Thúc đẩy hoạt động tiêu thụ hàng nông sản của các hợp tác xã nông nghiệp việt nam trong điều kiện hội nhập kinh tế quốc tế

**«


TRUONG DAI HOC KINH TE QUOC DAN

Giang Thi Thanh Mai

THUC DAY HOAT
DONG
TIEU THU• HANG NONG SAN
•
•

CUA CAC HOP
TAC XA NONG NGHIEP
VIET
NAM
•
•
•
TRONG DIEU K1EN HOI NHAP KINH TE QUOC TE

LUAN VAN THAC SY KINH TE

Ha Noi, Nam 2007


TRUONG DAI HOC KINH TE QUOC DAN

Giang Thi Thanh Mai

THUC DAY HOAT
DONG
TIEU THU• HANG NONG SAN
•
•
CUA CAC HOP
TAC XA NONG NGHIEP
VIET
NAM
•
•
•

TRONG DIEU KIEN HOI NHAP KINH TE QUOC TE
Chuyen nganh: Kinh te doi ngoai

LUA N VAN THA C SY KI N11 T E ■

■

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NGUOI HUONG DAN KHOA HOC:

Ha Noi, Nam 2007

LANG

MUC
LUC
•
•

Trang
DANH MUC CAC CHU’ VIET TAT

DANH MUC CAC BANG

DANH MUC BIEU DO
DANH MUC CAC HO

DANH MUC SO DO

TOM TAT LUAN VAN THAC SY............................................................... I
LO’I MO DAU................................................................................................ 1
CHU’O’NG 1.................................................................................................... 6
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___

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NHUNG VAN DE LY LUAN VE HTXNN VA HOAT DONG..................6
TIEU THU HANG NONG SAN TRONG HTXNN................................... 6

1.1.

Nhu-ng van de ly luan ve HTXNN.................................................. 6

1.1.1 Khai niem HTX va HTXNN........................................................... 6

1.1.2 Tinh tat yUu khach quan cua phat trien HTXNN.......................... 13
1.1.3 Vai tro cua HTXNN a Viet Nam................................................... 17

1.2.

Nhung van de ly luan ve hoat dong tieu thu hang nong san trong

HTXNN..................................................................................................... 20
1.2.1. Nhung van de co ban ve TTSP..................................................... 20
1.2.2. Ban chat va vai tro cua hoat dong tieu thu hang nong san trong

HTXNN..................................................................................................25
1.2.3. Nhung noi dung co ban cua hoat dong tieu thu hang nong san trong

HTXNN.................................................................................................. 28
1.3.

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Nhung yeu to anh hud’ng den hoat dong tieu thu hang nong san

cua cac HTXNN trong dieu kien hoi nhap kinh te quoc te................... 31
1.3.1. Nhung qyu to chu qqun................................................................ 31


1.3.2. Nhung yeu to khach quan............................................................. 35

1.4. Kinh nghiem tieu thu hang nong san cua cac HTX mot so nuoc38
1.4.1. Kinh nghiem tieu thu hang nong san cua HTXNN Nhat Ban...... 39
1.4.2. Kinh nghiem TTSP cua Lien doan Quoc gia HTXNN Han Quoc 43
1.4.3. Kinh nghiem TTSP cua HTX Thai Lan........................................ 48
1.4.4. Mot so bai hoc ve thuc day hoat dong tieu thu hang nong san trong

cac HTXNN Viet Nam............................................................................ 49
CHUONG 2: THUC
HOAT
TIEU THU• HANG NONG
• TRANG
•
• DONG
•
SAN CUA CAC HTXNN VIET NAM........................................................ 51

TRONG DIEU KIEN HOI NHAP KINH TE QUOC TE.........................51

2.1.

Qua trinh hinh thanh va phat trien HTXNN o’ Viet Nam.......... 51

2.2.

Tinh hinh tieu thu hang nong san cua cac HTXNN Viet Nam....53

2.2.1. Tong quan tinh hinh tieu thu hang nong san cua cac HTXNN Viet

Nam ............................................................................................

53

2.2.2. Tinh hinh tieu thu nhom hang hoa qua cua cac HTXNN............. 59
2.2.3. Tinh hinh tieu thu san pham rau cua cac HTXNN....................... 67
2.3.

Danh gia tinh hinh tieu thu hang nong san cua cac HTXNN o’

Viet Nam.................................................................................................... 73
2.3.1. Nhung ket qua dat duoc................................................................ 73
2.3.2. Nhung han che.............................................................................. 76
2.3.3. Nguyen nhan

78

CHUONG 3: DINH HUONG, GIAI PHAP VA KIEN NGHI THUC DAY
HOAT DONG TIEU THU HANG NONG SAN CUA CAC HTXNNN

VIET NAM TRONG DIEU KIEN HOI NHAP KINH TE QUOC TE....82

nong nghiep................................................................................................ 82

3.2.

