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Caso De Estudio: Corporacion De Ayuda Al Niño Quemado (Coaniquem) Y Esso Chile



    () (Escuela de Administración, Pontificia Universidad Católica de Chile)


    () (Escuela de Administración, Pontificia Universidad Católica de Chile)


The case describes the evolution of the alliance between Corporación de Ayuda para el Niño Quemado (Corporation for the Aid of Burn Children, hence COANIQUEM) and ESSO-Chile (ESSO), a subsidiary of ExxonMobil International and one of the major fuel distributors of the country. This alliance involves a long-term relationship that becomes increasingly important for both partners. This cases addresses issues of long-term collaboration in the context of a multinational organization that does not espouse a policy of establishing formal alliances with non profits institutions. The relationship progresses because COANIQUEM has gained standing and recognition in the community and a stable partnership has emerged between the two successful organizations. However, the long-standing relation may be challenged by the decision to build an international center for the rehabilitation of burned children which can jeopardize the financial health of COANIQUEM. The case explores the opportunities and risks entailed in the strategic decision to expand and the challenges this decision entails for the future of the alliance. The role of charismatic leadership and trust-building in the creation and growth of non-profits can be addressed. Chile : ESSO Chile, subsidiary of ExxonMobil International; COANIQUEM, two rehabilitation centers, 50,000 children rehabilitated.

Suggested Citation

  • Mladen Koljatic & Monica Silva, 2002. "Caso De Estudio: Corporacion De Ayuda Al Niño Quemado (Coaniquem) Y Esso Chile," Abante, Escuela de Administracion. Pontificia Universidad Católica de Chile., vol. 5(2), pages 179-210.
  • Handle: RePEc:pch:abante:v:5:y:2002:i:2:p:179-210

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    More about this item


    Collaborative Relationship in Social Sector; Social Entrepreneurship; Decision-making Process; Alliances; Non-profit; Chile;

    JEL classification:

    • M14 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Corporate Culture; Diversity; Social Responsibility


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