Impacto económico de los valores ocultos en las negociaciones de las pymes con las grandes superficies en Colombia
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2016
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Universidad de La Salle. Facultad de Economía, Empresa y Desarrollo Sostenible - FEEDS. Contaduría Pública
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Para una empresa Pyme es importante tener un conocimiento previo sobre las implicaciones que se generan al iniciar una relación comercial con una grande superficie, con el fin de fijar un precio adecuado que no altere la rentabilidad del producto y que por el contrario, tenga una mayor recordación ante el cliente. En el presente artículo, se identifican los descuentos comerciales y financieros más comunes en las negociaciones con las grandes superficies, las exigencias y parámetros iniciales que implican unos cobros adicionales, además del poder de negociación que tienen las grandes compañías sobre las empresas Pyme, al igual que el tiempo estimado para el recaudo del dinero en las ventas efectuadas a las grandes superficies. A través de un estudio de enfoque inductivo se observa de forma directa casos particulares y se logra establecer generalidades sobre características y cualidades del proceso comercial desarrollado por las Grandes superficies, para llegar a concluir de forma asertiva sobre el impacto económico de las negociaciones realizadas por Pymes y las Grandes superficies
For a company SME is important to have preview knowledge about the implications that are generated when starting a business relationship with a large surface, in order to set an appropriate price that does not alter the profitability of the product and by the contrary, it has a greater recollection to the customer. In this article, are identified the most common in negotiations with superstores commercial and financial discounts, requirements and initial parameters that involve some additional charges, also bargaining power with large companies on the SME companies, like the estimated time for the collection of money in sales to superstores. Through a study of inductive approach it is observed directly individual cases and can establish an overview of features and qualities of the business process developed by superstores, to reach the conclusion of assertively on the economic impact of the negotiations by SMEs and superstores
For a company SME is important to have preview knowledge about the implications that are generated when starting a business relationship with a large surface, in order to set an appropriate price that does not alter the profitability of the product and by the contrary, it has a greater recollection to the customer. In this article, are identified the most common in negotiations with superstores commercial and financial discounts, requirements and initial parameters that involve some additional charges, also bargaining power with large companies on the SME companies, like the estimated time for the collection of money in sales to superstores. Through a study of inductive approach it is observed directly individual cases and can establish an overview of features and qualities of the business process developed by superstores, to reach the conclusion of assertively on the economic impact of the negotiations by SMEs and superstores
Palabras clave
Grandes superficies, Retail, Descuento comercial, Descuento financiero, Pyme, Relaciones comerciales, Negociación, Comercio exterior, Pequeña y mediana empresa