Phuong huong va quan diem phat trien HTXNN........................ 93


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3.2.1. Nhtrng van de ve nong nghiep, nong dan hien nay va sir can thiet
xay dung, phat trien HTX........................................................................ 93

3.2.2. Quan diem phat trien..................................................................... 95
3.2.3. Phuong hirdng phat trien.............................................................. 97
3.3.

Phan tich SWOT hoat dong tieu thu hang nong san ciia cac

HTXNN Viet Nam trong dieu kien hoi nhap kinh te quoc te................ 99

3.4.

Giai phap va kien nghi thuc day hoat dong tieu thu hang nong

san cua cac HTXNN Viet Nam.............................................................. 100
3.4.1. Nhtrng giai phap doi vdi HTXNN............................................. 101

3.4.2. Nhung giai phap doi vdi xa vien HTX....................................... 110
3.4.3. Cac kien nghi vdi nha nude......................................................... Ill

KET LUAN................................................................................................. 116
DANH MUC TAI LIEUTHAM KHAO....................................................119

PHLJ CUC.....................................................................................................122


DANH MUC CAC CHU VlfiT TAT
STT

rp A

viet tat

A

JU

*7

1 en aay au

Chu-

Ten tieng Viet

Ten tieng Anh

1

AFTA

ASEAN Free Trade Area

Khu virc tu do thuong mai
ASEAN

2

APEC

Asia Pacific Economic
Cooperation

Hap tac kinh te chau A
Thai Binh Duong

3

ASEAN

Association of South East

Hiep hoi cac nude Dong

Asia Nations

Nam A

4

CEPT

Common Effective
Preferential Tariff

Chuong trinh thue quan
uu dai co hieu luc chung

5

CIEM

Central Institute for
Economic Management

Vien Nghien cuu Quan ly
Kinh te Trung uong

6

EU

European Union

Lien minh Chau Au

7

GAP

Good Agriculture Practices

Tieu chuan san xuat nong
nghiep an toan

8

GDP

Gross Domestic Product

Tong san pham quoc noi

9

GMP

Good Manufacturing

Tieu chuan san xuat an

Practices

toan

Hazard Analysis & Critical

Diem kiem so at tdi han va
phan tich moi nguy hai ve

10

HACCP

Control Point

ve sinh

11

HTX

Hop tac xa

12

HTXNN

Hop tac xa nong nghiep

13

ICA

International Co-operative
Alliance

Lien minh Hop tac xa
Quoc te

14

ILO

International Labor
Organization

To chuc Lao dong Quoc te

15

IPM

Integrated Pest Management Quan ly dich hai tong hop


16

IPPC

International Plant
Protection Convention

-----------------7----7-- *-------Cong uoc quoc te ve bao
ve thuc vat

17

ISO

International Standard
Organization

To chuc Tieu chuan Chat
lupng Quoc te

National Agricultural Co­
operative Federation

Lien doan Quoc gia Hop
tac xa nong nghiep

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18

NACF

19

NN&PTNT

Nong nghiep va Phat trien
Nong thon

20

RAT

Rau an toan

21

SPS

Sanitary and Phytosanitary
Standards

Tieu chuan ve ve sinh va
kiem dich dong thuc vat

22

SWOT

Strength, Weakness,
Opportunity, Threat

Diem manh, diem yeu, co
hoi, thach thuc

23

TBT

Technical Barriers to Trade

Hang rao ky thuat trong
thuong mai

24

TTSP

25

VCA

Vietnam Co-operative
Alliance

Lien minh Hop tac xa Viet
Nam

26

WTO

World Trade Organization

To chuc Thuong mai The

Tieu thu san pham

| gio’i


DANH MUC CAC BANG
Bang 1.1. Khac nhau gifra doanh nghiep va HTX........................................... 8

Bang 1.2. Cac hinh thuc trung gian tieu thu san pham................

