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This article introduces readers to the Special Issue (SI, 34-1) of ARLA, edited (not exclusively) with the best papers of the Academy of Management's Specialized Conference, scheduled for April 2020 in Mexico City. The COVID-19 pandemic forced its cancellation, but the expert peer review and editorial work continued, to contribute to the emerging literature on Latin American Management and Sustainability.,Guest editors contributed their expertise based on required editorial processes and focused literature reviews on Management and Sustainability.,There are large management and sustainability challenges to Latin American practitioners and researchers, resulting in an increasingly urgent need to systematically document similarities and differences in the fields of Management and Sustainability. It is so because the region has been affected as few others before, during and after the pandemic. Thus, this issue summarizes the literature, presents eight new studies and offers suggestions for future research.,Management and sustainability in Latin America are wide subjects, with different dimensions and issues. This is a specific contribution that leaves much ground to be covered in the different subfields of the area, in research methodologies and conclusions.,An agenda for advancing the field of management and sustainability in Latin America, highlighted by the COVID-19 disruption; additionally, eight of the most advanced research in the field are presented, chosen from two tracks of a large number of contributions to a recent specialized conference organized by the Academy of Management.,Este articulo presenta el Numero Especial (SI, 34-1) de ARLA, editado (no exclusivamente) con los mejores articulos de la Conferencia Especializada de la Academy of Management, programada para abril de 2020 en la Ciudad de Mexico. La pandemia COVID-19 obligo a su cancelacion, pero se continuo la revision por pares expertos y el trabajo editorial, para contribuir a la literatura emergente sobre Gestion y Sostenibilidad en America Latina.,Los editores invitados contribuyeron con su experiencia con base en los procesos editoriales requeridos y revisiones de literatura enfocadas en Gestion y Sostenibilidad.,Existen grandes desafios de gestion y sostenibilidad para los profesionales e investigadores de America Latina, lo que genera una necesidad cada vez mas urgente de documentar sistematicamente las similitudes y diferencias en los campos de la gestion y la sostenibilidad. Es asi porque la region se ha visto afectada como pocas antes, durante y despues de la pandemia. Por lo tanto, este numero resume la literatura, presenta ocho nuevos estudios y ofrece sugerencias para futuras investigaciones.,La gestion y la sostenibilidad en America Latina son temas amplios, con diferentes dimensiones y tematicas. Se trata de un aporte especifico que deja mucho terreno por recorrer en los distintos subcampos del area, en metodologias de investigacion y conclusiones.,Una agenda para avanzar en el campo de la gestion y la sostenibilidad en America Latina, destacada por la disrupcion del COVID-19. Ademas, se presentan ocho de las investigaciones mas avanzadas en el campo, elegidas entre dos temas de un gran numero de contribuciones a una reciente conferencia especializada organizada por la Academy of Management.

Integrative and distributive negotiation strategies are a key paradigm of practice, teaching, and research. Are these US-formulated negotiation prototypes valid in the rest of the world? Adopting a cross-cultural view, we analyze a sample of 214 foreigners who detailed the negotiation behavior they faced in Italy (134) and in the United States (80). Implementing latent class analysis, we identify three clusters of negotiation prototypes. Our findings show how the Country is a predictor for cluster membership, and peculiar cultural traits of the two groups contribute to explain the differences in negotiation strategies. Three prototypes emerged: a typically distributive, an emotional integrative (mostly Italian), and an impersonal integrative (mostly American). Results show how the handling of emotions is a crucial part of the interaction for Italian negotiators, regardless of their orientation toward negotiation strategies, implying a cultural influence toward handling emotions in negotiations.

