ESCOLHA DO SUCESSOR DO NEGÓCIO FAMILIAR RURAL: UMA TEORIA SUBSTANTIVA NA PERSPECTIVA DOS ENVOLVIDOS

Abstract

The selection of a family member to continue the management of rural businesses is a complex process involving various factors. The effects of this decision can extend beyond the business, influencing not only its operations and development but also family, social, and agricultural sector issues. Despite the growing interest in succession in family businesses in recent years, given its economic and social relevance, there remains a demand for research focusing on the selection of successors in rural businesses. The literature on this topic is nascent, addressing the successor selection process as important but lacking specific direction or depth that would allow for an understanding of its particularities and support the improvement of the process. This study aims to understand the process of selecting a successor for a rural family business based on the experiences of rural families. Specifically, to explore the phenomenon, the Grounded Theory method was used, following the approach of Corbin and Strauss (2015). Sampling was defined based on theoretical foundations, and data collection continued until theoretical saturation was evident, totaling 14 interviews. Semi-structured interviews were conducted with key managers of rural family businesses and family members who are candidates for succession, who have experienced or are experiencing this context. The data analysis followed the stages of open coding, axial coding, and integration in a constant comparison process. Data coding is the key stage for the development of concepts, organizing them into categories, properties, and dimensions. The results, following the principles of the method, generated a substantive theory explaining how and under what elements the successor is chosen. Three categories emerged from the data, "Family Relationships", "Business Governance" and "Successor’s Personal Attributes", whose elements relate to and influence the phenomenon in some way. The analytical process of the data led to the identification that Family Relations is the central category of the study, due to its explanatory power and ability to link the other research categories. Family encouragement, trust, roles and responsibilities, interest, and personal conduct are some of the key aspects identified that influence the choice of the successor. This study contributes to and advances the knowledge on the topic, presenting various theoretical contributions related to the successor selection process. It includes elements related to the successor's profile and governance in the business, such as shared management, consensual decision-making among those involved, and the family perspective, for example. In terms of practical contributions, the results of this study can support the formulation of actions and public policies aimed at the development and sustainability of rural family businesses.