23

Bang 2.1. Hoat dong dich vu cua cac HTXNN.............................................. 53
Bang 2.2. Cac nhom hang nong san HTXNN tieu thu................................... 55
Bang 2.3. Bien phap de on dinh va tang gia ban san pham cua HTX.............59

Bang 3.1. Phan tich SWOT hoat dong tieu thu hang nong san cua HTXNN100


DANH MUC
BIEU DO
•
Bieu do 2.1. Tinh hinh thanh lap To dich vu TTSP d cac HTXNN............... 54

Bieu do 2.2. Hoat dong che bien nong san d cac HTXNN............................. 56
Bieu do 2.3. Hinh thuc mua nong san cua HTXNN.......................................56

Bieu do 2.4. Lai ich cua xa vien khi ban san pham cho HTX........................74
Bieu do 2.5. Trinh do can bo chuyen trach lam dich vu TTSP d cac HTXNN

........................................................................................................................ 79


DANH MUC
• CAC HOP
•
Hop 1.1. Marketing trong HTXNN d Viet Nam............................................ 33
Hop 1.2. Mot each to churc san xuat san pham moi trong HTXNN Nhat Ban40

Hop 1.3. Mot so kenh tieu thu nong san trong HTXNN Nhat Ban.................39
Hop 2.1. Tieu thu xoai cua HTX Xoai cat Hoa Loc, tinh Tien Giang............ 66

Hop 2.2. Cong tac xue tien ban hang tai HTXNN Linh Nam......................... 72
Hop 3.1. Hoi nhap nong nghiep Viet Nam vdi the gidi..................................88

Hop 3.2. Quan diem phat trien kinh te hop tac va HTXNN...........................96
Hop 3.3. HTX Viet Nam khang dinh vi the................................................... 99
Hop 3.4. Van de von doi vdi HTXNN..........................................................113


DANH MUC SO DO
So do 1.1. Kenh tieu thu san pham true tiep.................................................. 22
So do 1.2. Kenh tieu thu san pham gian tiep dai............................................ 23
So do 1.3. Kenh tieu thu san pham gian tiep ngan......................................... 24

So do 1.4. Kenh tieu thu san pham ngan........................................................ 30
So do 1.5. Kenh tieu thu san pham dai........................................................... 30

So do1.6. Co cau to chuc cua cac HTXNN Han Quoc................................... 44

So do2.1. Kenh tieu thu hang nong san gian tiep dai cua HTXNN................ 57
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So do2.2. Kenh tieu thu hang nong san gian tiep ngan cua HTXNN............. 58
So do2.3. Kenh tieu thu hoa qua gian tiep ngan cua cac HTXNN................. 64
So do2.4. Kenh tieu thu hoa qua gian tiep dai cua cac HTXNN.................... 64
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So do 3.1. Khung phan tich tac dong cua hoi nhap kinh te quoc te................92


DANH SACH PHU• LUC
•

Phu luc 1. Banghoi phongvan hoat dong tieu thu hang nong san.............. 122

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Phu luc 2. l^^aiigsiB^h cac HTXNN thum gtaphhngvan............................... 124
Phu luc 3. Hiep ding he viec ap dung cac bien phsp pie sinh siong thsrc vat. 125
Phu luc 4. Hiep ding ve ngng cgtiep cuaWTO........................................... 135

Phu luc 5. Cam ket WTO ve Nong ngtiep cua Viet Nam............................ 153
Phu luc 6. Nchi digh 88/2005/ND-CP ve mnt no chigh nach ho tro, khuyeg

khich phat trieg HOX................................................................................... 155
Phu luc 7. Quyet digh 80/2002/OOc ggay 24/6/2002 caa Oha tudgg Chigh pha
ve chigh nach khuyeg khich tieu thu gngc nag hags hoa thngc qua hop dogs

..................................................................................................................... 159
Phu luc 8. Oau caa Vipt Nam doi vdi gngc nag trogg gudc gam 2010........ 1(53

Phu luc 9. Xuat khau gngc nag caa Vipt Nam gam 2010 phag theo diem deg

(tripu USD)...................................................................................................1(54


TRUONG DAI HOC KINH TE QUOC DAN

Giang Thi Thanh Mai

THUC DAY HOAT DONG TIEU THU HANG NONG SAN
•

•

•

CUA CAC HOP TAC XA NONG NGHIEP VIET NAM
•

•_

•

TRONG DIEU KIEN HOI NHAP KINH TE QUOC TE
Chuyen nganh: Kinh te doi ngoai

TOM TAT LUAN
VAN THAC
SY
•
•

Ha Noi, Nam 2007


i

LOI GIO’I THIEU
1. Tinh tat yeu cua viec lua chon de tai

Trong nhung nam qua, Viet Nam thuc hien chfnh sach mo cua va chu
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r

x

x

dong hoi nhap kinh te quoc te, va da dat dupe nhung ket qua to Ion ve nhieu
x

r

x

x

mat. Tuy nhien, nen nong nghiep Viet Nam con nhieu han che ve trinh do san

xuat va dang trong qua trinh chuyen doi tu co che quan ly tap trung sang co
'

'

'

'

che thi truong. Qua trinh hoi nhap kinh te quoc te cua Viet Nam ben canh cac

co’ hoi van con nhieu thach thuc, trong do cac hop tac xa nong nghiep dong

vai tro la nhung to chuc kinh te tap the giup khai thac va phat huy nguon luc
cua tung xa vien va ho nong dan d nong thon.

