Coordination Strategy Decisions in Sao Paulo's Fresh Produce Markets: An Empirical Validation of the Peterson, Wysocki & Harsh Framework

This paper provides an empirical validation of the Peterson, Wysocki & Harsh (PWH) framework for coordination strategy decisions, drawing evidence from four firms' procurement strategies in São Paulo's fresh produce markets. The results support the hypothesis that the PWH framework provides empirical and theoretical insight into firm managers' coordination decisions. The cases show how asset specificity and complementarity affect the costliness of coordination decisions, how this costliness drives the decision to change coordination strategies, and how feasibility and risk/return criteria also apply. Additional insights into coordination strategy decisions that were generated in applying the framework and their potential relevance to the framework are discussed.