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Strategic Alliance and Joint Venture Agreements in Grain Marketing Cooperatives


  • Fulton, Joan R.
  • Popp, Michael P.
  • Gray, Carolyn


Strategic alliance and joint venture agreements are analyzed using the prisoners' dilemma and assurance problem models of game theory. Hypotheses regarding the factors contributing to the success/failure of the agreements are formulated. These hypotheses are confirmed with data from interviews with managers of grain marketing cooperatives in eastern Colorado. Our results suggest that joint venture and strategic alliance agreements represent an opportunity for local cooperatives to take advantage of size economies while maintaining their individual business identities. Successful agreements require not only attention to the financial and operational components but diligence in the interpersonal dynamics of trust, commitment, and open communication.

Suggested Citation

  • Fulton, Joan R. & Popp, Michael P. & Gray, Carolyn, 1996. "Strategic Alliance and Joint Venture Agreements in Grain Marketing Cooperatives," Journal of Cooperatives, NCERA-210, vol. 11.
  • Handle: RePEc:ags:jlcoop:46187

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    Cited by:

    1. Juan Juliá-Igual & Elena Meliá-Martí & Gabriel García-Martinez, 2012. "Strategies developed by leading EU agrifood cooperatives in their growth models," Service Business, Springer;Pan-Pacific Business Association, vol. 6(1), pages 27-46, March.
    2. Evans, Lewis & Meade, Richard, 2005. "The Role and Significance of Cooperatives in New Zealand Agriculture, A Comparative Institutional Analysis," Working Paper Series 3847, Victoria University of Wellington, The New Zealand Institute for the Study of Competition and Regulation.
    3. Vandeburg, Jennifer M. & Fulton, Joan R. & Hine, Susan E. & McNamara, Kevin T., 2000. "Driving Forces and Success Factors for Mergers, Acquisitions, Joint Ventures, and Strategic Alliances among Local Cooperatives," 2000 Annual Meeting, December 12-13 31814, NCERA-194 Research on Cooperatives.
    4. Ortmann, Gerald F. & King, Robert P., 2006. "Small-Scale Farmers in South Africa: Can Agricultural Cooperatives Facilitate Access to Input and Product Markets?," Staff Papers 13930, University of Minnesota, Department of Applied Economics.
    5. Ortmann, Gerald F. & King, Robert P., 2007. "Agricultural Cooperatives I: History, Theory and Problems," Agrekon, Agricultural Economics Association of South Africa (AEASA), vol. 46(1), March.
    6. Ortmann, Gerald F. & King, Robert P., 2007. "Agricultural cooperatives II: Can they facilitate access of small-scale farmers in South Africa to input and product markets?," Agrekon, Agricultural Economics Association of South Africa (AEASA), vol. 46(2), June.

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    Agribusiness; Marketing;


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