The purpose of this study is to test the universality of the behavioral theory of negotiation developed in the United States, particularly the integrative/distributive models, and to find negotiators' prototypes in international negotiations conducted in a Latin American country.,An open questionnaire was administered to a convenience sample of 104 resident foreigners (expatriates) who reported the negotiation patterns of Costa Ricans. The qualitative data were coded in 52 variables (inte-rater reliability Fleiss' Kappa K= 0.65). A total of ten variables were selected to measure distributive/integrative patterns of negotiations. Latent class analysis (LCA) uncovered the latent structure of negotiations.,(1) The distributive (70% found in the sample) and integrative (30%) negotiation models hold in this culture. (2) The incorporation of handling emotions and interpersonal orientation in the integrative model seem to be an important theoretical and practical trend.,(1) A larger sample size is needed to compare with data from other countries of the region and the world. (2) The use of emotions and interpersonal orientation in the integrative negotiation paradigm require further investigation. As practical implications, detailed negotiation advice is offered to Costa Ricans as well as to expatriates working there.,To identify negotiation patterns in an understudied region of the world, the distributive/integrative models of the behavioral theory of negotiations are a key focus with which to extend the literature. There are important elements of culture within the negotiation patterns, in line with trends of an evolving paradigm of integrative crosscultural negotiations.,Verificar la utilidad en un contexto latinoamericano de la teoria del comportamiento en las negociaciones, particularmente los modelos distributivo e integrativo. Identificar prototipos de negociadores latinoamericanos en un contexto intercultural.,Se recogio una muestra de conveniencia mediante un cuestionario cualitativo a 104 extranjeros que viven y negocian en Costa Rica, quienes identificaron la manera como les negocian los locales. Estas encuestas fueron codificadas para tener una base de datos cuantitativa (coeficiente entre-evaluadores Fleiss de Kappa = 0.65) de 52 variables. Se escogieron 10 variables asociadas a los modelos integrativo y distributivo de negociacion. Se realizo un Analisis de Clases Latentes en los datos (LCA en ingles) para descubrir la estructura latente de las negociaciones.,(1) Los modelos de negociacion distributivo (70% encontrado en la muestra) e integrativo (30%) tienen cabida en esta cultura. (2) El modelo integrativo de negociacion esta asociado al manejo de emociones y la orientacion interpersonal, parte de una tendencia teorica y practica en las negociaciones interculturales.,(1) Se requiere ampliar la muestra, y comparar con datos de otros paises de la region y del mundo. (2) Orientar un estudio teorico sobre el manejo de emociones y la orientacion interpersonal en el paradigma del modelo integrativo. Como implicaciones practicas, se presentan consejos de negociacion para los costarricenses, y tambien para los extranjeros que trabajan en el pais.,Reconocer los patrones de negociacion en una region poco estudiada. Los modelos distributivo e integrativo de la teoria del comportamiento en las negociaciones son una base para ampliar la literatura. Anadir el manejo de emociones y la orientacion interpersonal al paradigmatico modelo integrativo parece marcar una tendencia teorica y practica de la negociacion intercultural.

The purpose of this paper is to introduce the anniversary issue marking 30 years of academic publication.,This anniversary issue contains 12 articles from 11 countries and 17 academic institutions which present literature reviews, meta-analyses, and novel studies. It also contains testimonials about the history of the journal from Enrique Ogliastri (Editor and/or Director between 1998 and 2018), Elvira Salgado (Editor between 2002 and 2013), and Carlos Pombo (Chief Editor, 2013 to the present).,The history of the journal may be divided into five stages: first, the foundation at the Universidad de Chile (1988-1998); second, the move to the Universidad de los Andes (Bogota) and the preparation of a proposal to the Institute of Scientific Information (ISI) for inclusion among the scientific journals of the world (1999-2004); third, a period of consolidation in Latin America (2004-2007); fourth, the acceptance of the journal in ISI and the development of an electronic platform with free access to the journal (2008-2013); and fifth, the entry of the Emerald group as editorial partner (2013-2018).,The 12 articles present literature reviews, meta-analyzes, and novel studies.,El proposito de este editorial es presentar el tema del aniversario.,Se publican doce articulos provenientes de once paises y 17 instituciones academicas. Se presentan los testimonios de Enrique Ogliastri (editor y/o director entre 1998 y 2018), Elvira Salgado (Editora entre 2002 y 2013), y Carlos Pombo (jefe editorial 2013-2018).,Se publican doce articulos provenientes de once paises y 17 instituciones academicas. Se presentan los testimonios de Enrique Ogliastri (editor y/o director entre 1998 y 2018), Elvira Salgado (Editora entre 2002 y 2013), y Carlos Pombo (jefe editorial 2013-2018). La historia de la revista de CLADEA se podria dividir en cinco etapas: la fundacion en la Universidad de Chile (1988-1998); paso a cargo de la Universidad de los Andes (Bogota), un periodo de puesta a punto para presentar al Institute of Scientific Information (ISI) la solicitud de ser analizada e incluida entre las revistas cientificas del mundo (1999-2004); el periodo de consolidacion en America Latina (2004-2007); la aceptacion en ISI y el desarrollo de una plataforma electronica de acceso libre a la revista (2008-2013); y el ingreso del grupo Emerald como socio editorial (2013-2018).,Los 12 articulos presentan revisiones de literatura, metanalisis y estudios novedosos

