Coopetição e decisão de parceria: estudo em startups do agronegócio

Abstract

The coopetition partnership decision, which refers to the collaboration with the competitor, is a complex choice because it involves contradictory logic (competition and cooperation) and because of the trade off between benefits and risks. To contribute with this theme this work intends to identify which attributes and combination of attributes explain a possible coopetitive partnership formation between agribusines startups. For that a descriptive, explanative and qualitative research was carried out. The data was collected by structured interviews using the repertory grid technique and qualitative vignettes. Data were examined using Honey’s content analysis and coincidence analysis. From the integrative review, it was verified that the vignettes technique has been applied in studies on organizational decision-making processes, mainly with the presence of statistical tests and additional controls. Through the application of the Repertory Grid, 173 constructs were raised, classified into seven categories: Relationship; Financial Resources; Physical Structure; Mode of Operation; Market Positioning; Technology and Innovation; and Management and Human Resources (HR). Subsequently, the constructs were classified according to Honey's content analysis, with 34% recorded as high, 49% intermediate and 17% low. The most relevant categories for the sample were Relationship with a high H-I L index of 58%, Market Positioning of 35% and Management and Human Resources of 35%. When performing Coincidence Analysis, the results show that the presence of Relationship, Financial Resources, Mode of Operation, Activity Far from the Customer and Different Geographic Market are causally relevant to explain a possible occurrence of openness to coopetition in Agribusiness startups. As a contribution, one can mention the indication of ways to encourage the formation of partnerships with competitors, as well as the expansion of the literature in the area.