Atributos influenciadores na tomada de decisão para a compra de máquinas agrícolas

Abstract

Buying agricultural machinery is invariably a costly investment for the rural enterprise, so decision making is not always an easy task and is to gather a lot of information in search of a decision that suits the proposed situation. Different steps are involved in the decision making process and this becomes complex due to the associated risks and uncertainties. The purchase of machinery and equipment is a problem that occurs in companies in general and, specifically in this study, in rural companies. In this case the investment in machinery and equipment is usually very high and it is common for rural entrepreneurs to make the decision to purchase machines based on their daily observations and not on attributes relevant to the purchase. This study conducted a study in 52 rural companies and five agricultural machinery dealers with the objective of proposing a decision matrix with more influential attributes for the decision to purchase agricultural machinery. At first, the attributes considered most important by rural entrepreneurs and concessionaires were compared, with the results showing that the views are different. Following were applied four Decision Uncertainty Criteria, which are: Wald Criterion, MaxiMax Criterion, Savage Criterion and Laplace Criterion. The individual application of each criterion does not have sufficient consistency for decision making. Thus, this researcher created a hybridization of the four criteria giving robustness to the Decision Matrix and the most relevant attributes were evidenced, resulting from the survey with 52 rural companies. Thus, the application of the model of this thesis revealed nine attributes, being "quality of the good", "durability of the good" and "useful life of the good" the three best ranked. At the time of purchase many appeals can influence the choice of the business owner. Therefore, the importance of decision quality is emphasized, since the decision-maker needs concrete support in his decision-making process, finding the appropriate set of attributes that will give him rationality in the business.