Abstract This issue includes five of the best papers, from six different countries, presented in the Cladea Assembly of 2015. This introduction summarises the papers and presents an analysis of Latin American publications on management, and of the advantages and conditions for international collaboration. The first article looks at the positive impact of the decentralization of decision-making processes and the formalisation of work in the innovation of small and medium enterprises. The second studies the fear of failure in work and its relationship to demographic variables. The third analyses the impact of the domestic violence suffered by workers on customer services in Puerto Rican companies. The fourth discusses the relationship between teleworking and the work-family conflict, and finally, the fifth is aimed at optimising the management of dependent demand inventory systems. This issue includes five articles chosen among the best papers presented at the Cladea Assembly of 2015 organised by Universidad de Valparaíso (Chile). The articles were sent in from Brazil, Chile, Colombia, Costa Rica, Spain, and Puerto Rico, and were the best assessed in the fields of organisational behaviour, leadership and human capital management, entrepreneurships and SMEs, technology management and innovation, and operations management and value chains. The selection process began with the evaluation of the works sent to the conference for each topic. The author wish to thank the organisers, those in charge of each topic, and all the evaluators that helped select the best works. In particular, we thank Sergio Olavarrieta, José Ernesto Amorós, Jorge Ayala, Silvio Borrero, Daniel Cabrera, Reinaldo Calvo, Consuelo García, Valeska Geldres, Jorge Gilbert, Olga Pizarro, José Antonio Robles, and Jorge Tarzijan. Authors interested in publishing their articles were asked to send in a revised version. These new versions were then subjected to a double blind evaluation, and subsequent revisions until reaching the current publication. This has been a collective process in which dozens of academics from all the Cladea schools and countries have taken part.

Nesta introdução à edição especial da revista Gestão & Regionalidade, intitulada “Gestão e Inovação na América Latina”, primeiro elaboramos revisão da literatura sobre inovação na região, depois apresentamos os dez artigos que compõem esta edição, e por fim realizamos reflexão breve sobre o presente e o futuro dos estudos sobre economia e gestão da inovação na América Latina. O desempenho inovativo da região continua bastante aquém da sua relevância econômica, embora haja aumento da pesquisa acadêmica sobre a temática. Pesquisas futuras devem destacar as formas interativas de promover a inovação, as inovações sociais, a inovação pública, as inovações para a sustentabilidade, as inovações tecnológicas associadas à quarta revolução industrial, e a natureza muito específica do empreendedorismo latino-americano.

This introduction describes exploratory studies about the relevance of Karl Weick's HRO propositions in Latin American contexts. Eleven case studies constitute the core of the special issue. The research questions include the following issues. How do Weick's concepts apply to organizations that operate in this region? What are the lessons learned from these eleven mindful organizations? How can these insights inform the management practices of other business leaders in Latin America? The organizations described in these eleven cases, which have been chosen from a sample of 396 cases produced between 2001 and 2013 at INCAE, the leading producer of cases among the top graduate schools of management in Latin America, exhibit between two and five characteristics of highly mindful organizations: (a) preoccupation with failure, (b) reluctance to simplify, (c) sensitivity to operations, (d) commitment to resilience, and (e) deference to expertise. Despite not being quoted among scholars in Latin America, Weick's concepts of mindfulness and high reliability organizations (HROs) are relevant in a region bound by uncertainty.

Five years passed since, in April, 2000, Kurt Koenigsfest took over as the Chief Executive Officer at Banco Solidario S.A. (BancoSol), in La Paz, Bolivia. BancoSol had become the top Latin American bank specializing in providing microbusiness services. Since its beginning in 1992, BancoSol achieved excellent results and became an international reference in the microcredit area. In mid-2000, external and internal factors caused its performance to deteriorate. Kurt and his management team set and implemented a strategy that led the bank to be rated as the best financial institution in the Bolivian financial system in 2004. The time had come to plan for the future; the management team has to establish BancoSol's primary lines of action for the next three years.

