación.

Cómo citar

Ahmmed, K., Azizul BateN, M., Kamrul Hossain, M., & Azila Mohd Noor, N. (2018). Capacidad del proveedor y desempeño de la administración de cuentas clave: análisis estocástico de frontera. Cuadernos De Gestión, 18(1), 125–148. https://doi.org/10.5295/cdg.160642ka
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Keywords

Desempeño de la gestión de grandes cuentas, análisis estocástico de fronteras, industria de confección de prendas, Bangladesh

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