Professional Documents
Culture Documents
Lean Manufacturing
Lean Manufacturing
os
o rP
6egZcY^ZcYd
py
Va^YZgVgZcIdndiV
Co
edgHiZkZc?#HeZVg
t
No
Do
BVnd'%%)
GZ^begZh^cg%)%*Z"Z
This document is authorized for educator review use only by LUIS ARMANDO JOCOL SARAT, Universidad del Valle de Guatemala (UVG) until Aug 2018. Copying or posting is an
infringement of copyright. Permissions@hbsp.harvard.edu or 617.783.7860
:a[Vbdhdh^hiZbVYZegdYjXX^cIdndiVYVXdbdgZhjaiVYd
t
ZmXZaZciZhVjidbk^aZh!nVYZb{h!ZmXZaZciZhZ_ZXji^kdh#HZeV
os
XbdjciVaZcidhdZ_ZXji^kdZhiVYdjc^YZchZVegZcY^VgZea^XVg
Za69CYZa\^\VciZ_Vedch#
o rP
6egZcY^ZcYdV py
a^YZgVgZcIdndiV
edgHiZkZc?#HeZVg
Co
I
dndiVZhjcVYZaVhZbegZhVhb{hZhijY^VYVhYZa n nd Vg\jbZciVbdh fjZ eVgiZ YZa egdWaZbV Zh fjZ aV
bjcYd#=VVigVYdaVViZcX^cYZeZg^dY^hiVh!^c" bVndgVYZadh^b^iVYdgZhhZ]VZc[dXVYdZcaVh]ZggV"
t
kZhi^\VYdgZhnZ_ZXji^kdhfjZWjhXVcYZhZcigVVg b^ZciVhni{Xi^XVhYZIdndiV!Zcaj\VgYZÅ_VghZZchjh
No
8deng^\]i©'%%)=VgkVgY7jh^cZhhHX]ddaEjWa^h]^c\8dgedgVi^dc#6aag^\]ihgZhZgkZY#IdYdhadhYZgZX]dhgZhZgkVYdh# (
This document is authorized for educator review use only by LUIS ARMANDO JOCOL SARAT, Universidad del Valle de Guatemala (UVG) until Aug 2018. Copying or posting is an
infringement of copyright. Permissions@hbsp.harvard.edu or 617.783.7860
6 e gZ c Y ^ Z c Y d V a ^ Y Z gV g Z c Id n d iV
t
bZciZ! aV ZheZX^ÅXVX^c ZmeaX^iV YZ Xbd hZ gZVa^oVg{
:aedYZgYZadheg^cX^e^dh
os
ZaigVWV_dVciZhYZhjZ_ZXjX^c¸ZhVXdbeVVYVedgjc
igVWV_dYZegjZWVhVbZY^YVfjZhZgZVa^oV#:agZhjaiVYd
ÅcVa Zh fjZ aVh WgZX]Vh ZcigZ aVh ZmeZXiVi^kVh n ad fjZ :ciZcYZgfjZIdndiVVea^XVeg^cX^e^dhhjWnVXZciZh
gZVabZciZ dXjggZ hZ bVc^ÅZhiVc ^cbZY^ViVbZciZ# 6h! VciZhfjZ]ZggVb^ZciVhnegdXZhdhZheZXÅXdhZmea^XV
cdhadadhegdWaZbVhhdcXdciZc^YdhnhZZk^iVfjZhZ edgfjaVZbegZhVh^\jZhjeZgVcYdVhjhXdbeZi^Yd"
egdeV\jZcZ^ciZgÅZgVcZcZaigVWV_dYZdigdh!h^cdfjZ gZh#BjX]VhZbegZhVh]VcigViVYdYZ^b^iVgaVh]ZggV"
b^ZciVhYZIdndiVncdhjheg^cX^e^dh#8dbdgZhjaiVYd!
rP
iVbW^caVhWgZX]VhZcigZaVhZmeZXiVi^kVhnaVgZVa^YVY
hdc^ckZhi^\VYVh0hZdWi^ZcZjcVXdbegZch^cb{hegd" bjX]Vh]VciZgb^cVYdXdch^hiZbVhYZegdYjXX^c
[jcYVYZadhegdYjXidh!adhegdXZhdhnaVheZghdcVh0nZhV g\^YdhZ^cÆZm^WaZh!fjZ[jcX^dcVgdcW^ZcZcZaXdgid
XdbegZch^c Zh ^cXdgedgVYV Zc jcV cjZkV ZheZX^ÅXV" eaVod!eZgdfjZcdgZh^hi^ZgdcaVegjZWVYZai^Zbed#
X^c!fjZhZXdck^ZgiZZcjcVºbZ_dgeg{Xi^XV»iZbedgVa GZXdcdXZgfjZZaIEHXdch^hiZZceg^cX^e^dhncd
]VhiVfjZhZYZhXjWgVjccjZkdegdWaZbVkZVZagZXjV" Zc]ZggVb^ZciVheZgb^iZfjZZbegZhVhfjZcdhZ
Ygdº:aedYZgYZadheg^cX^e^dh»# VhZbZ_VcVIdndiVZcadb{hbc^bdVegdkZX]ZcaVh
JcVXdhVZhYVghZXjZciVYZfjZZaH^hiZbVYZEgdYjX" [jZciZhYZhjm^id#6aXdV!jcVZbegZhVXjndhegdXZ"
o
X^cIdndiVIEH!edghjhh^\aVhZc^c\ahZhjch^hiZbV hdhYZ\gVcZhXVaV¸gZÅcVX^c![jcY^X^c!ZiX#""i^ZcZc
YZ ZmeZg^bZcidh XdcXZgiVYdh edg bZY^d YZ adh XjVaZh edXVh^b^a^ijYXdcaVhdeZgVX^dcZhYZ[VWg^XVX^cn
aVh deZgVX^dcZh bZ_dgVc XdchiVciZbZciZ# DigV XdhV Zh bdciV_ZYZe^ZoVhhZeVgVYVhYZIdndiV!WVhhj6aXdV
XdciVgXdcjcVdg\Vc^oVX^cZcaVXjVaadhZbeaZVYdhn 7jh^cZhhHnhiZb67HZcaVhgZ\aVhYZIEH#6aXdV
Z_ZXji^kdhYZidYdhadhc^kZaZhn[jcX^dcZhhdcXVeVXZh
py hdhi^ZcZfjZZa67HaZV]dggJH&#&%%b^aadcZh
YZk^k^gZhdheg^cX^e^dhnZchZVgVdigdhhjVea^XVX^c# ZcigZ&..-n'%%%!VaVkZofjZbZ_dghjhZ\jg^YVY!
9ZhX^[gVgZa69CYZIdndiVcdh^\c^ÅXVfjZZhedh^WaZ egdYjXi^k^YVYnXVa^YVY#
gZea^XVgad# :cdigdZ_Zbead!adhegdnZXidhe^adidfjZVea^XV"
:cidcXZh! ªXbd ejZYZ jcV ZbegZhV gZegdYjX^g ZhZ gdcZhiVhgZ\aVhZcJc^kZgh^ind[E^iihWjg\]BZY^XVa
69C4 :c aVh e{\^cVh h^\j^ZciZh! igViVg YZ gZhedcYZg 8ZciZgndigdhXZcigdhYZhVajY]VcXdcYjX^YdVZcdg"
ZhiVegZ\jciVVigVkhYZaV]^hidg^VYZXbdjc_dkZcn bZhbZ_dgVhZcVYb^c^higVX^cYZbZY^XVbZcidh!