This study explores international negotiation prototypes in a Latin American country (Costa Rica). Analysis of questionnaire data from 101 foreign residents doing business in Costa Rica identifies different classes of Costa Rican negotiators. The study applies latent class analysis methods. The strict use of statistical arguments uncovered the latent class structure present in the dataset. The study identifies two distinct clusters of negotiator types: a rational negotiator and an emotional one. Cultural values have substantial importance in both clusters.

In 1986 Jose Saldana was working in a fast growing IT corporation in Texas when he received a call from his brother Alvaro, who asked him to resign from his job and come join him in Miami. Alvaro was launching a new company— SM TexTech, Inc.—which would supply brand and care labels for the textile assembly industry operating in drawback operations throughout the Caribbean Basin. Alvaro and Jose were both born and raised in Nicaragua. In 1997, the brothers convinced their sister Ramona, who lived in Costa Rica and had a degree in Information Systems, to open a subsidiary of TexTech. By 2007 TexTech had stores in Managua, all strategically located and the company seemed to be ready for its next strategic stage. In 2008 and 2009 Jose and Alvaro's older sons came to work for the company. Young Alvaro became a management assistant, overseeing marketing and sales and Young Jose became the manager of workshop and storage rooms.

Although many cross-cultural leadership studies have been conducted in the past decade, relatively little attention has been paid to leadership in Latin America. Perceptions concerning the characteristics of outstanding leaders and differences in leadership preferences across countries in the region present important issues for organizations. This paper presents a detailed analysis of the leadership findings from the seminal GLOBE Project for this region, plus the addition of the country Peru. Findings indicate that there are region-wide as well as country-specific expected leadership behaviors. Our results help managers identify how different behaviors may be perceived across countries in Latin America.

Some nonprofits evolve from small into large international organizations. For years, “structure follows strategy” (Chandler) has been the dictum to explain organizational strategic changes like the ones in nonprofits. But scholars also recognized organization structure to be a precondition to carry out certain strategies. Nevertheless, research on structure and strategy in nonprofits is limited. This paper explores the mutual influence of organization structure and strategy in high-performing nonprofits in Iberoamerica based on a secondary analysis of 20 unpublished research cases of the Social Enterprise Knowledge Network. It follows the research question: Which organizations’ strategies and structures characterize high-performing nonprofits over time? Four types of organizing patterns emerged: starting-up, professionalizing, decentralizing, and conglomerating.

Abstract Six research papers are published on this issue: three on finances, two regarding public administration and one on business economy. They come from six countries and ten universities. The first paper analyses the effect of a new platform for transactions in the Colombian stock exchange. The second studies the factors that influence the capital structure of the non‐financial companies that quote in the stock market of Lima. The third studies a sample of Brazilian coffee growers in order to determine the influence of attitudes and behaviours in their price risk management decisions. The fourth studies the relation between financial stress, decentralisation and outsourcing of public local services in Spain, by particularly taking into account the length of the financial stress, the effectiveness of the measures taken to attenuate it and the lapse between the crisis and an answer based on the portion of privatisation and decentralisation of the public services. The fifth explores the Chilean small and medium businesses determinants that from their beginnings are orientated towards the global international market. Lastly, the concepts of marketing services and higher education are used to analyse the evaluations of professors given by Mexican university students. The journal is shifting towards a new electronic platform. It will begin to be trimestral in the year 2015 and will continue to broaden its net of Associate Editors. Resumen En este número publicamos seis artículos de investigación: tres en finanzas, dos en administración pública, y uno en economía de negocios, provenientes de seis países y diez universidades. El primer artículo analiza el efecto de una nueva plataforma para las transacciones en la bolsa de valores de Colombia. El segundo, estudia los factores que influyen en la estructura de capital de las empresas no financieras que cotizan en el mercado de valores de Lima. El tercero, estudia una muestra de cultivadores de café brasileños para determinar la influencia de las actitudes y comportamientos en sus decisiones de gestión del riesgo del precio. El cuarto, estudia la relación entre estrés financiero, descentralización y contratación externa de servicios públicos locales en España, particularmente al enfocarse en la consideración de la duración del estrés financiero, la efectividad de las medidas tomadas para atenuarlo, y el lapso entre la crisis y una respuesta basada en la opción de privatización y descentralización de servicios públicos. El quinto explora los determinantes de que las pequeñas y medianas empresas chilenas desde el principio estén orientadas al mercado global internacional. Finalmente, se utilizan conceptos del mercadeo de servicios y la educación superior para el análisis de las evaluaciones de los profesores por parte de los estudiantes universitarios mexicanos. La revista está migrando a una nueva plataforma electrónica, pasará a ser trimestral en el año 2015 y se continúa ampliando la red de Editores Asociados.

