Coopetition between household farmers of milk production chain in west of Santa Catarina

Abstract

The aim of this study is to analyze relationships of cooperation and competition among household farmers and other agents in the milk production chain in West of Santa Catarina. We used interviews with farmers, drawing up their Value Net formed by customers, competitors, suppliers and complementors, as suggested by the Theory of Coopetition. In this theory, multiple agents can cooperate and compete with each other at the same time, ensuring mutual and individual benefits in this business game. We conducted content analysis of interviews and the relationships between producers and agents of their Value Net. It was found that both competition and cooperation occur in situations of complementarity as price formation, lines of collection of milk and community groups. The cooperation between the agents occurs in the cooperatives, while the competition is due to price, quantity and quality of milk.