Determinants for overcoming the partial commercialization of the production of family farmers

Abstract

Purpose This study examines how natural, financial, human, and social capital, along with entrepreneurial competence, enable family farmers to transition from partial to full commercialization of their production.

Design/Methodology/Approach The research was conducted in the Federal District of Brazil and analyzed 14 paradigmatic cases of success and failure in overcoming subsistence-oriented commercialization. Data collection involved structured forms and semi-structured interviews. The study employed Qualitative Comparative Analysis (QCA) and Content Analysis (CA) to identify key enablers of full commercialization.

Findings The results indicate that participation in Short Food Supply Chains (SFSC), such as fairs and Community-Supported Agriculture (CSA), plays a decisive role in overcoming commercialization barriers. The study identifies additional critical factors, including access to irrigation, labor-saving machinery, frequent training, and the adoption of innovative practices from neighboring farmers. These elements contribute to increased market integration and a shift toward more sustainable rural entrepreneurship.

Practical implications The findings suggest that policies aimed at enhancing SFSC participation, improving training opportunities, and expanding access to modern agricultural technologies can significantly improve family farmers’ ability to fully commercialize their production. Support for innovation adoption and knowledge-sharing initiatives among farmers can further strengthen market participation.

Theoretical implications This research contributes to the understanding of how various forms of capital interact with entrepreneurial competence to drive market-oriented production. It reinforces the importance of innovation, social networks, and resource accessibility in shaping rural entrepreneurship.

Originality/Value By combining QCA and CA methodologies, this study offers a nuanced perspective on the factors influencing family farmers’ transition to full commercialization. The findings provide actionable insights for policymakers, rural development programs, and researchers interested in improving small-scale agricultural market integration.