Dignity and honor cultures are thought to yield dramatically different processes and outcomes in cross‐cultural negotiations. We challenge this conceptual dichotomy through the qualitative analysis of negotiation accounts by practitioners and graduate students. Drawing on self‐worth theory, we reexamine the delineation and contrast of dignity and honor cultures as they manifest in negotiations between French and Latin American people. According to our set of interviews and written narratives, negotiators on the two sides share a large set of perceptions of French negotiating behavior, coalescing into three main components—conventionality, pride in historical legacy, and conflict proneness. This French behavior falls into neither cultural category, but rather demonstrates the possibility of hybrids between them. We discuss implications for theory, practice, and teaching of cross‐cultural understanding, and, specifically, of the French negotiating style.

Purpose – The purpose of this paper is to provide a framework with which to understand the issues that arise in the discussion cases included in this Special Issue and explains the role of case studies in the education of those responsible for leading organizations. Design/methodology/approach – This paper is based upon the review of literature from a range of disciplines, all of which is relevant to executive learning; the analysis of the cases and papers in this Special Issue, and interviews with colleagues who use the case method. Findings – The case method is useful in the education of managerial decision makers who face complex situations, but it is most effective when the cases contain certain essential ingredients and when the instructor is skilled in discussion leadership. These ingredients include the presence of a protagonist, the deep description of a problematic situation, the existence of at least two reasonable courses of action, and sufficient data to evaluate each alternative. The interactive nature of case discussions reinforces those values and behaviors that associate with civility. Research limitations/implications – Since some of the discussion cases were in the process of completion, it was not always possible to evaluate the experience with their use in the classroom. Practical implications – The introductory paper points to broader opportunities for the use of the case method, and for its adaptation to experiential learning, than is generally recognized in academia. Social implications – The use of discussion cases in management schools, where future business leaders interact with professors and classmates in an environment of critical learning and respect for opinions of others, encourages behaviors of civility. Originality/value – This introductory paper is valuable in providing a framework to integrate and make sense of the diverse topics, situations, and contexts described in the cases contained in the Special Issue.

Integrative and distributive negotiation strategies are a key paradigm of practice, teaching, and research. Are these US formulated negotiation prototypes valid in the rest of the world? We analyze...

Abstract This issue includes five contributions from six countries; four of these are revised versions of the best works presented at the Business Association of Latin American Studies Congress (BALAS), in 2012. The first article is a study of the effectiveness of price promotion strategies in retail chains across Chile; a topic of growing importance in Latin America. The second is a study of the literature on the accounting treatment of the decision to buy or lease with option to buy, which is a topic that reflects international changes in accounting practices that will take place as from 2013. The third contribution is a case study of the strategy of Miss Venezuela, an organisation of the Cisneros group that has become an icon of overwhelming success in international beauty contests. The fourth article narrates the difficulties faced by a Brazilian restaurant chain in their internationalisation process through the master franchises concept. The last contribution is the Britt case study, telling the story of a Costa Rican company founded by an innovating North American businessman. The article recounts the company's interesting process of development in international business and the complex strategic decisions it faced when it came to the subsequent steps to be taken in international markets. Although all the articles are in English, Academia is multilingual. As from 2013, all its articles will be available in their original language as well as in English. Resumen Este número incluye cinco contribuciones originadas en seis países, cuatro de las cuales son versiones revisadas de los mejores trabajos presentados en el congreso de la Business Association of Latin American Studies (Balas) de 2012. La primera contribución es un estudio sobre la efectividad de las estrategias de promoción de precios en cadenas detallistas en Chile, un tema de creciente importancia en América Latina. La segunda es un estudio de la literatura sobre el tratamiento contable de la decisión de comprar o de realizar un arrendamiento con opción de compra (lease), tema que refleja el cambio internacional en las prácticas contables que ocurrirá a partir de 2013. La tercera contribución es el caso de la estrategia de Miss Venezuela, la organización del grupo Cisneros que se ha constituido en un icono en Venezuela por su éxito avasallador en concursos internacionales de belleza. El cuarto es un caso que narra las vicisitudes de una cadena brasileña de restaurantes con la internacionalización mediante el concepto de máster de marca. La última contribución es el caso Grupo Britt N.V., empresa fundada por un empresario estadounidense en Curazao y Costa Rica, que ha tenido un interesante desarrollo de negocios internacionales y se enfrenta a decisiones estratégicas complejas sobre sus siguientes pasos en los mercados mundiales. Aunque todos los trabajos están en inglés, Academia es multilenguaje. A partir de 2013 todos los artículos de la revista están disponibles en inglés, además de su idioma original.

