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Cuadernos de Administración

Print version ISSN 0120-3592


GOMEZ-BETANCOURT, Gonzalo Eduardo; LOPEZ VERGARA, María Piedad  and  BETANCOURT RAMIREZ, José Bernardo. Preliminary study on the effects of family vision and wealth vision on the sales increase of Colombian family companies. Cuad. Adm. [online]. 2009, vol.22, n.39, pp.163-190. ISSN 0120-3592.

The goal of this study was to preliminarily identify the differential influence of family and patrimony visions on the growth of Colombian family organizations. The primary research model identified that there are several combination modes of these variables determining sales growth. In the first stage, we used the multimethod technique in a several case study of five companies, in order to classify the factors under analysis. The next stage made use of as eries of surveys in 50 companies of different sectors and sizes, in order to test the proposals made. Finally, the analysis of the results was carried out through a X2 test for contingencytables.The p value indicated a statistically significant correlation between family vision and sales growth in Colombian family companies.

Keywords : Growth; performance; property; family vision; wealth vision; family businesses.

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