ANÁLISE DAS ESTRUTURAS DE GOVERNANÇA DE COMPRA DE LARANJA DOS MAIORES PACKING HOUSES NO ESTADO DE SÃO PAULO: UM ESTUDO MULTICASOS SOBRE ARRANJOS HÍBRIDOS.

Abstract

In this study, we aimed at demonstrating, by means of a multi-case study, the main business coordination structures in the state of São
Paulo, used by orange packing houses for purchasing fruit from citrus farmers. We verify that the most representative governance
structure in orange purchase is the hybrid or contractual form, in which the contracts are complemented by reputation and, in regions
with higher competition for orange purchase, as well as by arrangements characterized as relation networks, which are more flexible,
non-formalized and of higher complexity than the simple formal contract.

Keywords: Citrus, negotiation, market, strategy, contract.