<b>The Brazilian <i>catira</i>: identities and rationalities

Abstract

The free exchange, trade or catira is still an important form of circulation of goods in various communities of Brazil. However, its practitioners and all practical knowledge are still marginalized in management studies, under the justification that these practitioners would be amateurs, devoid of rationality and technical knowledge. This paper analyzes the identity construction of Brazilian catireiros to understand what types of rationality guide their trading practices. To this end, we interviewed 31 traders currently residing in Triângulo Mineiro and Alto Paranaíba regions, and the data collected were analyzed through French Discourse Analysis. The research pointed out that catireiros initially sought to identify and distinguish themselves from others using nouns, hence demonstrating who they are. Subsequently, the respondents used verbs that characterize their everyday catira practices, hence demonstrating what they are. In this sense, actions such as establishing contacts, getting to know people, negotiating, and understanding the market are some practices that constitute, (re)construct, and materialize the daily identities of such workers. It is also important to highlight that catireiros can also exercise different types of rationalities in different social contexts and although many have not achieved higher education, they should not have their trading practices delegitimized by the academia, since it is from these practices that they live, raise their families, and expand their business.

“Confiar com um olho e desconfiar com o outro”: as negociações entre catireiros da região do Triângulo Mineiro e Alto Paranaíba

“…(...) Or else they'll be ripped off, won't they? (C11) From the fragments above, we conclude that the catireiros of the Triângulo Mineiro and Alto Paranaíba regions reinforce the discourse of the importance of relationships based on trust and honesty for the practice of catira (RIBEIRO; GALIZONI, 2007;PALHARES et al, 2018). In fragments 01 and 02, the respondents attested to the importance of honesty in catira and how the catireiros gradually gain the trust of other practitioners from honest deals previously closed between them.…”

“…Trust and honesty, which are crucial in the organizational world, take on interesting proportions when it comes to the practice of catiras. As evidenced by Ribeiro and Galizoni (2007) and Palhares et al (2018), trust, honesty, and reciprocity are prominent characteristics in the negotiations among catireiros. According to these authors, the catireiros need to be known and recognized in the region where they work, to have a name associated with the idea of trust in business, and to be cunningly enough to recognize catira opportunities.…”

“…Still regarding the fragments above, C11, in fragment 04, highlights the importance of establishing good relationships with other catireiros, by creating a network of contacts and friendships from which businesses and catira opportunities may emerge. Along these lines, in addition to being a practice for maintaining and expanding the business of several families in the state of Minas Gerais, the catira also (re) creates and strengthens affective ties among catireiros, which, in turn, help to sustain their business relationships (RIBEIRO;GALIZONI, 2007;PALHARES et al, 2018).…”

“…The catireiros are often associated with attributes such as trust, honesty, and reciprocity, in addition to being recognized by the other members of the local community by their occupation. Therefore, in case these traders become known for and recognized as bad traders, in the sense of carrying out scams and "tramoias" (machinations) or engaging in deceitful behavior in their catiras, they will have their reputations and identities associated with dishonesty and distrust, thus damaging future negotiations (RIBEIRO;GALIZONI, 2007;PALHARES et al, 2018).…”

As Catiras Como Negociações Ordinárias Em Minas Gerais

“…Entretanto, as práticas utilizadas pelos catireiros no fazer de seus negócios, juntamente com todo o seu conhecimento, principalmente do mercado rural, não são bem recebidas por parte de técnicos e especialistas da área, os quais, muitas vezes, julgam serem inúteis as pesquisas com esses sujeitos, justificando que tais gestores ordinários não possuem racionalidade e conhecimentos técnicos sobre o mercado rural (PALHARES et al, 2018). Por outro lado, Ribeiro e Galizoni (2007) afirmam que, no final do século XIX, poucos profissionais conheciam as relações comerciais rurais quanto os camponeses, uma vez que eles acompanhavam de perto as variações dos diversos mercados econômicos em que possuíam seus produtos e também as negociações estabelecidas entre os sujeitos, que culminava em um saber preciso do mercado e mais significativo do que o conhecimento de grandes produtores ou especialistas rurais.…”