| dc.description.abstract | Given the relevance of the scale gain through growth strategies of corporate networks for competitiveness, consolidation and longevity of such organizations, this study aimed to analyze the strategy of mutual cooperation between corporate networks: its antecedents, process and results. The study used as theoretical basis the Resource dependence theory (RDT). It was conducted an exploratory and descriptive single-subject case study, with a qualitative approach of data by means of semi-structured interviews. The unit of analysis was a supermarket net formed by mutual cooperation of eight other networks headquartered in Pacatuba (CE). The evidence pointed to the occurrence of five antecedents: Difficulty to negotiate, need for increased bargaining power, need for visibility, the existence of a large number of associations and competitive behaviour among networks. The mutual cooperation process presented the following steps: identification and selection of potential partners, the holding of the first meeting with stakeholders, the linking of strategy for integration of the group, and the implementation of adjustments and adaptations. As a result of the mutual cooperation, appeared: generation of a unified monthly booklet, visibility; purchase of products with competitive prices, access to a greater variety or quantity of products, exchange of information and learning, own and unified headquarters, costs reduction with the joint purchasing of inputs, great marketing campaigns, annual distribution of financial values. It was possible to verify some difficulties during the process of mutual cooperation: initial scepticism about the viability of the business, the resistance to the standardization of the façades, and the difficulty for the implementation of the distribution center. From the analysis it was possible to contribute in three ways: First theoretically, reducing the shortage of research with a focus on inter-organizational formation process, as well as the lack of studies addressing corporate networks with multiple actors under the focus of RDT. Secondly in a management way, as the research points ways to support the effectiveness of management and coordination of networks. Thirdly in the social aspect, since the aggregate knowledge can assist positively in the formation of new networks, which in turn can improve employment and income in a particular location. | en |
