ISSN 0718-3291 Printed version

ISSN 0718-3305 Online version

Volume 17 N° 1, January - April 2009

pdf Index

Success factors in suppliers of manufactures within the chilean salmon industry

Carlos Torres Fuchslocher 1                     Hanns de la Fuente Mella 2

 

1 Universidad de Talca. Facultad de Ingeniería. Camino Los Niches Km.1 s/n. Curicó, Chile. E-mail: catorres@utalca.cl
2 Universidad de Talca. Facultad de Ingeniería. Curicó, Chile. Camino Los Niches Km.1 s/n. Curicó, Chile. E-mail: hdelafuente@utalca.cl

*Correspondencia a Carlos Torres Fuchslocher. Facultad de Ingeniería. Universidad de Talca. Merced 437. Curicó, Chile. F: +56-75-201779, Fax: +56-75-325958


RESUMEN

Este artículo analiza, en base a un trabajo empírico, los principales factores a nivel de la empresa que han determinado el éxito de los proveedores locales de manufacturas, en términos de participación de mercado, en el cluster del salmón en Chile. La investigación envolvió un levantamiento de material empírico a través de 50 entrevistas, las cuales fueron evaluadas cualitativamente y por medio de un análisis econométrico de corte transversal, usando variables explicativas cualitativas. Los resultados destacan la especialización sectorial, la innovación en productos especializados para la industria y la cooperación horizontal, dentro de la estrategia de entrada; y la antigüedad de la empresa, la capacidad de innovación interna, la capacidad financiera (capacidad de otorgar crédito a clientes y bajo nivel de endeudamiento) y la diversificación de la cartera productos, dentro de la competitividad previa, como determinantes del éxito de los proveedores.

Palabras clave: Desarrollo de proveedores, tecnología, salmón, Chile.

 

ABSTRACT

This article analyses the main factors at the firm-level which have determined the success, in terms of market share, of manufacture suppliers within the Chilean salmon industry. The analysis is based on data collected in an empirical research that included 50 interviews with suppliers. The data was evaluated through both a qualitative analysis and a cross section econometric analysis. The results show the importance of sectoral specialization, the innovation on specialized products for the aquaculture industry and horizontal cooperation within the entry strategy of firms, whereas the firm's age, the internal innovation capabilities, the own capital and the diversification of product portfolio were the main competitive factors before the entry.

Keywords: Development of suppliers, technology, salmon industry, Chile.


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Recibido 15 de junio de 2007, aceptado 14 de noviembre de 2008.


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