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The perception of positive value that consumers make in their relationships with suppliers has been considered as a source of competitive advantage for companies. Theoretical and empirical evidence shows that the perceived value can establish relationships that are complex and of high abstraction with several other dimensions, among which are quality, satisfaction and the intention to repurchase. It can also be influenced by both rational and non-rational dimensions, such as experience and affection. In the latter, the present day boundaries of deeper investigation of the issue are found when one treats of the relations between organizational actors, commonly identified as the B2B market. The scenario of the B2B relationship between suppliers and demanders of logistics transportation services, especially SMEs - Small and Medium Enterprises - presented itself conducive to the research of perceived value, and sought to answer the question: how to shape the perception value of SMEs and what are their consequences in the buying behavior of logistic transportation services? Thus, by means of a survey, a scale is proposed with 31 items to measure the quality constructs, sacrifice, experience, perceived value, satisfaction and intention to repurchase. The data were collected from 195 businesspeople in the region of the Triângulo Mineiro and Alto Paranaíba, an important national logistics hub. By means of Exploratory and Confirmatory Factor Analysis techniques, and Structural Equation Modeling with PLS, a final model is proposed with 5 dimensions and 20 variables observed. The perceived value was formed by quality and experience, being an antecedent of satisfaction. This, in turn, presents itself as the best predictor of repurchase intention. Among the findings, it is emphasized that sacrifices acted in a non-significant manner in the relationship between SMEs and logistics service providers. The SMEs appreciated to a greater extent aspects relating to quality of service (ƿ=0,23) and the lived experience of the service provision (ƿ=0,34). In addition, the construct exchange costs were excluded from the model, which did not show significant relationships in the 95% level of confidence. This exclusion suggests that the maintenance force of the relationship and the consequent repetition of the purchase is not in the difficulty that an SME encounters when dissociating itself from the current relationship and exchanging logistics partner, but in the possibilities for gain that this segment obtains when establishing relationships based on quality and experience. The study indicates that SMEs, when electing experience and quality as builders of perceived value (R2 Adj=0,26) and because they are strongly influenced by satisfaction (R2 Adj=0,20) to form their repurchase intentions (R2 Adj=0,59), manage their supply chain establishing personal relationships and being wrapped in more subjectivity than is reasonably expected of a business man. A percepção de valor positiva que os consumidores formam em seus relacionamentos com fornecedores tem sido considerada fonte de vantagem competitiva para as empresas. Evidências teórico-empíricas mostram que o valor percebido pode estabelecer relações complexas e de alta abstração com diversas outras dimensões, dentre elas a qualidade, a satisfação e a intenção de recompra. Pode também ser influenciado tanto por dimensões racionais como não-racionais, tais como a experiência e a afetividade. Nestas últimas, encontram-se as fronteiras atuais de investigações mais profundas sobre a temática, quando se trata de relações entre atores organizacionais, comumente identificados como mercado B2B. O cenário de relacionamentos B2B entre ofertantes e demandantes de serviços logísticos de transporte, em especial as PMEs Pequenas e Médias Empresas apresentou-se propício para a investigação do valor percebido, e buscou-se responder à pergunta: como se forma a percepção de valor das PMEs e quais as suas consequências no comportamento de compra de serviços logísticos de transporte? . Assim, por meio de um levantamento, propôs-se uma escala com 31 itens para mensurar os constructos de qualidade, sacrifícios, experiência, valor percebido, satisfação e intenção de recompra. Os dados foram coletados entre 195 empresários da região do Triângulo Mineiro e Alto Paranaíba, importante polo logístico nacional. Por meio das técnicas de Análise Fatorial Exploratória e Confirmatória, e a Modelagem de Equações Estruturais com PLS, propôs-se um modelo final com 5 dimensões e 20 variáveis observáveis. O valor percebido foi formado pela qualidade e pela experiência, sendo um antecedente da satisfação. Esta, por sua vez, apresenta-se como melhor preditora de intenção de recompra. Dentre os achados, destaca-se que os sacrifícios atuaram de forma não-significante no relacionamento entre PMEs e fornecedores de serviços logísticos. As PMEs valorizaram em maior medida aspectos ligados à qualidade do serviço (ƿ=0,23) e à experiência vivenciada na prestação do serviço (ƿ=0,34). Além disto, foi excluído do modelo o constructo custos de troca, que não apresentou relações significantes no nível de 95% de confiança. Esta exclusão sugere que a força da manutenção do relacionamento e da consequente repetição da compra não está na dificuldade que uma PME encontra para se desvincular do atual relacionamento e trocar de parceiro logístico, mas sim nas possibilidades de ganhos que este segmento obtém quando estabelece relacionamentos baseados na qualidade e na experiência. O estudo indica que as PMEs, ao elegerem como formadores do valor percebido (R2 Ajust=0,26) a experiência e qualidade, e por serem fortemente influenciadas pela satisfação (R2 Ajust=0,20) para formar suas intenções de recompras (R2 Ajust =0,59), gerenciam sua cadeia de suprimentos estabelecendo relacionamentos pessoais e envoltos em mais subjetividades do que racionalmente se espera de um empresário. Mestre em Administração

The thesis analyzes the role of small-and-medium-sized enterprises of county in promoting county economy: the small-and-medium-sized enterprises of county become the material basis of developing production and boosting county economy; the small-and-medium-sized enterprises of county become the main channel of increasing farmers’ job opportunities and realizing affluent life; the development of the small-and-medium-sized enterprises of county become the propeller of development of urbanization and county economy; the development of the small-and-medium-sized enterprises of county creates excellent conditions for the construction of modern agriculture. The thesis indicates that the low level of county industrialization is the principal factor impeding the county economy of Shaanxi Province and it also analyzes the opportunities and challenges when quickening the development of county industry. The countermeasures of developing small-and-medium-sized enterprises are put forward as follows: raise the awareness and determine the concept of using industry to make county powerful; build scientific planning and outline of county enterprise development to propel the innovation of developing and operating system of county enterprise; create beneficial conditions and reinforce the degree of county enterprise support entrepreneurship; take the park construction as vehicle and reinforce the degree of attracting investments from overseas; take the autonomous innovation as the impetus and develop the recycling economy; improve and optimize the service environment so as to create an excellent investment environment for enterprise.