Influência das capacidades relacionais dos atores na criação e captura de valor na cadeia de suprimento do leite no sul de Minas Gerais

Abstract

Cooperation between organizations can generate competitive advantage when partners adopt strategies to manage these relationships. The process of cooperating at the organizational level presumes access to complementary resources that are not possible for companies that operate in isolation. Thus, the idea of creating and capturing value in a partnership arises, with the creation of value related to the improvement of the entrepreneurial resources desired around the partnerships, while the capture of value presupposes characteristics linked to the competition, that is, companies seek, through partnerships, to capture part of the value created, whether financial or non-financial. In this sense, relational capacities can mediate and promote a certain balance between partnerships, making relationships effective in creating and capturing value, avoiding, over time, relational inertia, which can harm relationships due to the asymmetry of resource divisions. and inability to innovate. Relational capabilities can facilitate the effectiveness of long-term partnerships, whether through the ability to share information and communication or through coordination between the actors involved. However, the influence of relational capacities in the creation and capture of value in the supply chain is still little explored, more specifically in the supply chain of the dairy sector, which still needs further research in the context of organizational relations. In this sense, the general objective of this work is to evaluate the influence of the actors' relational capacities in the process of creating and capturing value in the milk supply chain in the southern region of Minas Gerais. To this end, a qualitative, exploratory and descriptive study was carried out. Bibliographic research and interviews with key agents in the sector were used, which were analyzed through content analysis. For this purpose, three articles were developed. The first article presents an overview of the dairy chain in the international and national context, in order to understand the sector's behavior in recent years, as well as the current conformities. In the second, an integrative review was carried out, seeking to understand the influence of relational capacities in supply chains, in addition to understanding how the construct “relational capacity” has been approached by the literature in this context. In the third article, through an empirical research with a qualitative approach, we sought to identify the relational elements present in the partnerships that enhance and hinder the process of creating and capturing value by the actors in the milk supply chain in the south of Minas Gerais. This chain is made up of milk, industry and retail links. In view of the above, the results of this dissertation prove that relational capacities have a positive influence in the scope of supply chains. More specifically, in the dairy chain, relational capacities are not adequately present in the producer-industry relationship, which ends up hampering the processes of creating and capturing value. On the other hand, in the industry-retail relationship, aspects of relational capacities were observed that positively influence the processes of creation and capture of value.