Co
iVaZcidhdZ_ZXji^kdZhiVYdjc^YZchZ!XdcigViVYdeVgVjc Zc[ZgbZgVndigdhegdXZhdhXgjX^VaZh!ZcigZ\VcYdjcV
VaidXVg\dZcjcVYZaVheaVciVhYZIdndiVZc::#JJ#![jZ ViZcX^cYZbZ_dgXVa^YVYVadheVX^ZciZh!Va^k^VcYd
^c^X^VYdZcZaIEH#HjZcigZcVb^Zcidcd[jZZcVWhdajid VadhZbeaZVYdhYZiVgZVh^begdYjXi^kVh!gZYjX^ZcYd
ad fjZ XVWgV ZheZgVg YVYVh hjh XgZYZcX^VaZh# EdhZZYdg XdhidhnVjbZciVcYdaVZÅX^ZcX^VdeZgVX^dcVa#
YZkVg^dh\gVYdhVXVYb^XdhYZaVhb{hegZhi^\^dhVhjc^"
kZgh^YVYZh!nV]VWVY^g^\^Yd\gVcYZh[{Wg^XVheVgVjcd
YZ adh XdbeZi^YdgZh cdgiZVbZg^XVcdh YZ IdndiV# EZgd egde^dh igVWV_VYdgZh# Hj eVeZa ZgV VnjYVgadh V ZciZc"
Zcaj\VgYZhdbZiZghZVaWgZkZeZgdYdYZk^h^iVh!dg^Zc" YZgZhVgZhedchVW^a^YVYn[VXjaiVgadheVgVXjbea^gaV#Hj
iVX^dcZhnegZhZciVX^dcZhYZg^\dgfjZXjVafj^ZgcjZkd ZcigZcVb^ZcidaZZchZVZhigjXijgVgZaigVWV_dXdbd
t
ZbeaZVYd ZhigZaaV ZheZgVgV! ZhiZ Z_ZXji^kd VegZcY^ Za jcV hZg^Z YZ ZmeZg^bZcidh \ZcZgVYdgZh YZ VegZcY^oV_Z
IEHedgaVkVaVg\VnY^[X^a/egVXi^X{cYdad#6hZhXdbd nbZ_dgVb^ZcidXdci^cjdh!nVZchZVgVdigdhV]VXZg
No
IdndiVZcigZcVVidYdcjZkdZbeaZVYd!h^c^bedgiVghj adb^hbd#
gVc\dd[jcX^c#EVhVgVcb{hYZigZhbZhZhVciZhfjZ
ejh^ZgV jc e^Z Zc aV [{Wg^XV fjZ ]VWV h^Yd XdcigViVYd
eVgVY^g^\^g# :aegd\gVbV
CjZhigd Z_ZXji^kd! V fj^Zc aaVbVgZbdh 7dW 9Vaa^h! 9Vaa^haaZ\VaVXVhVbVig^oYZIdndiVZc@ZcijX`njcV
aaZ\ V aV ZbegZhV XdckZcX^Yd YZ fjZ nV XdcdXV adh [gV bVVcV YZ ZcZgd YZ '%%'# Ad gZX^W^ B^`Z IV`V"
[jcYVbZcidhYZaIEH¸igVh]VWZgjhVYd^YZVhYZIdndiV ]Vh]^ cdbWgZ ÅXi^X^d! jc Vaid Z_ZXji^kd YZa IdndiV
eVgVbZ_dgVgaVhdeZgVX^dcZhZchjVci^\jVZbegZhV¸n Hjeea^ZgHjeedgi8ZciZgIHH8!\gjedgZhedchVWaZYZ
fjZ had iZcYgV fjZ VÅcVg hjh XdcdX^b^Zcidh# EZgd Va YZhVggdaaVg aVh XdbeZiZcX^Vh Zc IEH Zc aVh eaVciVh YZ
Do
iZgb^cVghjZcigZcVb^ZcidXdbegZcY^fjZhjigVWV_d IdndiVnYZhjhegdkZZYdgZh#8dbdiVa!IV`V]Vh]^ZgVZa
cdZgVbZ_dgVgaVhdeZgVX^dcZhZch0hVZgVaVWdgYZadh gZhedchVWaZ YZ aV dg^ZciVX^c YZ 9Vaa^h# 8dcXaj^YVh aVh
[dgbVa^YVYZhegZa^b^cVgZh!IV`V]Vh]^aaZkV9Vaa^hcdV
HiZkZc?#HeZVghheZVg5]Wh#ZYjZhegd[ZhdgVh^hiZciZZc aVeaVciVYdcYZigVWV_VgV!h^cdVdigV!jcV[{Wg^XVYZbd"
=VgkVgY7jh^cZhhHX]dda!Zc7dhidc#:hXdVjidg!_jcidXdc idgZhZcaVfjZXdbZcoVgVhj^ciZ\gVX^cVaVZbegZhV#
=#@Zci7dlZc!YZº9ZXdY^c\i]Z9C6d[i]ZIdndiVEgdYjX" :hiV^ciZ\gVX^cXdciZbeaVWV&'hZbVcVh^ciZch^kVhZc
i^dcHnhiZb»!ejWa^XVYdZcaVZY^X^cYZHZeiZbWZg"DXidWZg aV[{Wg^XVYZbdidgZhZc::#JJ#nY^ZoYVhYZigVWV_dn
&...YZ=7G# dWhZgkVX^cZceaVciVhYZIdndiVnYZhjhegdkZZYdgZh
) ]VgkVgYWjh^cZhhgZk^Zl
This document is authorized for educator review use only by LUIS ARMANDO JOCOL SARAT, Universidad del Valle de Guatemala (UVG) until Aug 2018. Copying or posting is an
infringement of copyright. Permissions@hbsp.harvard.edu or 617.783.7860
6 e gZc Y^ Zc YdVa ^ YZgVgZc IdndiV
Zc?Vec#:aZcigZcVb^ZcidYZ9Vaa^h¸Va^\jVafjZZaYZ gVYdh^\c^ÅXVi^kVbZciZ!XdbdhZVegZX^VZcZagZXjVYgd
t
XjVafj^ZgdigdZ_ZXji^kdYZIdndiV¸YZeZcYZgVYZadfjZ ºAV acZV YZ bdciV_Z YZ aV eaVciV Zc ::#JJ#! VciZh n
os
V_j^X^dYZIV`V]Vh]^[jZhZb{hcZXZhVg^deVgVa# YZhejh»#EdgYZh\gVX^V!adhXVbW^dhiVbW^c]VWVcY^h"
9ZkjZaiVVadW{h^Xd#AVeg^bZgViVgZVYZ7dW9Vaa^h b^cj^YdaVY^hedc^W^a^YVYdeZgVX^dcVaYZaVhb{fj^cVh#
Zc aV eaVciV ZhiVYdjc^YZchZ [jZ VnjYVg V jc eZfjZd CdZhfjZadhXVbW^dhfjZbZ_dgVgdcaVegdYjXi^k^YVY
\gjedYZ&.dWgZgdhYZaVacZVYZbdciV_ZVbZ_dgVghj n aV Zg\dcdbV ]VnVc \ZcZgVYd [VaaVh b{h [gZXjZciZh
egdYjXi^k^YVY!aVY^hedc^W^a^YVYdeZgVX^dcVaYZaVhb{" ZcaVhb{fj^cVh#B{hW^ZcadfjZdXjggVZgVfjZ!VciZh
fj^cVhnZfj^edhnaVhZ\jg^YVYZg\dcb^XVh#&9jgVciZ YZZ_ZXjiVghZadhXVbW^dh!]VWVhjÅX^ZciZhdaijgVZcZa
rP
aVheg^bZgVhhZ^hhZbVcVh!IV`V]Vh]^^ckdajXgV9Vaa^h igVWV_d Xdbd eVgV fjZ bjX]Vh kZXZh jcV [VaaV Zc jcV
