Regional Markets

2 Inclusion of smallholder farmers
Photo: ©FAO/Ami Vitale / FAO
2
Inclusion of smallholder farmers in
market networks and value chains:
Useful theoretical constructs
Aad van Tilburg and Fred Zaal
Introduction
In this chapter we show how interaction between the theory and practice of marketing
in developing countries has stimulated our thinking regarding the roles that primary
producers and traders can play in markets or value chains for agricultural products
(Van Tilburg 2010). Several key issues will be discussed. One focuses on the main
bottlenecks for the inclusion of primary producers in markets or supply/value chains.
Another will discuss theoretical constructs that contributed to an adequate problem
analysis and proposed solutions. Case studies regarding marketing or market studies in
developing countries will subsequently be presented to generate insights on how access
of primary producers to markets or value chains can be improved.
If there is any lesson learned, it is that the inclusion of smallholders in value chains provides
opportunities to increase wealth or alleviate poverty for primary producers in developing
countries. However, this is not easily achieved, and requires careful consideration of the
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