Purpose The purpose of this article is to summarize the basic literature and concepts of innovation and entrepreneurship, emphasizing the relevant studies for Latin America. The authors aim to assess the role of Latin America in the world innovative activity utilizing the production of USPTO patents. Design/methodology/approac To achieve the first objective, the authors review and summarize the relevant literature for innovation and entrepreneurship in Latin America. They also introduce each of the papers included in the current special issue of Academia. To achieve the second objective, the authors use the production of USPTO patents by Latin American residents, and examine those levels to the rest of the world. Findings The authors find Latin America to be a marginal contributor to the world innovative activity. Although the region represented 8.7 per cent of world GDP in 2011, it only generated 0.19 per cent of the world patents registered at the USPTO between 2008 and 2012, and only 0.17 per cent of all patents registered since 1976. However, countries such as Costa Rica and Uruguay have larger levels of patent production by 100,000 inhabitants with 7.05 and 4.72 for 1976-2012. Originality/value This introduction introduces work that continues the intense discussion on innovation and entrepreneurship in Latin America. It is to the extent of the authors' knowledge, one of the first attempts to measure the level of innovation at the regional level, and compare the performance of different countries. This special edition has implications for individuals, firms and governments striving to introduce new products, services and processes in a region that has historically confronted important barriers to innovation.

Abstract This issue sees the Emerald Group join the journal as a partner and includes five papers about innovation and two general pieces. The introduction to the theme of innovation reviews international and Latin American literature and analyzes Latin American patents in the USA. There is a study of university patents in Mexico from 1995 to 2009, as well as a case study of two new technology companies in Brazil and the positive role played in their development by a family conglomerate which filled the institutional voids around them. A data analysis is conducted on the dissemination of eight electronic products in the nine largest Latin American countries, and econometric studies look at agro‐industrial marketing in Chile. Another paper examines the effect of adopting new international accounting laws (IFRS) on the quality of information provided by companies in the Chilean market. Finally, the paper examines the influence of managerial perceptions on the strategic responses adopted by four Colombian organizations when facing a political crisis. This edition includes contributions from Chile, Colombia, Costa Rica, Spain, Mexico, Nicaragua and the UK. Resumen En este número el Grupo Editorial Emerald ha ingresado como socio a la revista. Se publican cinco artículos sobre innovación, más dos artículos de índole general. El artículo de introducción a innovaciones revisa la literatura internacional y latinoamericana y hace un análisis de las patentes latinoamericanas en Estados Unidos. Se presenta un estudio sobre las patentes universitarias en México 1995‐2009. Se estudian dos casos de nuevas empresas tecnológicas en Brasil, y el positivo papel que tuvo para su desarrollo un conglomerado familiar que compensó los vacíos institucionales del entorno. Se analizan los datos sobre la difusión de ocho productos electrónicos en los nueve mayores países latinoamericanos. Se realizan estudios econométricos sobre las innovaciones en mercadeo de negocios agroindustriales en Chile. Otro artículo trabaja el efecto de adoptar las nuevas normas contables internacionales (NIIF o IFRS) en la calidad de la información que emiten las empresas en el mercado chileno. Finalmente, un artículo estudia la influencia de la percepción gerencial sobre las respuestas estratégicas adoptadas por cuatro empresas colombianas ante una crisis política. Este número contiene contribuciones provenientes de Chile, Colombia, Costa Rica, España, México, Nicaragua y Reino Unido.

Con base en las teorías de Hall, Hofstede y el estudio Globe, este artículo analiza, de un lado, la manera de negociar de los franceses y una interpretación de por qué negocian así, y de otro, los retos que afrontan personas de otras culturas al negociar con ellos. Se utilizan metodologías cualitativas inductivas y comparativas, sobre experiencias concretas de negociación con franceses: un grupo focal y tres estudios con entrevistas semiestructuradas con 244 negociadores de cinco continentes. A quienes van a negociar con los franceses, se recomienda preparar la negociación con datos y argumentos sólidos, buscar un acercamiento gradual, ser asertivo pero flexible y mantener la formalidad y las buenas maneras.