Zc X^Xadh YZ dWhZgkVX^c n XVbW^d YZ adh egdXZhdh YZ b{fj^cV cd ijk^ZgV XdchZXjZcX^Vh c^ XVjhVgV ^cXdckZ"
igVWV_dYZadh^cY^k^Yjdh!Zc[dX{cYdhZZcaVegdYjXi^k^" c^ZciZh# EZgd! Xdc adh XVbW^dh YZ 9Vaa^h! Za \gjed ZgV
YVYnhZ\jg^YVY#IgVWV_VcYdZcXdc_jcidXdcadhaYZgZh XVeVo YZ gZVa^oVg aV b^hbV XVci^YVY YZ igVWV_d Xdc &*
n b^ZbWgdh YZa Zfj^ed! 9Vaa^h YZWV YdXjbZciVg! edg eZghdcVhZcaj\VgYZ&.#IVbW^cedYVgZYjX^gZai^Zbed
Z_Zbead!XbdaVhY^[ZgZciZhiVgZVhZgVcaaZkVYVhVXVWd! gZfjZg^YdeVgVXVYViVgZVnbZ_dgVgaVY^hig^WjX^cYZa
fj^c]VXVfjiVgZVhnWV_dfjX^gXjchiVcX^Vh!nXbd igVWV_d# 8dc jc h^hiZbV bjX]d b{h V_jhiVYd! egdWaZ"
hZZcigZ\VWVcaV^c[dgbVX^c!adhbViZg^VaZhnadhhZgk^" bVhYZbVfj^cVg^VfjZVciZhZgVc^ch^\c^ÅXVciZhiZcVc
o
X^dh#9ZWVZ[ZXijVgXVbW^dheVgVigViVgYZgZhdakZgadh V]dgVZ[ZXidh^bedgiVciZh#
egdWaZbVh fjZ ]VWV dWhZgkVYd! n ajZ\d ZkVajVg Zhdh JcV kZo fjZ 9Vaa^h bZ_dg aVh iVgZVh ]jbVcVh Zc aV
XVbW^dh# acZVYZbdciV_Z!IV`V]Vh]^aZe^Y^fjZZhijY^VhZZa[jc"
EZhZ V hj ZmeZg^ZcX^V n ad\gdh egZk^dh! 9Vaa^h cd [jZ X^dcVb^ZcidYZaVhb{fj^cVh#:hididbdigVhhZ^hhZbV"
VWVcYdcVYd V hj egde^V hjZgiZ# 6a Xdb^Zcod n Va ÅcVa cVh!YjgVciZaVhXjVaZhIV`V]Vh]^n9Vaa^hcjZkVbZciZhZ
YZXVYVhZbVcVhZgZjcVXdcIV`V]Vh]^#AdhajcZh!
YZWVZmea^XVgXbdXgZVfjZ[jcX^dcVWVZaegdXZhd
YZbdciV_Z!hZ\chjhdWhZgkVX^dcZhnZmeZg^ZcX^Vh
py AVacZVYZbdciV_ZYZaVeaVciVZc
YZaVhZbVcVVciZg^dg0Xj{aZhZgVcZchjde^c^cadh ::#JJ#!VciZhnYZhejh
egdWaZbVh0 fj XVbW^dh ]VWVc ^beaZbZciVYd d
eZchVWVc^beaZbZciVganadhYZb{heVgVgZhdakZg AVh^\j^ZciZiVWaVYVXjZciVYZa^beVXidYZadhXVbW^dhZ[ZX"
Co
ZhdhegdWaZbVh!nXj{aZgVZa^beVXidZheZgVYdYZhjh ijVYdhedg9Vaa^hZcaVacZVYZbdciV_ZYZaV[{Wg^XVYZ
gZXdbZcYVX^dcZh#Adhk^ZgcZh!IV`V]Vh]^gZk^hVWVad bdidgZhZhiVYdjc^YZchZYjgVciZhjheg^bZgVhhZ^hhZbVcVh
fjZ 9Vaa^h ]VWV ]ZX]d! XdbeVgVcYd adh gZhjaiVYdh Vaa#9Vaa^hXdch^\j^bZ_dgVhhjhiVcX^VaZhZcegdYjXi^k^YVY!
XdcadheaVcZhY^hXji^YdhZaajcZh# gZYjX^ZcYdZacbZgdYZigVWV_VYdgZhnadhi^ZbedhYZX^Xad#wa
:c aVh eg^bZgVh hZ^h hZbVcVh! hZ ^beaZbZciVgdc nhj\gjediVbW^cbZ_dgVgdch^\c^ÅXVi^kVbZciZaVhZ\jg^YVY
'* XVbW^dh Zc iVgZVh ^cY^k^YjVaZh# Edg Z_Zbead! hZ Za^b^cVcYdXjVigdegdXZhdhnbZ_dgVcYdZagZhid#EZgdaV
gZXdcÅ\jgVgdckVg^dhZhiVciZhYZe^ZoVheVgVfjZadh Y^hedc^W^a^YVYYZaVhb{fj^cVhWV_YZ.%V-%YjgVciZ
deZgVg^dh ejY^ZgVc Y^hedcZg YZ adh bViZg^VaZh b{h ZaeZgdYd#:chjhhZ\jcYVhhZ^hhZbVcVh!9Vaa^hnhjZfj^ed
XbdYVbZciZ!nhZXVbW^aVjW^XVX^cYZjcVbV" ad\gVgdcgZhiVjgVgaVY^hedc^W^a^YVYV.%!h^W^ZcZhiVWVVc
edgYZWV_dYZaVbZiVYZ.*#
t
c^_V Zc jcV b{fj^cV eVgV gZYjX^g aV iZch^c Zc aVh
bjZXVhnbZ_dgVgaVhZ\jg^YVYZg\dcb^XV#9Vaa^hn
No
6ciZh 9Zhejh
ZagZhidYZa\gjediVbW^c]^X^Zgdc,*gZXdbZcYVX^d"
cZheVgVgZY^hig^Wj^ghjigVWV_d#:hidhXVbW^dh[jZgdc EgdYjXi^k^YVY
b{hhjhiVcX^VaZhngZfjZgVcYZjcVgZXdcÅ\jgVX^c CbZgdYZdeZgVg^dh &. &*
YZa{gZVYZigVWV_d#EdgZ_Zbead!XVbW^VgZaaj\VgZc
I^ZbedYZX^Xad ()hZ\jcYdh ((hZ\jcYdh
fjZ hZ ^chiVaVWV jcV YZiZgb^cVYV e^ZoV ^bea^XVWV
I^ZbedidiVaYZ ++&hZ\jcYdh ).*hZ\jcYdh
gZjW^XVgadhVabVXZcZhYZbViZg^VaZhnbdkZgaVhXdg"
[jcX^dcVb^Zcid$bdidg
i^cVhYZajo!_jcidXdcZaXVWaZVYdnXY^\dXdbej"
iVX^dcVaXdggZhedcY^ZciZ#:hidhXVbW^dhhZ]^X^Zgdc :g\dcdbV
Xdc aV VnjYV YZ ZheZX^Va^hiVh iXc^Xdh YZ bVciZc^" EgdXZhdhgd_dh , &
Do
bVnd'%%) *
This document is authorized for educator review use only by LUIS ARMANDO JOCOL SARAT, Universidad del Valle de Guatemala (UVG) until Aug 2018. Copying or posting is an
infringement of copyright. Permissions@hbsp.harvard.edu or 617.783.7860
6 e gZ c Y ^ Z c Y d V a ^ Y Z gV g Z c Id n d iV
t
aa^h!fj^ZciZcVYdhbVZhigVhZc^c\Zc^ZgV!VdWhZgkVg Zc aV ZhigjXijgVX^c YZ XdcigVbZY^YVh! WV_d aV [dgbV
os
b{fj^cVh^cY^k^YjVaZh]VhiVfjZ[VaaVgVc!YZbVcZgVfjZ YZ ZmeZg^bZcidh YZ egjZWV# H^c ZbWVg\d! V IV`V]Vh]^
