Revista de Economia e Sociologia Rural
https://revistasober.org/article/doi/10.1590/1806-9479.2021.229897
Revista de Economia e Sociologia Rural
ARTIGO ORIGINAL

Fatores de sucesso do relacionamento entre agricultores e indústria de sementes de milho

Successful factors of the relationship between farmers and the corn seed industry

Jaciene Arantes Lopes; José Márcio de Carvalho; Fabrício Oliveira Leitão

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Resumo

Resumo: O presente estudo analisa a interação e as práticas de gestão da qualidade que caracterizam a relação entre os agricultores responsáveis pela produção de sementes de milho (fornecedores) e a indústria produtora de sementes (compradores). O objetivo do trabalho foi analisar a influência dos fatores relacionais − que incluem a confiança, a comunicação, a capacidade de adaptação, a relação de dependência e o nível de satisfação no desenvolvimento de uma parceria bem-sucedida, representada pelo comprometimento e pela orientação em longo prazo − e, consequentemente, a influência da parceria para a adoção de práticas de gestão da qualidade a partir da perspectiva dos agricultores. Foi realizada uma pesquisa aplicada e descritiva com abordagem quali-quantitativa. A coleta de dados ocorreu por meio da aplicação de 69 questionários a agricultores fornecedores de sementes. Para analisar o modelo teórico proposto, foi realizada uma análise fatorial confirmatória. As hipóteses foram testadas através da análise de trilhas. Os resultados indicam que uma parceria bem-sucedida é altamente influenciada pela satisfação e pela troca de informações (comunicação), e que a parceria contribui para a adoção de práticas de gestão da qualidade.

Palavras-chave

gestão da qualidade, relação comprador-fornecedor, sementes de milho

Abstract

Abstract: This study analyzes the interaction and quality management practices that characterize the relationship between farmers responsible for corn seed production (suppliers) and the seed industry (buyers). The influence of the following relational factors was analyzed: trust, communication, adaptability, dependency relationship, level of satisfaction in developing a successful partnership, represented by commitment and long-term orientation, and consequently the influence of the partnership to adopt quality management practices from the farmers' perspective. A qualitative and quantitative descriptive and applied research was performed. Data were collected from 69 seed suppliers through the application of questionnaires. Confirmatory factor analysis was performed to analyze the proposed theoretical model. The hypotheses were tested by trail analysis. The results indicate that a successful partnership is highly influenced by satisfaction and information exchange (communication), and that the partnership contributes to adopt quality management practices.
 

Keywords

quality management, buyer-supplier relationship, corn seeds

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Submetido em:
11/10/2019

Aceito em:
23/11/2020

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