Hien nay, viec tieu thu hang nong san cua cac hop tac xa nong nghiep
Viet Nam chiu tac dong Ion cua su bien dong thi truong the gioi ve co cau
X

X

9

mat hang, nhu cau, su gia tang yeu cau ve sinh thuc pham va ap luc canh

tranh ngay cang gia tang.
Mac du Viet Nam co nhung chinh sach quan trong de ho tro cho cac
hop tac xa nong nghiep day manh hoat dong tieu thu hang nong san, tuy nhien
XX

,

hieu qua cua cac chinh sach nay edn chua cao do kho khan ve nguon nhan

luc, tai chinh, cong nghe va thong tin thi truong. Da so cac hop tac xa nong
nghiep co hoat dong tieu thu san pham moi chi dung lai d viec thu mua san

pham cua xa vien de ban lai cho cac nha may che bien, hoac cac doanh nghiep

xuat khau. Mot so hop tac xa xuat khau hang nong san ra thi truong nude

ngoai nhung moi chi dung lai d san pham tho, va luon d vi tri phu thuoc vao
ban hang.
Viet Nam la mot nude cd vi tri quan trong tren thi truong nong san the

gidi. Hien nay, xuat khau gao cua Viet Nam cd vi tri thu hai, xuat khau ca phe


ii

co vi tri th it ba, xuat khau ho tieu, hat dieu co vi tri thu nhat. Tuy nhien, Viet

Nam chua co kha nang chi phoi thi truong nong san the gidi, khong nhung the
cdn bi thu hep thi truong tieu thu trong nude.

Trong dieu kien Viet Nam chu dong va tich cue hoi nhap kinh te quoc

te, dac biet la Viet Nam tro- thanh thanh vien chinh thuc cua To chuc
r
Thuong mai The gidi , Viet Nam se md cua thi truong theo cac cam ket
r

quoc te. Theo do, hang nong san Viet Nam dung trudc thach thuc ldn cua cac
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rao can ky thuat khat khe cua cac nude, van de cat giam tro cap cho nganh
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nong nghiep, va ca van de canh tranh ngay cang tang tu cac doi thu nude
ngoai. Hoat dong tieu thu hang nong san cua cac hop tac xa nong nghiep, vi

the se chiu nhung ap luc ngay cang tang. Do do, viec danh gia thuc trang va

tim ra giai phap thuc day hoat dong tieu thu hang nong san cua cac hop tac xa
nong nghiep la rat can thiet.
X

•>

Theo each xem xet do, de tai “Thuc day hoat dong tieu thu hang nong
r

x

san cua cac hop tac xa nong nghiep Viet Nam trong dieu kien hoi nhap kinh te

quoc te” dupe chon de nghien cuu.
X

ZK

X

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2. Tong quan tinh hinh nghien cuu trong nuoc va quoc te lien quan

den de tai
__
• •
'
•
'
Trong thdi gian qua, d Viet Nam cd nhieu cong trinh nghien cuu ve
<

f

X

thach thuc doi vdi hang nong san Viet Nam trong dieu kien hoi nhap kinh te
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e

quoc te. Nghien cuu cua Vien Nghien cuu Quan ly Kinh te Trung uong va Co
quan Phat trien Quoc te Thuy Dien (2006) “Tac dong cua hoi nhap kinh te
quoc te den san xuat, che bien va tieu thu mot so nong san d Viet Nam: qua

nghien cuu che, ca phe, dieu” da di sau phan tich, danh gia kha nang phat
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Nam tham gia hoi nhap kinh te quoc te nhung nam gan day. Tuy nhien,


iii

nghien cun nay khong di sau phan tich ve hoat dong tieu thu san pham cung
nhu chu the thuc hien hoat dong nay la hop tac xa nong nghiep.