This qualitative study examines perceived meanings of career success across 11 countries. The results show that people define career success in ways that enrich and illuminate the basic dichotomy of objective and subjective career success and establish their relative strengths across countries. Juxtaposing our data with human resource management (HRM) practices, we contribute to the universalist versus contextualist debate in HRM by adding the career management angle. We shed light on the relative importance of cultural and institutional factors for HRM in the area of careers and add a global perspective to the discussion about agentic careers. In our discussion we offer practical suggestions for multinational companies including how to individualize HRM to address diverse views of career success.

Whether focal cultures are honor, dignity or face-oriented, yield dramatically different processes and outcomes in cross-cultural negotiations. We challenge the assumption that those categories ope...

This study focuses on culturally endorsed implicit theories of leadership (CLTs). Although cross-cultural research emphasizes that different cultural groups likely have different conceptions of what leadership should entail, a controversial position is argued here: namely that attributes associated with charismatic/transformational leadership will be universally endorsed as contributing to outstanding leadership. This hypothesis was tested in 62 cultures as part of the Global Leadership and Organizational Behavior Effectiveness (GLOBE) Research Program. Universally endorsed leader attributes, as well as attributes that are universally seen as impediments to outstanding leadership and culturally contingent attributes are presented here. The results support the hypothesis that specific aspects of charismatic/transformational leadership are strongly and universally endorsed across cultures.

Esta es una investigación cualitativa acerca de cómo se negocia en el Perú. Se basa en 47 cuestionarios semiestructurados sobre experiencias concretas de negociación en las que estuviera involucrada una parte peruana. La información se clasificó en 23 temas sobre costumbres, tácticas, conceptos, expectativas, creencias y valores que ocurren en procesos de conflicto y negociación en el Perú. Se encontró una cultura muy semejante a la generalizada en América Latina: el predominio del regateo como proceso negociador, basado en hacer una petición exagerada al comienzo que se va ajustando lentamente. Se prefieren relaciones cordiales en un ambiente informal, se acostumbra preparar poco la negociación y se recurre a la astucia y al poder más frecuentemente que a criterios técnicos objetivos. En esta cultura se expresan emociones, y las incertidumbres han generado mucha flexibilidad en las negociaciones. Los resultados deben validarse mediante un análisis posterior. Este estudio forma parte de una extensa investigación sobre negociación intercultural.This is a qualitative study about how to conduct business in Peru. It is based on 47 semi-structured questionnaires on pointed negotiation experiences in which a Peruvian side was involved. The information was classified into 23 items about the customs, tactics, concepts, expectations, beliefs and values that occur in conflict and negotiation processes in Peru. Here was found a culture very similar to that widespread in Latin America: the dominance of haggling as a negotiating process, based on an unreasonable request at the beginning that is to be adjusted slowly. Cordial relations are preferred in an informal atmosphere; it is customary to not do much preparation for the negotiation and recourse to cunning and power more often than to objective technical criteria. In this culture emotions are expressed, and uncertainties have generated a great deal of flexibility in negotiations. The results must be validated by further analysis. This study is part of an extensive research on intercultural negotiation. Este artículo estudia el aprovechamiento por parte del Perú del Sistema General de Preferencias (SGP) de Japón entre los años 1996 y 2005; para ello se utiliza un modelo econométrico que comprueba los efectos del PBI de Japón, la variación del índice de precios en el Perú, el ratio SGP y el indicador de comercio entre ambos países sobre las exportaciones no tradicionales. La línea central de la investigación es analizar el comportamiento de los productos agroindustriales y pesqueros beneficiados con el SGP, con cuadros estadísticos que muestran las tendencias del comercio de productos no tradicionales. Para determinar el grado de conocimiento y difusión de este sistema de beneficios arancelarios entre los exportadores peruanos de estos productos, se aplicó una encuesta a las sesenta empresas con mayores montos de exportación hacia el Japón. Como valor agregado de esta investigación se construye una matriz de potencialidades donde se clasifican los productos peruanos que se exportan a Japón, para identificar aquellos que el Perú podría exportar según la demanda del país asiático.