ejY^ZgV ^ckZhi^\Vg aVh XVjhVh Y^gZXiVbZciZ# :hid aaZk aZ egZdXjeVWV fjZ 9Vaa^h idYVkV Vhjb^ZgV YZbVh^VYV
Va\ci^Zbed#6jcfjZ[VaaVhZcadhbidYdhYZigVWV_dhZ gZhedchVW^a^YVY edg aV Z_ZXjX^c YZ adh XVbW^dh! n fjZ
egdYjXVcXVh^YdhkZXZhedgb^cjid!aVh[VaaVhYZbVfj^" Zag^ibdVaXjVaedYVZchVnVgneZg[ZXX^dcVgaVhbZ_dgVh
cVg^VZgVcbjX]dbZcdh[gZXjZciZhnVbZcjYdZhiVWVc [jZgV YZbVh^VYd aZcid# 9ZX^Y^ fjZ ZgV ]dgV YZ ZchZ"
dXjaiVhYZcigdYZaVhb{fj^cVh# VgaZXbdIdndiVedcVZceg{Xi^XVaVhbZ_dgVhZchj
rP
6adWhZgkVgaVhb{fj^cVhnVaVheZghdcVhfjZigVWV_V" egde^diZgg^idg^d#6bWdhkdaVgdcV?Vec!n9Vaa^heVh
WVcXdcZaaVh!9Vaa^hXdbZcoVkZgfjZkVg^Vh[VaaVheV" hjheg^bZgdhigZhYVhZcaV[VbdhVeaVciVYZIdndiVZc
gZXVchZgXVjhVYVhedgaV^ciZgVXX^cYZaVheZghdcVhXdc @Vb^\d!aVb^hbVZcfjZIV^^X]^D]cd!jcdYZadheg^c"
aVhb{fj^cVh#EdgZ_Zbead!hZeZgXViYZfjZXjVcYdjc X^eVaZhVgfj^iZXidhYZaIEH!]VWVYZhVggdaaVYdbjX]Vh
igVWV_VYdgXVg\VWVZc\gVcV_ZhZcjcVbVig^ofjZajZ\d YZ hjh \gVcYZh ^ccdkVX^dcZh# AV b^hbV bVVcV YZ hj
^chZgiVWVZcaVb{fj^cV!bjX]VhkZXZhVXX^dcVWVZa^ciZ" aaZ\VYV!IV`V]Vh]^gZkZaaVeg^bZgVYZkVg^VhhdgegZhVh/
ggjeidg^ckdajciVg^VbZciZVciZhfjZaVbVig^oZhijk^ZgV 9Vaa^higVWV_VgVVaaVYdYZjcZbeaZVYdZcjcVXajaV
idiVabZciZVa^cZVYV!egdkdXVcYdVhjcV[VaaVZcZaVeV" YZ egdYjXX^c n YZWZgV gZVa^oVg *% bZ_dgVh ¸XVbW^dh
o
gVid# EVgV gZhdakZg ZhiZ egdWaZbV! 9Vaa^h ]^od XVbW^Vg XdcXgZidhZcaVbVcZgVYZ]VXZgZaigVWV_d¸YjgVciZhj
aVjW^XVX^cYZa^ciZggjeidg#IVbW^ck^dVjcdeZgVg^d ZhiVYVZcaVeaVciV#:hidZfj^kVaVVjcXVbW^dXVYV''
Zbej_Vg jcV eVaZiV YZ XVg\V YZcigd YZ jcV b{fj^cV# b^cjidh!bjX]db{hfjZZaegdbZY^dYZjcdedgYVfjZ
IgVh^ckZhi^\VgkVg^Vh[VaaVhbZX{c^XVh!hZY^dXjZciVYZ ]VWVgZ\^higVYdYjgVciZhjheg^bZgVhX^cXdhZbVcVhYZ
fjZaVeVaZiVVkZXZhhZbdciVWVhdWgZjcVbdgi^\jVYdg ZcigZcVb^Zcid#
Zc aV b{fj^cV# Edg iVcid! gZZbeaVo Za Vbdgi^\jVYdg
edgjcdXdcjceZgÅaadc\^ijY^cVaY^hi^cid!nejYdZa^b^"
cVgZhVXVjhVZheZXÅXVYZ[VaaV#AVdWhZgkVX^cY^gZXiV
py :adW_Zi^kd^c^X^VaYZ9Vaa^h[jZgZYjX^gaVºhdWgZXVg\V»
YZaigVWV_VYdg/XVb^cVg!VaXVcoVgdW_ZidhndigdhZh[jZg"
odhfjZcdV\gZ\VWVckVadgVaegdYjXid!eZgdfjZhXVc"
YZaVhb{fj^cVh!ZaVc{a^h^hYZaVXVjhVgVoYZXVYV[VaaV hVWVc Z ^cXajhd dWhiVXja^oVWVc Va igVWV_VYdg! VjbZc"
naVgZXdcÅ\jgVX^c^cbZY^ViVeVgVgZbdkZgaVhXVjhVh iVcYd adh i^Zbedh YZ X^Xad# Hj XdbeVZgd cd ]VWaVWV
egdWVWaZh VjbZciVgdc aV Y^hedc^W^a^YVY deZgVX^dcVa V ^c\ah!ncdhZaZhegdedgX^dcjc^cigegZiZ!edgadfjZ
Co
.%! ad fjZ gZegZhZci jcV bZ_dgV hjhiVcX^Va! VjcfjZ VbWdh YZWVc VegZcYZg V Xdbjc^XVghZ V igVkh YZa Zc"
idYVkVedgYZWV_dYZaVbZiVYZ.*fjZIV`V]Vh]^aZ idgcd[h^XdnYZbdYZadh!Y^Wj_dhn_jZ\dhYZgda#9Vaa^h
]VWV^bejZhid# b{hiVgYZZheZXjaVgVfjZaVa\^XVYZig{hYZXdbZcoVg
AVXaVhZbV\^higVa#9ZhejhYZ&'hZbVcVhZcaVeaVciV XdcaVºhdWgZXVg\V»ZgVdWiZcZgaVXddeZgVX^cYZaigVWV"
ZhiVYdjc^YZchZ!IV`V]Vh]^_jo\fjZ9Vaa^h]VWV]ZX]d _VYdg!fj^ZcYZWVgZVa^oVghjigVWV_dY^Vg^db^ZcigVhZgV
AViVg_ZiVYZ^c[dgbVX^cYZ@Vb^\d
9jgVciZhjhigZhYVhZcaVhZXX^cYZb{fj^cVhYZ@Vb^\d!9Vaa^hYdXjbZciadhZ[ZXidhYZadh*%XVbW^dhfjZ
t
gZVa^oZcZabdk^b^ZcidYZaigVWV_dadhbdk^b^Zcidh[h^XdhYZadhigVWV_VYdgZhYZaVacZVYZbdciV_ZnZc
No
aVXdcÅ\jgVX^cYZaVhXajaVh#AdhXVbW^dhZhi{cXViZ\dg^oVYdhYZVXjZgYdXdcaVcVijgVaZoVYZaVVXi^k^YVY/
XVb^cVg!VaXVcoVgdW_Zidhjdigdh#
CbZgd - - &( , ) * *
YZXVbW^dh
Do
AdhXdcigdaZhYZXVa^YVYhZgZVa^oVWVcYdhVigZhkZXZhedg]dgV!nadhXVbW^dhYZ]ZggVb^ZciVhhZ]VXVcjcVkZoedg]dgV#
+ ]VgkVgYWjh^cZhhgZk^Zl
This document is authorized for educator review use only by LUIS ARMANDO JOCOL SARAT, Universidad del Valle de Guatemala (UVG) until Aug 2018. Copying or posting is an
infringement of copyright. Permissions@hbsp.harvard.edu or 617.783.7860
6 e gZc Y^ Zc YdVa ^ YZgVgZc IdndiV
t
69Vaa^hhZaZe^Y^cdYZYjX^gedgfjjcVb{fj^cV]VWV[VaaVYd!
