The associativism in the supermarket sector: a case study of a small retailers network in Mossoró/RN

Abstract

The present paper tries to foment important analysis on the networks of supermarket business, of micro and small companies, in particular, the “Associação Rede 10 de Supermercados”, to evaluate in a critical way its formation and identifying the factors that influence its sustainability. We used the School of Strategy as a basis for defining the theoretical model, which tries to identify what establishes the strategy’s formation as an explicit process of influence, with emphasis on the use of power and politics to negotiate viable strategies to the attendance of specific purposes. Then, we made a qualitative and quantitative field research, using an objective questionnaire directed to the managers of the 12 members of the supermarket network, to describe characteristics and analyze proposals. The results may contribute to a better understanding of the formation of networks of business and allow us to conclude that, to be successful, the business network needs a wide proposal, and at the same time must focus on clear objectives and manage the qualification and professional training of its members.