Abstract
In order to identify the performance factors of a coalition in agriculture, the social sciences have the theoretical and conceptual tools to carry out macro-sociological structural and strategic analyses and micro-sociological cognitive and relational analyses. Our article aims at completing the latter by specifying the characterization of ‘relational and cognitive’ variables, based on the theory of alliance in psychology. On the basis of this theoretical contribution, we highlight the performance factors of coalitions in agriculture. Applied to the case of Martinique, we empirically compare the rum industry, organized around a historically dominant coalition and a durable alliance, with the vegetable sector, whose attempts at structuring have not benefited from a durable alliance of actors.