The core purpose of social enterprise is to create value for the betterment of society. This aim lies at the center of the framework and is the end toward which all other elements in the framework must contribute. Greater alignment of these elements with the central purpose produces higher organizational coherence which contributes to superior performance.

By approaching business structure as a component of social structure, the present chapter analyzes the hegemony of business in the local and regional development of a Latin American nation (Colombia), as well as the relationships between public and private (business) elites. In the-authors' view these are critical issues for the structural analysis of business, in particular in developing nations, and represent a needed complement to approaches centered upon economic concentration and market structure, the role of foreign investment, and internationalization of capital or corporate structure. This chapter is part of a research project on power structure, class and economic development in the mid-seventies, carried out by the authors in urban Colombia. It covers eleven Colombian cities in the 100,000–500,000 population range. We begin by sketching the outlines of Colombian political economy. We then discuss the background of the study of business and power structures in Latin America, and in Colombia in particular, and the conceptual and theoretical orientations of the present research. Empirical results are then examined in four parts: the class basis for the composition of the power structure; the fractions within business; the concentration of power in terms of interlocking directorates; and the cleavage of public and business sectors. The final section presents our general conclusions.

The core purpose of social enterprise is to create value for the betterment of society. This aim lies at the center of the framework and is the end toward which all other elements in the framework must contribute. Greater alignment of these elements with the central purpose produces higher organizational coherence which contributes to superior performance.Abstract: Este libro reúne los casos de 40 entidades de primera línea de América Latina y España, tanto empresas como organizaciones de la sociedad civil, comprometidas en acciones sociales originales, que la Social Enterprise Knowledge Network (SEKN, Red de Conocimientos sobre Emprendimientos Sociales) ha estudiado con todo detalle.

The core purpose of social enterprise is to create value for the betterment of society. This aim lies at the center of the framework and is the end toward which all other elements in the framework must contribute. Greater alignment of these elements with the central purpose produces higher organizational coherence which contributes to superior performance.

En los últimos años, el tema de la responsabilidad social de la empresa (RSE) ha adquirido gran relevancia en el mundo entero y en particular en los países de América Latina y del Caribe. Esta publicación pretende enriquecer el debate sobre la RSE en América Latina y el Caribe y sirve para que las empresas tengan una mejor apreciación del potencial impacto que las actividades responsables tienen sobre los beneficios y no sólo sobre los costos.

En América Latina y el Caribe está aún muy arraigada la idea de que las empresas deben dedicarse exclusivamente a las actividades económicas, mientras que el Estado, las organizaciones no gubernamentales o la Iglesia son las instituciones encargadas del bienestar social. Este libro presenta otro enfoque, con diferentes casos de colaboración entre el sector privado y organizaciones de la sociedad civil, donde las motivaciones privadas y la preocupación social se entrelazaron para emprender proyectos que producen utilidades que benefician directamente a la comunidad. Los líderes empresariales, políticos y sociales encontrarán en este compendio una gran ayuda para establecer nuevas alianzas sociales que contribuyan a mejorar la calidad de vida de miles de personas.

En la historia clasica del capitalismo tuvieron enorme importancia las fracciones de clase burguesas. El comerciante rompe la economia feudal del terrateniente, los artesanos se proletarizan y dan su trabajo al industrial, el campo sufre un proceso capitalista en agricultura y ganaderia, y la creciente acumulaci6n termina en el financista y el monopolio. Existe una cierta logica econ6mica para que tal cosa ocurra, por lo cual es explicable que quiera verse o analizarse en semejantes terminos el desarrollo capitalista contemporaneo de paises dependientes. Es decir, resulta facil establecer esquemas de contradicci6n y conflicto entre terratenientes e industriales dentro de la clase burguesa, y asi se han querido ver algunos eventos colombianos desde el siglo xix. Pero justo es advertir, una vez mfs, que hay diferencias notables entre el capitalismo como concepto econ6mico y el "capitalismo" como etapa hist6rica en paises europeos ya plenamente capitalistas. Los historiadores colombianos se han preguntado muchas veces si realmente habia en el siglo xix tales alineamientos como latifundistas conservadores y comerciantes del partido liberal, y si realmente hubo alguna vez tal fraccionamiento de clases dentro de la burguesia en los origenes del capitalismo en Colombia. Todavia hoy se especula con tal tema, y es el prop6sito del presente trabajo aportar datos contemporaneos que permi