Colaboración de los compradores de las cooperativas agroalimentarias: factores explicativos y efectos sobre el desempeño de la relación

Cooperation is considered one of the main variables that characterises successful interorganisational relationships, helping to coordinate activities and achieve good results. What is more, these positive effects are further strengthened when they are based on reciprocity, with the cooperation of all those involved in the relationship. For agricultural cooperatives, it is important to be aware of the causes and consequences of the collaboration processes that go beyond the classic cooperative-member relationship, as in the case of their relations with their buyers. Within this context, the purpose of this article is to analyse how the characteristics of what cooperatives have to offer, their cooperative attitude and their interdependence influence the cooperative position of their buyers, as well as the effects of this position on the results of the relationship. To do this, a study has been carried out with the information obtained from 81 surveys of fruit and vegetable cooperatives in the Murcia Region.