Intermediaries in the West-African cocoa sector: a buyer and producer perspective

Jens Van Hee, Katharina Krumbiegel () and Pascal Tillie ()
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Katharina Krumbiegel: European Commission - JRC, https://joint-research-centre.ec.europa.eu/index_en
Pascal Tillie: European Commission - JRC, https://joint-research-centre.ec.europa.eu/index_en

No 2025-11, JRC Working Papers on Economic Analysis of Policies for Africa from Joint Research Centre

Abstract: This study investigates the underexplored role of intermediaries within the cocoa value chains of Côte d’Ivoire and Ghana, utilizing a novel dataset comprising data from 1,071 cocoa producers and 293 buyers. While previous research has primarily focused on small-scale farmers, this study shifts attention to the dynamics involving primary buyers—pisteurs, cooperatives, cooperative delegates, and purchasing clerks—and their interactions with producers. Our findings reveal that the producer-cooperative relationship can be considered the strongest among various buyer types, characterized by long-term contracts and high trust levels, particularly during weighing and pricing of cocoa. In contrast, pisteurs and purchasing clerks maintain more flexible yet less stable relationships, with competition driven by service provision rather than price due to government-set farmgate prices. Despite 83% of producers striving to improve cocoa quality, there is a lack of monetary incentives at the farm level. Approx. 97% of buyers report that quality does not influence pricing. As the EU Due Diligence Regulation and EU Deforestation Regulation are put in place, buyers will play a more important role in formalizing the cocoa value chain and enhancing its transparency. Their role could significantly influence the implementation of traceability and legal compliance, aligning local practices with global standards and fostering more economically sustainable and equitable trade in the cocoa industry.

Date: 2025-11
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