Ben canh do, nghien cuu cua Vien Kinh te Nong nghiep (2005) “Kha
nang canh tranh nong san Viet Nam trong hoi nhap AFTA” trong du an

MISPA/2003/06 da danh gia kha nang canh tranh cua 5 mat hang nong san
chinh cua Viet Nam trong boi canh hoi nhap AFTA (gao, hat tieu, che, dua,

chan nudi). Nghien cum cung nhan manh vai trd cua hop tac xa nong nghiep
nhu la mot trong nhumg chu the tham gia vao thi trubng hang nong san Viet
Nam. Tuy nhien, nghien cum khong di sau phan ti'ch ve hoat dong tieu thu
hang nong san trong cac hop tac xa nong nghiep.

Ngoai ra, nghien cum “Hop tac xa Nong nghiep trudc van hoi moi” cua

Vu Dung (2007) da phan tich ve tinh hinh phat trien hop tac xa nong nghiep

hien nay, va du-a ra mot so gpi y de cung co va phat trien hop tac xa nong
nghiep tai Viet Nam trong thbi gian toi. Mac du vay, bai nghien cum cung

khong di sau phan tich hoat dong tieu thu hang nong san trong cac hop tac xa
x

r

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nong nghiep trong dieu kien hoi nhap kinh te quoc te.
3. Muc dich nghien cuu

Luan van danh gia thuc trang hoat dong tieu thu hang nong san cua cac
X

/

A

hop tac xa nong nghiep Viet Nam hien nay tu do de xuat he thong cac giai

phap nham thuc day hoat dong tieu thu hang nong san cua cac hop tac xa
x

r

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nong nghiep trong dieu kien hoi nhap kinh te quoc te.

4. Doi tuong va pham vi nghien cuu
4.1. Doi tuong nghien cu u
Doi tuong nghien cuu cua luan van la nhung van de ve hoat dong tieu

thu hang nong san cua cac hop tac xa nong nghiep trong dieu kien Viet Nam
hoi nhap kinh te quoc te.


iv

4.2. Pham vi nghien curu
Pham vi nghien cuu cua luan van la hoat dong tieu thu hang nong san

(qua nghien cuu nhom hang hoa qua va rau) cua cac hop tac xa nong nghiep
r

r

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t

Viet Nam tu nam 1996 den nay bao gom ca tieu thu trong nude va xuat khau
ra thi truong nude ngoai.

5. Phuong phap nghien curu
Luan van su dung phuomg phap duy vat bien chung va duy vat lich su.
Ben canh do, luan van con su dung ket hop cac phuong phap nghien cuu khac

nhu phuong phap thong ke, phan tich, tong hop, so sanh, doi chieu, cac

nghien cuu tinh huong de giai quyet van de dat ra.
Cac so lieu su dung trong luan van dupe thu thap tu cac Nien giam
thong ke, cac thong tin tu Vien Quan ly Kinh te Trung uong, Bo Cong

thuong, Bo Nong nghiep va Phat trien Nong thon, Tong cue Hai quan, Chi

cue Hop tac xa va Phat trien Nong thon mot so tinh trong ca nude.
Dong thdi, luan van con su dung tu lieu khao sat mot so hop tac xa
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r

nong nghiep cd hoat dong tieu thu hang nong san va phong van mot so hop
tac xa nong nghiep co hoat dong tieu thu hang nong san va cac nha quan ly

chuyen trach mot so dia phuong (tinh An Giang, Tien Giang khu vuc Dong
bang song Cuu Long va tinh Thanh Hoa) de phuc vu muc dich nghien cuu.

6. Nhung dong gop cua luan van
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• He thong hoa nhung van de chung ve hop tac xa nong nghiep va
hoat dong tieu thu hang nong san cua cac hop tac xa nong nghiep.

• Tong ket kinh nghiem ve hoat dong tieu thu hang nong san cua hop
tac xa nong nghiep mot so nude.

• Danh gia tinh hinh tieu thu hang nong san cua cac hop tac xa nong
nghiep Viet Nam trong dieu kien hoi nhap kinh te quoc te, chi ra duo-c nhung

thanh cong, han che va nguyen nhan.


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9

9.

• De xuat he thong cac giai phap de thuc day hoat dong tieu thu hang
X
nong san cua cac hop tac xa nong nghiep Viet Nam trong dieu kien hoi nhap

kinh te quoc te.
7. Ten va ket cau cua luan van

Ten luan van “Thuc day hoat dong tieu thu hang nong san cua cac hop
tac xa nong nghiep Viet Nam trong dieu kien hoi nhap kinh te quoc te”.
Ngoai Ldi md dau, ket luan, danh muc tai lieu tham khao va phu luc,

luan van dupe trinh bay trong 3 chuong:
Chuong l: Tong quan ve hop tac xa nong nghiep va hoat dong tieu thu

hang nong san trong hop tac xa nong nghiep.
Chuong 2: Thuc trang hoat dong tieu thu hang nong san cua cac hop
tac xa nong nghiep Viet Nam trong dieu kien hoi nhap kinh te quoc te.

