Interorganizational Cost Management in cooperatives and IOFs in the coffee sector in Brazil

Interorganizational relationships, in their more specific context of interorganizational cost management (ICM), generate a lack of trust among participants. In interorganizational research, the competitive environment of Investor-owned Firms (IOFs) has been favored. Thus, the research aims to both promote GCI literature and help in the agricultural cooperative segment, which has been losing products to its members' IOFs. The research seeks to verify whether and how the GCI configuration is established in cooperatives and IOFs in the coffee value chain, comparing them and analyzing the variables already discussed in the GCI literature, with the theoretical basis of the ECT. Qualitative research was used, through content analysis of the transcription of semi-structured, individual interviews with rural producers, representatives of cooperatives and IOFs, from the states of Sao Paulo and Minas Gerais. Previously, a pre-test was carried out with similarity analysis, confirming the variables, in addition to proposing a new variable (commercial loyalty) not included in the inter-organizational literature. As a result, it was identified that the chain uses quality and functionality to increase the price, and the future market to minimize uncertainty. The practice of OBA was noticed in the unilateral producer-cooperative relationship, verifying that benefits, cooperation and (inter)dependence occurred in this relationship. In the variable (inter)dependence, it was noted the use of the sale of inputs and storage in the cooperative in an opportunistic way, causing the producer to maintain the stability of the relationship, to ensure the benefits offered by the cooperative and not bear fees for the withdrawal of the coffee, showing a lack of vision on the part of producers regarding future results.