RELACIONAMENTOS DE MERCADO E PARCERIAS DE LONGO PRAZO SOB A ÓTICA DA FORMAÇÃO DE VALOR: O CASO DA CADEIA PRODUTIVA DO LEITE NO RIO GRANDE DO SUL

Abstract

This work is a result of a research on the process of training value that constitutes the foundation over which articulate the
interorganizational relations present in the agribusiness production chains. These are comprised of distinct organizations united
by a relational component not yet well explained by the existing approaches. The main objective consists of the search for a better
understanding of how the construction process of interorganizational relations are established under the perspective of value creation.
The research was developed using the milk production chain in Rio Grande do Sul, Brazil. As results, we highlight that the market
relations differ from the long-term partnerships formed within the milk production chain regarding the performance of transactional
and relational value elements. The first are more significant in market relations, and the relational value elements constitute the
foundation of long-term partnerships.

Keywords: Interorganizational relationships, relational value, trust.