Determinants of Performance of the Flower Sector


  • Cristiane de Sousa Florêncio Instituto Federal de Educação, Ciência e Tecnologia do Ceará (IFCE)
  • Oderlene Vieira de Oliveira Universidade de Fortaleza



Performance Determinants. Tripod of Strategy. Agribusiness of Flowers.


Objective: The objective of this study is to identify the performance determinants of the main flower producers of the Serra da Ibiapaba, using the Strategy Tripod.

Method: Based on qualitative methodology, field research was carried out through an interview with two flower producers and Instituto Agropolos.

Originality / Relevance: In Brazil, there are few works focused on the agribusiness of flowers. Of the research that does exist, few evaluate aspects related to business strategies.

Results: The low intensity of competitive forces (competitive rivalry, customer bargaining power, threat of substitutes, or new entrants), intangible resources (human, innovative, and reputational), and informal institutions (satisfaction and identification of the teams with the activity) are determinants of the superior performance of the flower producers surveyed.

Theoretical contributions: This study highlights strategic perspectives in explaining specific organizational phenomena through the use of the Tripod (Peng, 2014). There is ample space for discussions about the framework.

Management contributions: The results are even more significant for agribusiness managers of flowers located in the Serra da Ibiapaba, to the support the productive chain. The information presented in this study clarifies common errors and highlights empirically recommended decisions to systematize the process and increase the likelihood of success.


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Author Biographies

Cristiane de Sousa Florêncio, Instituto Federal de Educação, Ciência e Tecnologia do Ceará (IFCE)

Professora do Instituto Federal de Educação, Ciência e Tecnologia do Ceará (IFCE)

Oderlene Vieira de Oliveira, Universidade de Fortaleza

Professora Adjunta do Programa de Pós-graduação em Administração da Universidade de Fortaleza



How to Cite

Florêncio, C. de S., & Oliveira, O. V. de. (2018). Determinants of Performance of the Flower Sector. Revista Ibero-Americana De Estratégia, 17(3), 81–99.