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Gestão & Produção

Print version ISSN 0104-530XOn-line version ISSN 1806-9649


PAULILLO, Luiz Fernando. Relationships network and negotiation power: a case study of the citrus agribusiness in Brazil. Gest. Prod. [online]. 2001, vol.8, n.3, pp.250-270. ISSN 0104-530X.

This article analyzes the network of citrus agribusiness in Brazil, based on the analysis of the negotiation of power of the individual and collective actors involved. Thus, the evolution of the relationships can be understood in net of the citrus agribusiness starting from the power resources of their individual actors (the resources being constitutional, juridical, organizational, financial and of information) and of the representation and agglutination capacities of their collective actors. The studied case presents a relevant contribution for an entire theoretical line of the normative neo-institutionalism, in which the organization is treated as an arena of interests and conflicting values, marked by the relational character of the power as resource or capacity distributed differently so that, when employee, with the due degree of strategic and tactical ability for the actors, produces and reproduces relationships hierarchically structured of autonomy and dependence.

Keywords : institutions; governance; policy network; negotiation power; agribusiness; citrus.

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