摘要：According to literature in the field of agro-industrial chain, cooperative transactions should result, to firms that transact this way, in less transaction costs and an increasing in market competitiveness. However, researches indicate that there are too many difficulties to implement such cooperative strategy, in order to achieve those results. The main objective of this study was to identify characteristics of a cooperative strategy implementation process, so as to discover relevant behavioral interactions among managers that have to carry out this process. In order to do this, it was selected and observed a particular cooperative strategy implementation process, which occurred at Santa Catarina state (Brazil) from August 2004 to May 2005, between four firms, one industry and three wholesalers. The data were collected from (a) descriptive notes, (b) documents, and, (c) semi-structured interviews with eleven managers. The results of this research points out to a poor interfirm cooperation process, which includes evidences about unsatisfactory consequences to the firm network, and, behavioral interactions mostly characterized by exchange of vague objectives, inadequate communication processes, and, existence of too few cooperative problem solving processes.
其他摘要：According to literature in the field of agro-industrial chain, cooperative transactions should result, to firms that transact this way, in less transaction costs and an increasing in market competitiveness. However, researches indicate that there are too many difficulties to implement such cooperative strategy, in order to achieve those results. The main objective of this study was to identify characteristics of a cooperative strategy implementation process, so as to discover relevant behavioral interactions among managers that have to carry out this process. In order to do this, it was selected and observed a particular cooperative strategy implementation process, which occurred at Santa Catarina state (Brazil) from August 2004 to May 2005, between four firms, one industry and three wholesalers. The data were collected from (a) descriptive notes, (b) documents, and, (c) semi-structured interviews with eleven managers. The results of this research points out to a poor interfirm cooperation process, which includes evidences about unsatisfactory consequences to the firm network, and, behavioral interactions mostly characterized by exchange of vague objectives, inadequate communication processes, and, existence of too few cooperative problem solving processes.
关键词：Implementação de estratégias cooperativas. Economia dos custos. Cooperative strategy implementation. Transaction costs economics.
