Capa3.indd

R E V I S T A D A E S P M – MAIO / JUNHO DE 2006 Abs tracts ENGLISH BLESSED INHERITANCE A NDRÉ C AUDURO D’A NGELO pAgE 20 Starting in the 90’s, a number of Brazilian-based companies have become international, such as Vale, Gerdau, Embraer and AmBev, among others. The majority of these companies have built their corpo- rate cultures upon meritocracy, hard work, careful planning and constant training of their personnel; thus not only helping to expand Brazil’s foreign trade but also to disclaim an often-depicted cultural self-portrait which showed Brazil as incapable to spouse values and principles which are mostly related to developed nations. They have done a lot of good – which goes well beyond the economic sphere – since their newly established set of corporate values are potential models for other groups, as well as a means of providing an institutional mirror for the individuals who have participated in their winning ethos. FINANCIAL GLOBALIZATION: CINDERELLA OR WICKED STEPMOTHER? A LEXANDRE E SPÍRITO S ANTO pAgE 26 In recent years, the world economy has grown an average of 5% yearly, with controlled inflation. However, this period of bonanza – which most economists attribute to globalization procedures – may be coming to an end, as stock markets the world over have sinisterly shown. The article purports to shed some light upon the movements influencing the world economic order, which have allowed for the good performance of emerging economies and rather drastic changes in old and established scenarios. The disarray in central economies, and the appearance of novel financial “products” are discussed in the text. It is suggested that the regulatory authorities expected to intervene in the process have failed, allowing for the uncontrolled growth of speculation “bubbles” – and are to be considered as the main villains in the current situation. ETHICS THE STRATEGY FOR TOP SALESPERSONS J OSÉ L UIZ T EJON pAgE 34 It is time for a needed change. The world is full of articles, papers, lectures, conferences and motivational programs containing life-saving and spectacular proposals on how-to-get-your- client-hooked. “Track your client, bite him, overwhelm him, be an eagle, a black swam”... and other zoological meta- phors all have been used in sales programs. And there are also miracle softwares, the IT arsenal, open-social environments, and a never-ending stream of sales-talks. A good 90% of all this stuff are addressed to naive targets, who believe that there really are shortcuts to success. 108 I A D A E S P M – JULHO / AGOSTO DE 2008