Chuong 3: Dinh hudng va giai phap thuc day hoat dong tieu thu hang
nong san cua cac hop tac xa nong nghiep Viet Nam trong dieu kien hoi nhap

kinh te quoc te.
CHUONG l: TONG QUAN VE HTXNN VA
HOAT DONG TIEU THU HANG NONG SAN TRONG HTXNN

1.1.

Nhung van de ly luan ve HTXNN

Ll.l. Khai niem HTX va HTXNN
Phan nay trinh bay cac dinh nghTa ve HTX, HTXNN dupe ghi trong
Luat HTX cua cac nude tren the gidi, hoac cac dinh nghTa cua cac to chuc cac

hoc gia quoc te nham lam ro mac du co cac dinh nghTa khac nhau nhung ban
chat va nguyen tac hoat dong cua HTX, HTXNN thi ve co ban cung tuong tu
nhu nhau, va HTX la cua xa vien, do xa vien va hoat dong vi lpi ich cua xa

vien. Ben canh do, phan nay so sanh su giong nhau va khac nhau giua


vi

HTXNN vdi doanh nghiep ve tinh chat, muc tieu to chuc, hinh thuc. su huu tai

san, phuong thuc quan ly va phan chia lai nhuan.

1.1.2. Tinh tat yeu khach quan cua phat trien HTXNN

Phan nay trinh bay hai noi dung ve tinh tat yeu khach quan cua phat
X

•>

'

trien HTXNN. Do la nhu cau hop tac trong san xuat nong nghiep - mot trong

nhung tat yeu khach quan de phat trien kinh te ho nong dan va phat trien
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HTXNN la nhu cau tat yeu cua san xuat nong nghiep hang hoa trong co che

thi truong.
1.1.3. Vai tro cua HTXNN 0 Viet Nam

Phan nay trinh bay hai vai tro dac trung cua HTXNN U Viet Nam. Mot
la, tham gia HTXNN la con duong dua nong dan den giau co, van minh. Hai
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la, HTXNN giup nong dan giai quyet cac van de xa hoi, kinh te thi truong

trong do co su canh tranh quyet liet khong chi co uu diem ma con co nhieu

khuyet tat ma xa hoi phai duong dau va nong dan it nhieu chiu anh huong.
1.2. Nhung van d e in luan ve hn at dhng tieu t hu U ang nong san

trong HTXNN
1.2.1. Nhung van Ue

co'

ban ve TTSP

Phan nay trinh bay ve khai niem TTSP va cac hinh thuc TTSP bao gom
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TTSP truc tiep, TTSP gian tiep, tieu thu quoc te va tieu thu trong nunc, cung
vdi su phan tich cac uu diem, nhuoc diem cua moi hinh thuc TTSP doi vdi
HTXNN.
1.2.2. Ban chat va vai tro cua hoat Uong tieu thu hang nnng san
trong HTXNN
Phan nay trinh bay ve ban chat cua hoat dong tieu thu hang nong san

cua cac HTXNN. Do la viec HTXNN dung ra thu mua san pham cua xa vien

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va tieu thu ra thi truong; hoae HTXNN dung ra lam dau hop dong bao tieu
san pham eua xa vien va hudng hoa hong tu dieh vu do.
Ve vai tro, hoat dong tieu thu hang nong san trong HTXNN eo vai tro
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gop phan vao su tang truong ehung eua nen kinh te nhu eae loai hinh doanh

nghiep khae. Doi vdi xa vien HTXNN, hoat dong tieu thu hang nong san giup

xa vien nang eao dupe sue eanh tranh eua hang hoa tren thi truong. Doi vdi

HTXNN, hoat dong tieu thu hang nong san giup tang them hoat dong, tu do
tang doanh thu eho HTXNN, va giup HTXNN khang dinh vi the eua minh.

1.2.3. Nhung noi dung

co'

ban cua hoat dong tieu thu hang nong san

trong HTXNN
Cae noi dung ehu yeu eua hoat dong tieu thu hang nong san eua

HTXNN bao gom dieu tra danh gia nhu eau thi truong, xay dung va thue hien

ke hoaeh Marketing eho san pham bao gom eo ehien lupe san pham, ehinh

saeh gia, thiet lap eae kenh tieu thu san pham va eae hoat dong xue tien ban
han, eung eo va phat trien hoat dong tieu thu hang nong san eua HTX.