os
h^cdZheZgVg]VhiVfjZejY^ZgVdWhZgkVgaV[VaaVY^gZXiVbZciZ0]VhiV
fjZhiVaZgZkZaVgVadfjZcZXZh^iVWVhVWZg#
rP
^ciZggjbe^Yd edg jc ZmigVd fjZ cd ]VWaVWV _Vedch# EVgVXdcXaj^ghjZcigZcVb^ZcidZcaVacZV!IV`V]Vh]^
IVbW^c iZcV jcV h^\c^ÅXVX^c hZb{ci^XV/ Za [dXd Zc ]^od fjZ 9Vaa^h egZhZciVgV hj igVWV_d Va \ZgZciZ YZ aV
aVºhdWgZXVg\V»Zc[Vi^oVWVZa^beVXidfjZZaY^hZdYZa eaVciV!Va\ZgZciZYZbVfj^cVg^VnVadhaYZgZhYZ\gjed#
igVWV_d iZcV Zc aV eZghdcV# Edg Za XdcigVg^d! Zc[dXVghZ 6adaVg\dYZaegdXZhd!9Vaa^h]VWVaaZkVYdjcgZ\^higdYZ"
ZcZaºYZheZgY^X^d»]jW^ZhZ^bea^XVYdfjZaVeZghdcVZgV iVaaVYdYZadhXVbW^dhnhjhZ[ZXidh#:ca]VWVVcdiVYd
ZaegdWaZbV# aVhdeZgVX^dcZhZchjhZXX^c!adhegdWaZbVh^cY^k^YjVaZh
9Vaa^hVea^XZaZc[dfjZfjZVegZcY^ZcaVeaVciVZhiV" dWhZgkVYdh! aVh XdcigVbZY^YVh eVgV XVYV egdWaZbV! Za
o
Ydjc^YZchZ#:aeg^bZgYV!YZhi^caVheg^bZgVhigZh]dgVh Z[ZXid YZ adh XVbW^dh ^cigdYjX^Ydh n aVh gZVXX^dcZh YZ
VdWhZgkVgVhjcjZkdXdbeVZgdYZigVWV_d!nVaigb^cd adhigVWV_VYdgZhYZaeg^bZgnhZ\jcYdijgcdVXVYVXdc"
YZaijgcd^c[dgbXdcdg\jaadfjZiZcVh^ZiZ^YZVh!YZaVh igVbZY^YVkZVZagZXjVYgdº:migVXidhYZagZ\^higdYZ9V"
XjVaZh a n hj XdbeVZgd ]VWVc ^beaZbZciVYd XjVigd# aa^h»#;didhnY^V\gVbVhVXdbeVVWVcaVhYZhXg^eX^dcZh#
AjZ\d! IV`V]Vh]^ gZkZa hj h^\j^ZciZ hdgegZhV/ aZ Y^_d V
py º9jgVciZaVhegZhZciVX^dcZh»!^c[dgb9Vaa^h!ºZa\ZgZciZ
9Vaa^hfjZYdhaYZgZhYZZfj^ed_VedcZhZh!fjZZhiVWVc YZaVeaVciV!ZaYZbVfj^cVg^VnhjhaYZgZhYZ\gjedZh"
h^\j^ZcYdZab^hbdZcigZcVb^Zcid¸nfjZiZcVcXVg\dh XjX]VgdcViZciVbZciZadfjZPndndigdhRh^beaZhaYZgZh
bjn^c[Zg^dgZhVVfjZaeVgVZaXjVa9Vaa^hZhiVWVh^ZcYd YZZfj^edY^_^bdh#9dhiZgX^dhPYZaeWa^XdRidbVgdcVX"
egZeVgVYd¸ ]VWVc \ZcZgVYd '- n (& ^YZVh YZ XVbW^d! i^kVbZciZVejciZhYjgVciZaVhegZhZciVX^dcZh!Z]^X^Zgdc
gZheZXi^kVbZciZ! YjgVciZ Za b^hbd aVehd# Jc iVcid ]j" egZ\jciVheZgi^cZciZhZcidYdbdbZcid»#
b^aaVYd! 9Vaa^h VXZaZg Za eVhd! WjhXVcYd b{h dedgijc^" 9ZhejhYZaVegZhZciVX^c!IV`V]Vh]^YZY^XZagZhid
Co
YVYZheVgV]VXZgbZ_dgVhnZchVnVcYdbidYdhVcb{h YZaVhZbVcVVbdhigVgV9Vaa^hXbdadhaYZgZhYZ\gjed
º^begdk^hVYdh»eVgVedcZghjh^YZVhVegjZWV/Vidgc^aaVg YZ IdndiV ¸eZghdcVh gZhedchVWaZh YZ jcdh edXdh Zfj^"
ZckZoYZhdaYVg!eZ\VgXdcX^ciVVY]Zh^kVZckZoYZVidg" edhYZbdciV_ZdbVfj^cVg^V!XVYVjcdXdcigZhVh^ZiZ
c^aaVg! hj_ZiVg Zc kZo YZ eZ\Vg Xdc VY]Zh^kd0 XjVafj^Zg b^ZbWgdh¸\Zhi^dcVWVcnegZhZciVWVchjhegdnZXidhYZ
XdhVXdciVaYZVXZaZgVgZaX^XadYZ[ZZYWVX`#6aVh&&Vb bZ_dgVb^Zcid#:cjcXVhd!jcaYZgYZ\gjedZhiVWVWjh"
YZahZ\jcYdYV!anhjXdbeVZgd]VWVcZc\gdhVYdaV XVcYdXbdgZYjX^gadhi^ZbedhYZXVbW^dYZaVhb{fj^"
a^hiVV'*^YZVh#IV`V]Vh]^adhk^h^iVgVb^ZcigVhigVWV_VWVc cVhnXdchZ\j^gjcg^ibdYZegdYjXX^cb{heVgZ_deVgV
Zc aVh b{fj^cVh! egZ\jciVgV V 9Vaa^h Zc fj hZ ZhiVWV ZaegdXZhdYZbdaYZdedg^cnZXX^c#:cdigd!jcaYZgYZ
Zc[dXVcYd n ajZ\d ]VgV jc hZ\j^b^Zcid Xdc egZ\jciVh \gjedWjhXVWVbVcZgVhYZgZYjX^gadhi^ZbedhYZ^cVX"
bjnZheZXÅXVhVXZgXVYZaVh^YZVhYZXVbW^d#º6ciZhfjZ i^k^YVYYZaVhb{fj^cVhZcjcVdeZgVX^cZheZXÅXV#:c
t
ºbZbVcYVWVVb^gVgdVegdWVgedgbb^hbd»# egdWaZbVhfjZZc[gZciVWVc!adhegdXZhdhfjZji^a^oVWVc
9Vaa^hYZhXjWg^fjZhjXVeVX^YVYeVgV^YZci^ÅXVgngZhda" eVgVYZhVggdaaVgXdcigVbZY^YVhnZaZ[ZXidYZhiVhhdWgZ
kZgegdWaZbVhVjbZciVWVXdcaVeg{Xi^XV#:aiZgXZgYV!nV ZaYZhZbeZd#9Vaa^hhZY^dXjZciVg{e^YVbZciZYZfjZ
