Geographic Concentration of Companies and Relationship Resources at the Horizontal Level

Vinicius Farias Moreira, Walter Fernando Araujo de Moraes Fernando Araujo Moraes, Jose Luis Hervas-Oliver, Samuely Bezerra Barbos Laurentino


Purpose – This paper analyzes how horizontal relationship resources collaborated in the value creation process of fruit producing and exporting companies geographically concentrated in the São Francisco River Valley (SFRV), Brazil.


Design/methodology/approach – It is a qualitative case study, in which the units of analysis were the medium and large producing and exporting companies and the fruit cluster of the SFRV, understanding that both co-evolve. Semi-structured interviews were conducted with corporate, institutional and support industry companies; there was also an analysis of secondary data with public and private documents. Content analysis was performed with Atlas.ti software, which allowed a greater systematization of the findings.


Findings – The results revealed particular patterns of collaboration that indicate conditions and contributions coming from the established links among firms within the cluster, and highlighting companies strategies to create value. Significant volumes of demand, especially those directed to the international market, bring companies closer in terms of production protocols and joint business practices. These aspects favor collaboration in an essentially competitive environment. Participation in a cluster environment enhances cooperation ties by providing access to knowledge spillovers and, consequently, improving individual and collective competitiveness.

Originality/value – The study shows advances in the knowledge of the area by considering the microeconomic level of the firm in the cluster, also  expands empirical evidence on organizational relationships by presenting a study of a Brazilian agricultural cluster.



Cooperative strategy; Business networks; Cluster; Atlas.ti.


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