AS RELA ES DE CONFIAN A, APRENDIZAGEM E CONHECIMENTO EM UMA REDE DO SETOR IMOBILIáRIO

his study aims to examine in a network of real estate, as it stands and what role it has confidence, learning and knowledge at different moments in the relationship. What role these factors play in the start/network formation, what importance they have in the success of the network and the evolution of relationships. The method used is acase study approach with qualitative and descriptive. Empirical evidences were collected through semi-structured interviews applied with the owners of real estate and staff members of the network. It was verified that the network reliability is established through sharing contract of buildings and through a central management by trying to minimize opportunistic behavior within the network. Learning is strengthened through courses conducted jointly and through scheduled meetings, in which are discussed and taken actions that seek to put on the same level the knowledge and actions among members. As for knowledge, it was possible to identify, through interviews, that the network is in a stage that even the experience and strategic information is exchanged.