]VWVeVhVYdYZaVdWhZgkVX^cYZadhYZiVaaZhYZaVhgji^cVh hZZheZgVWVfjZZaeZghdcVaZcidYdhadhc^kZaZh¸^cXaj"
YZigVWV_d^cY^k^YjVaZhVaZhijY^dYZadhegdWaZbVhYZXdc" nZcYdVfj^ZcZhhZgVchjhhjWdgY^cVYdh¸ZhigjXijgVgVZa
Å\jgVX^cYZaVXajaVYZegdYjXX^cXdbdjcidYdnhjh igVWV_dnaVhbZ_dgVhWV_daV[dgbVYZZmeZg^bZcidh#
Z[ZXidh hdWgZ adh bdk^b^Zcidh [h^Xdh YZ adh igVWV_VYdgZh#
º=VWV Ydh b{fj^cVh! Xdc bZY^YdgZh n ZhiVciZh YZ eVg"
iZhne^ZoVh#JcXVbW^dYZ]ZggVb^ZciVh^ckdajXgVWVdX]d AZXX^dcZhVegZcY^YVh
eVhdhZcjcVYZZaaVh!n')ZcaVdigV#ª:m^hiVjcVbZ_dg 6jcfjZ Zc c^c\c bdbZcid IV`V]Vh]^ aZ Y^_d V 9Vaa^h
Do
XdcÅ\jgVX^cfjZgZYj_ZgVZacbZgdYZeVhdhnZai^Zbed ZmVXiVbZciZfjYZWVVegZcYZgYZhjZmeZg^ZcX^V!aVbZ"
gZfjZg^Yd4»!hZegZ\jci9Vaa^h#º:cXdcigVbdhjcVbVcZgV idYdad\V YZa ZcigZcVb^Zcid YZhXg^id Zh iVc Xdch^hiZciZ
YZh^bjaVgZaXVbW^dVciZhYZgZXjgg^gVbVfj^cVg^VeZhVYV n ZheZXÅXV fjZ gZkZaV edg ad bZcdh XjVigd eg^cX^e^dh
eVgVbdkZgYZkZgYVYadhZfj^edh»#6aXVWdYZadhigZhYVh! [jcYVbZciVaZhhjWnVXZciZhVah^hiZbV#?jcidVaVhgZ\aVh
]VWV^YZci^ÅXVYd*%egdWaZbVhgZaVX^dcVYdhXdcXdcigda fjZYZhXg^W^bdhZccjZhigdVgiXjadYZ&...!aVhh^\j^ZciZh
YZ XVa^YVY! XVbW^dh YZ ]ZggVb^ZciV n digVh iVgZVh Zc hj aZXX^dcZhejZYZcVnjYVgVZmea^XVgedgfjIdndiVh^\jZ
hZXX^c#9Zhidh!(*[jZgdcXdggZ\^YdhZcZaVXid# h^ZcYdZa[VWg^XVciZb{hXdccdiVYdYZabjcYd#
bVnd'%%) ,
This document is authorized for educator review use only by LUIS ARMANDO JOCOL SARAT, Universidad del Valle de Guatemala (UVG) until Aug 2018. Copying or posting is an
infringement of copyright. Permissions@hbsp.harvard.edu or 617.783.7860
6 e gZ c Y ^ Z c Y d V a ^ Y Z gV g Z c Id n d iV
AZXX^c& adhk^ZgcZh#:c?Vec!YZWVegZhZciVghjhXVbW^dhXdbd
t
Cd]Vnhjhi^ijideVgVaVdWhZgkVX^c egjZWVhYZgZaVX^dcZhXVjhVaZh!Zmea^XVcYdZaegdWaZbV
Y^gZXiV#
os
fjZkZV!aVXVjhVhdheZX]VYV!ZaXVbW^d^beaZbZciVYdn
9jgVciZ hj ZcigZcVb^Zcid! 9Vaa^h gZX^W^ aV b^h^c YZ ZaZ[ZXidgZVaYZaVXdcigVbZY^YVhdWgZZaYZhZbeZd#
dWhZgkVg b^ZcigVh adh ZbeaZVYdh igVWV_VWVc n aVh b{" BjX]VheZghdcVhfjZWjhXVcbZ_dgVgjcegdXZhdi^Z"
fj^cVh deZgVWVc# HZ aZ e^Y^ cdºYZYjX^g» edg fj jcV cZc Va\jcV ^YZV gZheZXid YZ Xj{aZh hdc adh egdWaZbVh
b{fj^cV ]VWV [VaaVYd! Xdbd h^ [jZgV jc YZiZXi^kZ gZ" n Xbd hidh edYgVc hjWhVcVghZ# AV Y^[ZgZcX^V Xdc Za
hdak^ZcYdjcYZa^idnVXdbZi^Yd!h^cdZheZgVg]VhiVfjZ IEH¸nVfjZhi{aVXaVkZ¸ZhfjZWjhXVZciZcYZgiVcidZa
rP
ejY^ZgVdWhZgkVgaV[VaaVY^gZXiVbZciZ0ZcdigVheVaVWgVh! egdWaZbVXdbdaVhdajX^c#8jVafj^ZgZ_ZXji^kdedYgV
]VhiVfjZhiVaZgZkZaVgVadfjZcZXZh^iVWVhVWZg# YZX^g/ºFj^o{hZaZhiVciZYZeVgiZhne^ZoVhYZWZgVZhiVg
JcVYZaVhegZhZciVX^dcZhYZadhaYZgZhYZ\gjedZc b{hVbVcdYZadeZgVg^d#H^adejh^gVbdhVfj!VejZhid
@Vb^\d YZhXg^W^ ZhiZ eg^cX^e^d Zc VXX^c# :c jc egd" V fjZ gZYjX^gV Za X^Xad Zc jc eVg YZ hZ\jcYdh»# H^ Za
nZXideVgVbZ_dgVgZabVciZc^b^ZcidYZaVbVfj^cVg^V! Z_ZXji^kd ad egdWVgV n YZhXjWg^ZgV fjZ hZ V]dggVc hZ^h
Za\gjedhZeZgXViYZfjZadhegdWaZbVhhZZk^YZcX^VWVc hZ\jcYdh!egdWVWaZbZciZfjZYVgVhVi^h[ZX]dnXdch^YZ"
hadXjVcYdhZegdYjXVc[VaaVh#:cgZhejZhiV!adhaYZgZh gVgVgZhjZaidZaegdWaZbV#
YZ \gjed ]VWVc gZbdk^Yd aVh XjW^ZgiVh deVXVh YZ kV" EZgd eVgV jc Z_ZXji^kd YZ IdndiV Xdbd IV`V]Vh]^!
