Influência das capacidades relacionais na criação e apropriação de valor em uma rede horizontal do agronegócio do café do cerrado mineiro

Abstract

Given the complexity of the market, companies seek to overcome the restrictionsof their own resources, and develop new capabilities to co-produce value with your partners. These capabilities can help companies access and combine the resources arising from partnerships. Thus, to sustain relationships are required specific skills, such as relational capacities. The relational capacities have the potential to create, mobilize and transform the basis of company resources to include resources from your partners. There is evidence in the literature that the relational capabilities influence the processes of creation and appropriation of value. In view of the fact that companies do not have all the resources they need, and thats why they need to develop capacities of relationship both to create and to seize if the value of the partners, has the following question: How relational capacities of actors influence the processes of creation and appropriation of value in a horizontal network of agribusiness of the coffee from CerradoMineiro? Facing this problem, it was defined as a general objective of research to verify the influence of relational capacity of actors in the process of creation and appropriation of value in a horizontal network of agribusiness of the coffee from the CerradoMineiro. For this purpose, we used a qualitative approach, with the case study method. The empiricalfieldofresearchisconstitutedof a horizontal network in theregionofthe Cerrado Mineiro. The data werecollectedbymeansof 11 in-depth interviews with managers andsupervisorsofcooperativesandassociations. In addition, were used documents provided by the Federation of Coffee Growers of the Cerrado and the entities. The data were analyzed through content analysis technique, which allowed to discuss and confirm the dimensions of relational capacity, and of the processes of creation and appropriation of value. Was observed in cooperatives and associations the five dimensions of relational capacity, as suggested by Alves (2015), with an emphasis on the dimensions of knowledge and coordination, which proved to be more developed in most organizations surveyed. In addition, the trajectory of the organization, support from senior management, governance mechanisms, organizational culture and partner are elements confirmed/suggested in research as antecedents of relational capacity. As to the benefits of this capacity, we observed that it is capable of delivering the cooperatives and associations new business and provide elements for the formation of relational capital. It was also found that the associations and cooperatives create value primarily by sharing knowledge and routines and by external partners. These entities appropriating the value created mainly by learning. Furthermore, it appeared that the entities that create and appropriating value are those that more control valuable resources and those who have the most components of relational capacity. Therefore, the relational capacity positively influences the processes of creation and appropriation of value. However, it is not the only determinant, since in some cases, it is possible to create or appropriating the value even though it is not affiliated with the Federation of Coffee Growers of the Cerrado.