Matriz importância desempenho para competição de um atacado distribuidor no setor de informatica de Uberlândia – MG.

Abstract

The wholesale sector seeks better alternatives to ensure that its product reaches consumers at an adequate level of service, in a safe manner, and that satisfies the market need. The objective of this work is to identify the competitive attributes in the importanceperformance matrix in relation to the Distributor Wholesales (DW) competition through an example of wholesale in Minas Gerais (MG). The main attribute found was "price", main reason for being a customer of the wholesale is directly linked to the price in comparison with the set of suppliers. Approximately 46% prioritize price before the variety of products, another 22.4% speed in delivery. The competitive attribute is only reached when the variation for price and stability is verified, making this wholesale position as the one that has the most stable price in front of the competition. In other variations of price as price in discounts and promotions, payment conditions the wholesale is competitive because it remains in the market average but cannot be considered the best. The contributions are consolidated in the use of the relevanceperformance matrix in a real case and in the orientation of strategies formulation for managers to competitive attributes.