o
g^Vhb{fj^cVheVgVfjZadhdeZgVg^dhnaYZgZhYZZfj^ed ZhiZgZhjaiVYd^cY^XVgVfjZZaZ_ZXji^kdcdZciZcY^eaZ"
ejY^ZgVc ZhXjX]Vg n kZg Za [jcX^dcVb^Zcid ^ciZgcd YZ cVbZciZ Za igVWV_d fjZ WjhXVWV bZ_dgVg# ªEdg fj cd
adh VeVgVidh! bZ_dgVcYd Vh hj XVeVX^YVY YZ ZkVajVg n [jZb{hZheZXÅXdhdWgZaVY^hiVcX^VZcfjZbdkZgVZa
Vci^X^eVgadhegdWaZbVh#:hiZZc[dfjZZhbjnY^[ZgZciZ ZhiVciZ4 ªN Xj{cidh hZ\jcYdh ZheZgVWV V]dggVg4 ª8jV"
YZ aV dWhZgkVX^c ^cY^gZXiV ji^a^oVYV Zc aV bVndgV YZ igd4 H^ Za V]dggd gZVa Zh YZ hZ^h hZ\jcYdh! ]Vn bdi^kd
py
aVhZbegZhVh!VigVkhYZ^c[dgbZh!ZcigZk^hiVh!ZcXjZhiVh!
gZaVidh!YVidhV\gZ\VYdhnZhiVYhi^XVh#CdZhfjZadhZc"
[dfjZh^cY^gZXidhhZVc^cXdggZXidhd^ci^aZh#I^ZcZchj
eVgVXZaZWgVg!eZgdiVbW^ceVgVhZ\j^g^cYV\VcYd#ªEdg
fjhZegdYj_djcVY^[ZgZcX^VYZYdhhZ\jcYdh48dcaV
egZX^h^cZmeaX^iV[dbZciVYVedgIV`V]Vh]^!ZhiVY^hXgZ"
kVadg!nejZYZegdYjX^ghZjcVegY^YVYZeZgheZXi^kVZa eVcX^V]VWgVdg^\^cVYdjcV^ckZhi^\VX^cb{hegd[jcYV
eVcdgVbV \ZcZgVa h^ hdaVbZciZ hZ Xdch^YZgV aV dWhZg" hdWgZZa[jcX^dcVb^ZcidYZaegdXZhdnhdWgZXbdjcV
kVX^cY^gZXiV#EZgdaVdWhZgkVX^cY^gZXiVZhZhZcX^Va!n YZiZgb^cVYVeZghdcVZhijY^VWVnbZ_dgVWVZaegdXZhd#
Co
c^c\jcV XdbW^cVX^c YZ bidYdh ^cY^gZXidh ¸edg b{h
^c\Zc^dhVfjZhZV¸ejZYZgZZbeaVoVgaV# AZXX^c(
AVZmeZg^ZcX^VegZk^VYZ9Vaa^hZcaV\Zhi^cYZeaVc" IgVWV_VYdgZhnZ_ZXji^kdhYZWZcZmeZg^"
iVh edYgV ]VWZgad egZeVgVYd eVgV b^gVg deZgVX^dcZh bZciVgXdcaVbVndg[gZXjZcX^Vedh^WaZ#
YZbVndgZhXVaVnVaXVcXZ!eZgdh^IV`V]Vh]^aZ]jW^ZgV :cIdndiV!Za[dXdZhi{ZcgZVa^oVgjc\gVccbZgdYZ
Vh^\cVYdjcegdnZXidb{hVbea^d!9Vaa^hedh^WaZbZciZ ZmeZg^bZcidhg{e^YdhnhZcX^aadh!Zcaj\VgYZjcdhedXdh
cd ]jW^ZgV VegZcY^Yd V dWhZgkVg Xdc iVciV egZX^h^c# ZmeZg^bZcidh aVg\dh n XdbeaZ_dh# :hid [jZ eVgi^XjaVg"
Hjheg^bZgVhhZ^hhZbVcVhZcaVeaVciVZhiVYdjc^YZchZ bZciZ Zk^YZciZ XjVcYd 9Vaa^h k^V_ V ?Vec# B^ZcigVh
h^\c^ÅXVgdcfjZijkd'(#-')dedgijc^YVYZheVgVdWhZg" fjZZc::#JJ#gZVa^o'*XVbW^dhZchZ^hhZbVcVhVciZh
t
kVgX^XadhYZigVWV_dXdbeaZidh#9ZW^YdVfjZhjigVWV_d YZabVgVic^XdÅcYZhZbVcVZcfjZXdbeaZi,*XVb"
hZa^b^iVjcVacZVYZ&.eZghdcVh!ejYddWhZgkVgb{h W^dh!Zc?VecijkdfjZ^beaZbZciVg*%XVbW^dhZc'
No
YZb^aX^XadhYZigVWV_dedgeZghdcV#:hidaZZcigZ\jc &Á'ijgcdh!adfjZZfj^kVaZVjcegdbZY^dYZjcXVbW^d
ZciZcY^b^Zcidegd[jcYdYZaVegdYjXi^k^YVYnhZ\jg^YVY XVYV''b^cjidh#:hid^cXZci^kV9Vaa^hVVegZcYZgYZ
YZaVacZV# eZfjZdhXVbW^dh^cXgZbZciVaZh!VciZhfjZYZ\gVcYZh
XVbW^dhYZah^hiZbV#6adWhZgkVgZaigVWV_db^ZcigVhhiZ
AZXX^c' hZgZVa^oVWV!g{e^YVbZciZYZhXjWgVYcYZ]VWVY^ÅXja"
AdhXVbW^dhegdejZhidhYZWZchZgh^ZbegZ iVYZh n ajZ\d edcV V egjZWV hj XdbegZch^c Xdc jcV
ZhigjXijgVYdhXdbdZmeZg^bZcidh# XdcigVbZY^YV!VXZaZgVcYdVhZag^ibdXdcfjZYZhXjWgV
:c Za bidYd X^ZciÅXd! adh ZmeZg^bZcidh hZ jhVc eVgV ºXdci^c\ZcX^Vh»dº^ciZg[ZgZcX^Vh»ZcZaegdXZhd#whiVZh
egdWVgjcV]^eiZh^h!nadhgZhjaiVYdheVgVeZg[ZXX^dcVgd egZX^hVbZciZaVbVcZgVZcfjZadhigVWV_VYdgZhYZId"
Do
YZhXVgiVgaV]^eiZh^h#:aegdXZhdYZgZhdajX^cYZegdWaZ" ndiVegVXi^XVcZabZ_dgVb^ZcidYZegdXZhdh#CdejZYZc
bVhYZ9Vaa^hhZZhigjXijgYZiVabdYdfjZ^cXdgedgVWV ºZchVnVg»aVZ_ZXjX^cYZjcXVbW^d!eZgdhejZYZcZc"
hjedh^X^dcZhZmeaX^iVhnkZg^ÅXVWaZhZchjhVc{a^h^h#Edgad hVnVg Za egdXZhd YZ dWhZgkVg n edcZg V egjZWV b{h YZ
iVcid!VadaVg\dYZhjZcigZcVb^Zcid!iZcVfjZZmea^XVg jcVkZo#
aVhWgZX]VhZcigZadhgZhjaiVYdhVci^X^eVYdhnadhgZVaZh# EVgVVhZ\jgVgfjZ9Vaa^hgZX^W^ZgVaVeg{Xi^XVcZXZhVg^V
:chjhgZjc^dcZhXdcIV`V]Vh]^ZcaVeaVciVZhiVYdjc^" Z^ciZgcVa^oVgVhjXdbegZch^cYZZaaV!IV`V]Vh]^ZhigjX"
YZchZ!edgZ_Zbead!ZhiVWVdWa^\VYdVegdedcZg]^eiZh^h ijgZaZcigZcVb^ZcidYZiVabdYdfjZaVXdbeaZ_^YVY
adhajcZhnVegZhZciVgadhgZhjaiVYdhYZhjhZmeZg^bZcidh YZadhZmeZg^bZcidhVjbZciVgV\gVYjVabZciZ#8jVcYd
- ]VgkVgYWjh^cZhhgZk^Zl
This document is authorized for educator review use only by LUIS ARMANDO JOCOL SARAT, Universidad del Valle de Guatemala (UVG) until Aug 2018. Copying or posting is an
infringement of copyright. Permissions@hbsp.harvard.edu or 617.783.7860
6 e gZc Y^ Zc YdVa ^ YZgVgZc IdndiV
t
:migVXidhYZagZ\^higdYZ9Vaa^h
os
6adaVg\dYZhjZcigZcVb^Zcid!9Vaa^haaZkjcgZ\^higdb^cjX^dhdYZadhegdWaZbVh^YZci^ÅXVYdh!aVhhdajX^dcZhegdejZhiVh!
