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Contents List of Tables and Figures ix Contributors to this Volume xi Foreword xvii Preface xxi Part I: The Partnering Process Chapter 1. The Key Collaboration Questions The Collaboration Phenomenon 3 But What about Latin America? 6 Sample Cases and Methodology 7 Overview of the Contents 22 Chapter 2. Building Cross-Sector Bridges What Motivates Organizations to Collaborate? 29 Overcoming Barriers to Collaboration 42 Key Points to Consider 70 Chapter 3. Building Alignment The Alignment Concept 75 Alignment Breadth 76 Alignment Depth 86 The Dynamic Construction of Alignment 93 Key Points to Consider 106 Chapter 4. Value Generation Alignment as a Value Generator 112 Mobilizing Resources to Create Value 117 The Virtuous Circle of Value Generation 122 Value Renewal 128 Value Created for Companies 132 Value Created for CSOs 142 Value Created for Communities 146 Key Points to Consider 150 Chapter 5. Alliance Management Focused Attention 153 Institutionalization 156 Communication 164 Trust Building 171 Chapter 5 (continued) Collaborations as Learning Tools 180 Key Points to Consider 181 Part II Country Topics Chapter 6. Argentina: The Role of Social Entrepreneurs in Alliance Building Introduction 189 Argentine Entrepreneurship in the 1990?s 189 Recent Dynamics of Argentine NGOs 192 Social Entrepreneurs in Argentina 195 Lessons for Social Entrepreneurs and Companies Interested in Collaborating 203 Chapter 7. Brazil: Understanding the Influence of Organizational Culture on Alliance Development Introduction 207 Business Corporations and the Third Sector: The Brazilian Context 208 The Emergence of Cross-Sector Alliances 211 Current Profile of Alliances 215 Sectoral Cultures, Organizational Cultures 221 Social Actors in the Collaboration Culture 227 Final Considerations 234 Chapter 8. Central America & Peru: Dealing with Barriers to Inter-Sector Collaboration Introduction 239 A Roof for the South?Building with Love 242 AMCHAM of Nicaragua 246 Nicaragua?s Institute for Development and the Young Entrepreneurs Program 252 Posada Amazonas 258 Conclusions 261 INCAE?s Social Enterprise Cases 262 Chapter 9. Chile: Building Trust in Alliances Introduction 265 Different Standpoints on Trust 266 Trust In Alliance Emergence 268 The Role of Trust in Cross-Sector Alliance Strengthening 272 Alliance Trust and Risks 274 Final Thoughts 275 Chapter 10. Colombia: Multi-party Alliance Development Introduction 281 Colombia in the Nineties 282 Four Colombian Experiences 283 Moving from One to Several Alliances 286 Multilateral Alliance Complexity 292 Coda 307 Chapter 11. Mexico: The Business Sense of Cross-Sector Alliances Introduction 311 Philanthropy Evolution in Mexico 312 Different Types of Collaborative Relations between Companies and CSOs 313 Discovering Value in Cross-Sector Alliances 314 Alliances Founded for Utilitarian Purposes 320 Lessons Learned 326 Chapter 12. Concluding Reflections Comparative Analysis 331 Conceptual Advances 339 Future Research Avenues 342 Epilogue. Partnering: An Additional Perspective Crossing the Bridge 345 Achieving Aignment 348 Creating Value 351 Managing the Relationship 352 Growth and Innovation 357 Index 359
Library of Congress Subject Headings for this publication: Social responsibility of business Latin America, Strategic alliances (Business) Latin America, Nonprofit organizations Latin America, Corporations Charitable contributions Latin America, Social marketing Latin America, Corporate sponsorship Latin America