1.3. Nhurnn yeu to anh hhongden hhot dong tieu thh hang nong san

cua HTXNN trong dieu kien ho nhap kinh tU quoc tU
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1.3.1. Nhung yUu to chu quan
Cae yeu to ehu quan bao gom ehat lupng san pham, gia ea san pham,

ehinh saeh Marketing san pham eua HTX.
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1.3.2. Nhnng yUu to khach quan

Cae yeu to khaeh quan bao gom thi hieu khaeh hang, thu nhap eua dan
eu, eae rao ean ky thuat trong viee thue hien earn ket eua eae nude trong hoi

nhap kinh te quoe te, anh hudng eua moi truong eong nghe, moi truong kinh
te, dae biet la moi truong eanh tranh tren thi truong.

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1.4. Kinh nghiem tieu thu hang nong san cua cac HTX mot so nu’O’c

1.4.1. Kinh nghiem tieu thu hang nong san cua HTX Nhat Ban
Phan nay trinh bay ve kinh nghiem tieu thu hang nong san cua HTX
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Nhat Ban, dac biet di sau vao phan tich hoat dong che bien nong san, tiep thi

va tieu thu nong san nham dua ra nhung kinh nghiem cho hoat dong tieu thu

hang nong san cua HTXNN Viet Nam trong dieu kien hoi nhap kinh te quoc te.

1.4.2. Kinh nghiem tieu thu hang nong san cua Lien doan quoc gia
HTXNN Han Quoc
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Do la kinh nghiem md rong che bien san pham nong nghiep de tang toe
do tieu thu hang nong san va kinh nghiem tiep thi hang nong san cua HTXNN

Han Quoc.

1.4.3. Kinh nghiem TTSP cua HTX Thai Lan
Phan nay trinh bay ve kinh nghiem thuc day hoat dong TTSP bao gom

ban hang theo gia thi trudng hoac thap hon so vdi gia thi trudng de giam thieu
su xam nhap thi trudng cua cac doi thu canh tranh va kinh nghiem cam ket chi

ban cac san pham cd chat luong tot, khoi luong du va chuan xac.
1.4.4. Mot so bai hoc ve thuc day hoat dong tieu thu hang nong san
cho cac HTXNN Viet Nam

De thuc day hoat dong tieu thu hang nong san, HTXNN can to chuc tot
khau san xuat, che bien hang nong san nham nang cao kha nang canh tranh
cua hang nong san do HTX tieu thu, chu trong thiet lap kenh phan phoi san
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pham, cung ung san pham dam bao chat luong va so luong; phat trien nguon

nhan luc cho hoat dong va tang cudng su lien doanh, lien ket giua cac
HTXNN cung nhu vdi cac thanh phan kinh te khac de tao sue manh canh

tranh tren thi trudng.


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CHU ONG 2: THU’C TRANG HOAT DONG
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TIEU THU HANG NONG SAN CUA CAC HTXNN VIET NAM

TRONG DIEU KIEN HOI NHAP KINH TE QUOC TE
2.1. Qua trinh hinh thanh va phat trien HTXNN o' Viet Nam

Phan nay trinh bay qua trinh hinh thanh va phat trien HTXNN o Viet
Nam qua cac thoi ky. Voi moc la nam 1996 khi Luat HTX Viet Nam duoc
ban hanh va co hieu luc, HTXNN o Viet Nam da tung buoc doi moi ve mo

hinh to chuc, quan ly va hoat dong theo khung phap ly thong nhat va ro rang.
Cac hoat dong san xuat, dich vu cua HTXNN da dang hon.
2.2. Tinh hinh tieu thu hang nong san cua cac HTXNN o’ Viet Nam
2.2.1. Tong quan tinh hinh tieu thu hang nong san cua cac HTXNN

o- Viet Nam
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Phan nay trinh bay tong quan ve cac noi dung cua hoat dong tieu thu

hang nong san cua cac HTXNN Viet Nam hien nay bao gom cong tac nghien
cuu thi truong, chung loai san pham, hinh thuc thu mua va kenh tieu thu san
pham. Ben canh do, de on dinh va tang gia ban san pham,cac HTXNN thuc
hien nhieu bien phap bao gom nang cao chat luong san pham, tim ban hang

moi, ky hop dong tieu thu voi nha may, cong ty, thay doi mau ma, tiep thi
quang cao va ban san pham trai vu.

