Abstract

This study analyzes factors that condition the formation of the building material of retailer cooperation networks and the results obtained with this actuation. This study was carried out of multiple descriptive and comparative cases, with transversal perspective of time. A non-disguised questionnaire was used, answered online by fifteen associated retailers and the manager of each one of the four formally incorporated networks acting on the field in the State of Parana, Brazil. On the basis of the answers provided by these two groups of managers, it was raised similarities and differences about the formation and gains obtained after entering these organizations. The study reveals that the main factors for the formation of the networks are: a) development of collective actions; b) pursuit of stability in the market; c) reduction of costs; and d) adaptation to the market conditions. The cooperated actions of big interest among the networks managers are those turned to the projection of a brand in the market. The main results obtained are: a) higher negotiation power with the suppliers; and b) exchange of experiences, importance of the business management. The study highlights the different dimensions for the constitution of the cooperation networks and that there are different perceptions regarding the obtained results for the cooperated actuation.

Key-words: Retail, building material, cooperation network, formation, results.