Building long-term relationships between producers and
trader groups in the non-timber forest product sector in
Foundjem-Tita D.1,2,3*, Degrande A.3,
D’Haese M.1, Van Damme P.2, Tchoundjeu
Z.3, Gyau A.3, Facheux C.3
and Mbosso C.3
of Agricultural Economics, Ghent University, Coupure links
653, 9000 Gent, Belgium.
for Tropical and Subtropical Agronomy and Ethnobotany, Ghent
University, Coupure Links 653, 9000 Gent, Belgium.
Agroforestry Centre (ICRAF-AHT), P. O. Box 16317, Yaounde,
*Corresponding author. E-mail:
Tel: 00237 22 21 50 84. Fax: 22 21 50 89.
Accepted 12 August, 2011
Emerging literature on agricultural marketing in developing
countries recommend some form of partnership/strategic
alliances between producers and traders in order to overcome
weaknesses of market access orchestrated by a weak
institutional environment, prominent of which are poor road
infrastructures and inadequate market information systems.
Conversely the literature fails to discuss what is necessary
to initiate, build and sustain such partnerships. This paper
attempts to fill this gap by analysing the case of producer
groups and traders in the non-timber forest products (NTFPs)
value chains in Cameroon as they attempt to build a
sustainable partnership based on trust and commitment.
Despite low levels of satisfaction of the outcome of the
relationship and low levels of trust between the NTFP
producers and traders, they were committed to continue the
alliance. We conclude that their commitment to continue the
partnership is not related to relationship satisfaction and
trusts that were projected to emanate from the respect of
mutually agreed upon requirements. Instead, it is based on
other strategic reasons like reducing transaction costs that
is common in uncoordinated transaction.
Key words: Strategic partnership, trust, commitment,
producers and traders, non timber forests products,