Managerial and Cultural Pre-Conditions for Superior Performance in a Global Setting: An Experimental Study with the Aid of Business Games


  • Antonio Zoratto Sanvicente
  • Antonio Carlos Aidar Sauaia
  • Mario Tanabe


In this paper, we analyze the various strategic approaches actually adopted by the Brazilian managers of 23 firms simulated n a set of business games. For the purposes of this paper, their approaches are classified as local or global. Based on a review of literature and an experiment conducted by the authors. It was concluded that the ability to translate a global view into operating policies is paramount, and that the immediate presence of a global stance, as reflected in the plans submitted by the teams, as well as in the ability to manage conflicts and diversity, are important determinants of performance.