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ERIC Number: EJ846232
Record Type: Journal
Publication Date: 2005-Sep
Pages: 19
Abstractor: As Provided
Reference Count: 46
ISSN: ISSN-0898-5952
Achieving Business Success by Developing Clients and Community: Lessons from Leading Companies, Emerging Economies and a Nine Year Case Study
Bernardez, Mariano
Performance Improvement Quarterly, v18 n3 p37-55 Sep 2005
Empirical evidence and recent revisions of conventional business doctrine indicate that companies that actively promote social performance and develop their clients' markets and skills as part of business strategy have a better chance of achieving sustainable profitability and growth than those that do not. This article discusses how landmark companies, emerging economies, and in particular a Latin American company sustained success over long periods of time by developing socially-focused strategies. By applying the "Megaplanning" methodology to the development of clients and the social environment during a three-year period, an Argentinean refinery developed its local and regional market, increased its revenues and market share and reduced turnover and costs generated by social conflict, outperforming its previous conventional, Macro-focused business strategies. (Contains 7 tables and 2 figures.)
John Wiley & Sons, Inc. 111 River Street, Hoboken, NJ 07030-5774. Tel: 800-825-7550; Tel: 201-748-6645; Fax: 201-748-6021; e-mail:; Web site:
Publication Type: Journal Articles; Reports - Descriptive
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A
Identifiers - Location: Argentina; China; India