2.2.2. Tinh hinh tieu thu nhom hang hoa qua cua cac HTXNN
Phan nay di sau phan tich tinh hinh tieu thu nhom hang hoa qua cua

nam HTXNN phia Nam theo cac noi dung cua hoat dong TTSP bao gom cong

tac dieu tra thi truong, khach hang cua cac HTXNN tieu thu san pham hoa

qua, chinh sach Marketing san pham cua cac HTXNN bao gom chinh sach
san pham, chinh sach gia ca, chinh sach phan phoi va chinh sach xuc tien.


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2.2.3. Tinh hinh tieu thu san pham rau cua cac HTXNN

Phan nay di sau phan tfch tinh hinh tieu thu san pham rau cua nam
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HTXNN phia Bac vdi cac noi dung bao gom cong tac dieu tra thi truong,
chinh sach tieu thu RAT cua cac HTXNN ve to chuc san xuat va nang cao

chat lupng san pham, hinh thuc phan phoi, chinh sach xuc tien san pham RAT
cua nhdm HTX nay.

2.3. Danh gia tinh hinh tieu thu hang nong san cua cac HTXNN o
Viet Nam

2.3.1. Nhung ket qua dat duoc
Nhung ket qua dat dupe cua hoat dong tieu thu hang nong san cua cac
HTXNN Viet Nam la da giup xa vien TTSP va nang cao sue canh tranh tren

thi truong; kenh TTSP cua cac HTXNN da dang; hoat dong tieu thu hang

nong san cua HTXNN da giup cai thien chat lupng, mau ma san pham va da

dang hoa chung loai hang nong san.

2.3.2. Nhung han che con ton tai
Con nhieu han che edn ton tai trong hoat dong tieu thu hang nong san

cua cac HTXNN Viet Nam. Thu nhat, hang nong san do HTXNN tieu thu
phan Ion chua co gia tri gia tang, chat lupng thap va khong dong deu. Thu

hai, kenh tieu thu edn don gian va it truong hop cd kenh tieu thu vuon ra thi
truong the gidi. Thu ba, cac hoat dong xuc tien ban hang con han che, chua cd

qui mo va bai ban, tham chi khong thuong xuyen va theo chien lupc. Thu tu,
hoat dong tieu thu hang nong san cua cac HTXNN thuong d the bi dong, theo
kieu ban hang khi cd yeu cau, chu chua chu dong xay dung ke hoach san
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xuat, kinh doanh va tieu thu san pham cua HTX. Ben canh do, hoat dong tieu

thu hang nong san cua HTX con theo hudng cung cac san pham ma HTX co,
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chu chua theo hudng san xuat va tieu thu nhung san pham ma thi truong can.

2.3.3. Nguyen nhan
Viec ton tai nhung han che tren la do nhieu nguyen nhan, trong do co

ca nguyen nhan chu quan va khach quan. Nguyen nhan chu quan bao gom

nang luc cua doi ngu can bo quan ly HTXNN, can bo chuyen trach lam nhiem
vu TTSP con yeu; thieu von de phat trien san xuat; cac HTXNN chua dau tu

dung muc cho hoat dong tieu thu hang nong san va mot so kho khan trong san
xuat va thu gom nong san hang hoa phuc vu tieu thu cua cac HTXNN.
Nguyen nhan khach quan bao gom thi hieu khach hang ngay cang kho
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tinh, doi hoi cac san pham co chat luong cao va canh tranh ngay cang gay gat

ngay tren thi truong trong nude cua hang nong san Thai Lan, Trung Quoc.
CHUONG 3: DINH HUONG, GIAI PHAP VA KIEN NGHI THUC DAY
HOAT DONG TIEU THU HANG NONG SAN CUA CAC HTXNN
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VIET
• NAM TRONG DIEU KIEN
• HOI
• NHAP

• KINH TE QUOC TE
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3.1. Nhung cam ket cua Viet Nam trong hoi nhap kinh te quoc te ve
nong nghiep
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Phan nay trinh bay chu truong hoi nhap kinh te quoc te cua Dang va

Nha nude Viet Nam, the hien trong van kien Dai hoi Dang lan thu VII, VIII,

IX va X va cac cam ket cua Viet Nam trong hoi nhap kinh te quoc te trong
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linh vuc nong nghiep, trong do cd cam ket ve hang nong san trong hoi nhap
kinh te vdi khu vuc va cam ket trong WTO. Dong thoi, phan nay cung khai
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quat mot sd ket qua quan trong trong viec thuc hien chu truong cua Dang va
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Nha nude ve qua trinh hoi nhap kinh te quoc te.

3.2. Dinh hird'ng va quan diem phat trien HTXNN

Phan nay trinh bay cac dinh hudng, quan diem cua Dang va Nha nude
ve phat trien HTXNN noi chung va hoat dong tieu thu hang nong san cua cac