Table 3 Cross-case analysis to identify...

Table 3

Cross-case analysis to identify the institutional logic in the cases under-study

Constructed code:Approaches to sustainability and certification	Cases								Drivers and motivations for sustainability	Institutional logic
	1	2	3	4	5	6	7	8	Drivers and motivations for sustainability	Institutional logic
Communication to customers is difficult	x	x		x	x	x		x	Potential for market access	Commercial
Sustainability to develop and keep customer loyalty		x	x		x	x	x	x	Potential for market access	Commercial
Organic nomination helps business expansion	x	x		x			x		Potential for market access	Commercial
Different markets require different (sustainability/origin) certifications	x	x							Potential for market access	Commercial
Customers require the certification	x	x	x						Export potential	Commercial
Certification attracts another customer segment			x	x	x	x			Export potential	Commercial
International customers willing to pay premium prices	x	x							Export potential	Commercial
Tell the story behind the company highlighting quality, Ecuador, organic and local development	x	x	x	x	x	x	x	x	Export potential	Commercial
Technology use is projected for improving operations		x	x			x			Product traceability	Commercial
Sustainability and certification increase transparency and trust	x	x					x	x	Product traceability	Commercial
Traceability used for registering data about suppliers, volumes, quality, complaints and issues	x				x			x	Product traceability	Commercial
There is high uncertainty about commodity supply						x	x	x	Cost reduction/sales increase	Commercial
The role of the state: influence on commodity prices, policies, priorities and education		x						x	Cost reduction/sales increase	Commercial
A sustainable and certified product for increasing profits	x	x					x		Cost reduction/sales increase	Commercial
Empowerment to women to get into business	x			x		x			Local development	Sustainability
Support small farmers to improve their business	x	x				x	x		Local development	Sustainability
Collaboration within the SC is crucial	x	x		x				x	Local development	Sustainability
Training young generations in the ancestral and sustainable agricultural techniques	x			x					Local development	Sustainability
Company values established in sustainable development	x	x					x	x	Local development	Sustainability
Industry is composed mainly of family-owned businesses attached to the community		x	x	x	x				Tradition/culture	Sustainability
Region and climate are differential for product quality	x	x				x		x	Tradition/culture	Sustainability
Cocoa bean type is fine of flavour, a differential in the market					x	x	x	x	Tradition/culture	Sustainability
Tell the story behind the company highlighting quality, Ecuador, organic and local development	x	x	x	x	x	x	x	x	Tradition/culture	Sustainability
Local consumers cannot differentiate organic from regular product	x	x				x		x	Tradition/culture	Sustainability
Respect the territory/environment/biodiversity		x	x	x	x	x		x	Tradition/culture	Sustainability

Constructed code:Approaches to sustainability and certification	Cases								Drivers andmotivations forsustainability	Institutionallogic
	1	2	3	4	5	6	7	8	Drivers andmotivations forsustainability	Institutionallogic
Communication to customers is difficult	x	x		x	x	x		x	Potential for market access	Commercial
Sustainability to develop and keep customer loyalty		x	x		x	x	x	x	Potential for market access	Commercial
Organic nomination helps business expansion	x	x		x			x		Potential for market access	Commercial
Different markets require different (sustainability/origin) certifications	x	x							Potential for market access	Commercial
Customers require the certification	x	x	x						Export potential	Commercial
Certification attracts another customer segment			x	x	x	x			Export potential	Commercial
International customers willing to pay premium prices	x	x							Export potential	Commercial
Tell the story behind the company highlighting quality, Ecuador, organic and local development	x	x	x	x	x	x	x	x	Export potential	Commercial
Technology use is projected for improving operations		x	x			x			Product traceability	Commercial
Sustainability and certification increase transparency and trust	x	x					x	x	Product traceability	Commercial
Traceability used for registering data about suppliers, volumes, quality, complaints and issues	x				x			x	Product traceability	Commercial
There is high uncertainty about commodity supply						x	x	x	Cost reduction/sales increase	Commercial
The role of the state: influence on commodity prices, policies, priorities and education		x						x	Cost reduction/sales increase	Commercial
A sustainable and certified product for increasing profits	x	x					x		Cost reduction/sales increase	Commercial
Empowerment to women to get into business	x			x		x			Local development	Sustainability
Support small farmers to improve their business	x	x				x	x		Local development	Sustainability
Collaboration within the SC is crucial	x	x		x				x	Local development	Sustainability
Training young generations in the ancestral and sustainable agricultural techniques	x			x					Local development	Sustainability
Company values established in sustainable development	x	x					x	x	Local development	Sustainability
Industry is composed mainly of family-owned businesses attached to the community		x	x	x	x				Tradition/culture	Sustainability
Region and climate are differential for product quality	x	x				x		x	Tradition/culture	Sustainability
Cocoa bean type is fine of flavour, a differential in the market					x	x	x	x	Tradition/culture	Sustainability
Tell the story behind the company highlighting quality, Ecuador, organic and local development	x	x	x	x	x	x	x	x	Tradition/culture	Sustainability
Local consumers cannot differentiate organic from regular product	x	x				x		x	Tradition/culture	Sustainability
Respect the territory/environment/biodiversity		x	x	x	x	x		x	Tradition/culture	Sustainability

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