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Les relations de dépendance dans le commerce international des fruits et légumes frais. Le cas des exportations du Chili vers l’Europe

Abstract : In the fresh produce long distance international trade, market intermediaries are still a key actor while modern retailers have little backward integrated into the import activity. Difficulty to negotiate a price at the FOB level, three or four weeks before fresh produce are consumed, leads exporters to mostly sell on consignment, e.g. to entrust an intermediary (an importer) with the task of selling their products at the highest price as possible. Resulting contracts are short term contracts, most often embedded in a long term relationship, with a legal part very small or even absent. Our paper is a first step in the analysis of those commercial agreements governing transactions between Chile and Europe. Drawing on the transaction cost theory, it aims at identifying transactional factors influencing the choice of an agreement. Agreements are characterized by the type of dependency existing between exporters and importers : bilateral dependency, unilateral dependency of the exporter or of the importer, independency. Using a threshold of 20%, dependency of A on B is defined as soon as B's share of total product transacted by A is over 20%. An empirical test of the Williamson core prediction is realized by using data of a Chilean data base describing individual transactions between exporters and importers during the year 2006/2007. The test confirms the alignment of transaction attributes with agreements characteristics.
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Jean Marie Codron, Magali Aubert, Zouhair Bouhsina. Les relations de dépendance dans le commerce international des fruits et légumes frais. Le cas des exportations du Chili vers l’Europe. 2009. ⟨hal-02823640⟩

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