Execução e captura de valor em compras diretasuma análise do gap entre o CMV negociado e o realizado no varejo farmacêutico

Resumo

Urban flooding is one of the most recurrent and intractable public problems faced by large Brazilian cities. This dissertation is grounded in the understanding that urban flooding constitutes a wicked problem and that macro-drainage works represent one of the main strategies adopted by the municipal Public Administration to address it. The research investigates the main implementation challenges of urban drainage works in the Municipality of São Paulo, examining the normative and institutional arrangement that distributes responsibilities among the Federal Government, the State and the Municipality, the decisionmaking process that unfolds throughout execution, and the way in which the characteristics of the problem are translated into the prioritized solutions. To this end, it draws on two complementary analytical lenses: the wicked problems approach and the policy implementation literature. Methodologically, it combines an analysis of the normative and institutional framework of urban drainage across the three federative levels with case studies of macrodrainage works in the Municipality of São Paulo. The findings reveal an articulated set of challenges, including the gap between integrated environmental sanitation guidelines and the institutional arrangements capable of internalizing them, the tensions introduced by external oversight bodies, land tenure and housing constraints, and the potential of social participation structured around the river basin. It concludes that the absence of a permanent funding source for urban drainage is the structural condition that underlies and weakens the other institutional advances identified. This study analyzes the factors associated with the divergence between the negotiated Cost of Goods Sold (COGS) and the COGS effectively realized in buyer–supplier relationships within the context of direct purchasing in the Brazilian pharmaceutical retail sector. Developed under the Design Science Research (DSR) approach, the study combines quantitative and qualitative analyses based on operational, fiscal, and commercial data from the organization under analysis to understand why commercial negotiations, even when structured with objectives of margin improvement and cost reduction, may present differences between projected and effectively captured results throughout transaction execution. The empirical basis comprised 2,620 items, 32 suppliers, and eight months of transactional monitoring, enabling an integrated understanding of the differences between expected and realized economic value during the execution of negotiations. The results indicate that operational factors, such as excess inventory and sales decline, have a relatively limited impact on the COGS gap. In contrast, suppliers’ non-compliance with negotiated commercial conditions emerged as the main factor associated with margin losses. The qualitative analysis reinforced this understanding by identifying system limitations related to cost updates, the need for ex post financial reimbursements, tax inconsistencies, operational failures, and coordination difficulties between internal areas and suppliers. The findings show that economic value capture depends less on the initial negotiation itself and more on the organizational capability to monitor, validate, and sustain the execution of commercial agreements over time. As a practical contribution, the study proposes a managerial artifact focused on monitoring and governing economic value capture, structured to support the identification of divergences, diagnosis of their causes, and implementation of corrective actions in buyer–supplier relationships.

Ficha do documento

Tipo

Dissertação

Ano

2026

Instituição

Fundação Getulio Vargas

Fonte

Repositório da FGV

Idioma

Português

Acesso

Acesso aberto

Identificador

oai:repositorio.fgv.br:10438/40958

Temas

EconomiaTransportesFinanças PúblicasAdministração PúblicaGovernança

Palavras-chave

Compras diretasCaptura de valorCMVGovernançaVarejo farmacêuticoRelações comprador-fornecedorDesign Science ResearchDirect purchasingValue captureCOGSGovernancePharmaceutical retailBuyer–supplier relationshipsAdministração de empresasLogística empresarialComprasControle de estoqueValor econômico adicionadoRelações interorganizacionais