adhgZhjaiVYdhZheZgVYdhnadhÅcVabZciZdWiZc^Ydh#GZ\^higdhXdbdZafjZhZegZhZciVVXdci^cjVX^chdcZhZcX^VaZhZcZa
H^hiZbVYZEgdYjXX^cIdndiV!edgfjZVnjYVcV[dbZciVgaVegZX^h^ccZXZhVg^VeVgVaVkZgYVYZgVZmeZg^bZciVX^c#
:ah^\j^ZciZZmigVXidbjZhigVYdhYZadhegdWaZbVh^YZci^ÅXVYdhedg9Vaa^h#DWhZgkZfjZdWijkdaVVegdWVX^cYZhjh
XVbW^dhedgeVgiZYZaVheZghdcVhfjZZcaVeg{Xi^XVZ_ZXjiVgdcadhigVWV_dh#:hidZhVhedgfjZ!VÅcYZXjZciVh!aVheZghdcVh
fjZ]VXZcZaigVWV_dYZWZcVhjb^gXdbdegde^VaVhdajX^c#:hiZi^edYZ^ckZgh^c_Zg{gfj^XVZhjcVXVgVXiZghi^XVXdbc
rP
YZaVhdeZgVX^dcZhYZIdndiV#
o
XVa^WgVYdgYZaVeg^bZgV ]VhiVaVZhiVciZgV XVb^cVYV$
e^ZoVYjgVciZXVbW^dh ZcigZaVh XVbW^dYZ
YZ]ZggVb^ZciV ZhiVX^dcZh*n+ ]ZggVb^ZciV
ZbeZo Zc aV eaVciV ZhiVYdjc^YZchZ! 9Vaa^h XdcYjXV i^kd! bZcdh egdWVWaZ ZgV fjZ gZhdak^ZgV adh egdWaZbVh
Co
ZmeZg^bZcidh YZº[VXidg c^Xd»! XVbW^VcYd eZfjZdh edghb^hbd#
ZaZbZcidh ^cY^k^YjVaZh YZa igVWV_d! Zc kZo YZ VYdeiVg Adh Z_ZXji^kdh YZ IdndiV VXiVc Xdbd [VX^a^iVYdgZh#
jcVeZgheZXi^kVYZh^hiZbV#B{hVc!hjhVXX^dcZhZcZhV 6adaVg\dYZaZcigZcVb^ZcidYZ9Vaa^h!IV`V]Vh]^¸jcd
eaVciVXdbZcoVgdcXdcbidYdhYZigVWV_d^cY^k^YjVaZh! YZ adh Z_ZXji^kdh deZgVX^dcVaZh YZ bVndg gVc\d Zc Id"
egd\gZhVcYd]VX^VegdWaZbVhYZbVfj^cVg^Vb{hXdb" ndiV¸hZedh^X^dcXdbdegd[ZhdgnXdVX]!cdXdbdZh"
eaZ_dh n hji^aZh had XjVcYd nV ]VWV YZhVggdaaVYd hjh eZX^Va^hiV iXc^Xd# =^od eVhVg V 9Vaa^h edg ZmeZg^ZcX^Vh
]VW^a^YVYZh YZ dWhZgkVX^c n gZhdajX^c YZ egdWaZbVh h^c YZX^gaZ ZmeaX^iVbZciZ fj d Xbd VegZcYZg# 6jc
YjgVciZhZ^hhZbVcVh#6h!eVhYZegdWaZbVhb{h[{X^a" XjVcYd^beVgi^ZgV]VW^a^YVYZhZheZXÅXVh!ad]VXVhad
bZciZdWhZgkVWaZhVdigdhb{hY^[X^aZh#H^XVYVX^XadYZ eVgVVednVghjdWhZgkVX^cnZmeZg^bZciVX^c#EdgZ_Zb"
VegZcY^oV_ZhZbVci^ZcZeZfjZdnYZa^b^iVYd!ZaVegZc" ead!IV`V]Vh]^aZbdhigXbddWhZgkVgVjcigVWV_VYdg
t
Y^oejZYZXdbZiZgZggdgZhh^cfjZaVhXdchZXjZcX^VhhZVc eVgVYZiZXiVg^chiVcX^VhYZZhigh!Zh[jZgodbVa\VhiVYd!
No
\gVkZh#:hiZZc[dfjZVjbZciVaVY^hedh^X^cYZaVegZcY^o ZiX#!naZVXdchZ_gZheZXidYZXbdYZhVggdaaVgegdidi^"
VVhjb^gg^Zh\dhnVegZcYZg]VX^ZcYd#:aZcigZcVb^Zcid edh#EZgdZcc^c\cbdbZcidhj\^g^bZ_dgVhXdcXgZiVh
YZ 9Vaa^h Zc @Vb^\d gZÆZ_ ZhiV egd\gZh^c/ XdbZco! VadhegdXZhdh#B{hW^Zc!^cY^XV9Vaa^hZaXVb^cdeVgV
jcV kZo b{h! Xdc XjZhi^dcZh YZ bidYd YZ igVWV_d ¸aV ZcXdcigVg dedgijc^YVYZh YZ bZ_dgVb^Zcid n edh^WaZh
ºhdWgZXVg\V»¸VciZhYZeVhVgVaVhb{fj^cVh#' XdcigVbZY^YVh#
IV`V]Vh]^ iVbW^c egdedgX^dc V 9Vaa^h adh gZXjg"
AZXX^c) hdhfjZcZXZh^iVWVeVgVVXijVgXdcgVe^YZo#:c@Vb^\d!
AdhZ_ZXji^kdhYZWZcdg^ZciVg! 9Vaa^h Xdci Xdc aV VnjYV YZ jc [jcX^dcVg^d YZ bVc"
cdhdajX^dcVg# iZc^b^Zcid eVgV bdkZg Zfj^edh! Z[ZXijVg gZeVgVX^dcZh
:aZcigZcVb^ZcidYZ9Vaa^hcdhadaZeZgb^i^ZciZcYZg n digdh igVWV_dh ZheZX^Va^oVYdh! YZ [dgbV fjZ ejY^ZgV
Do
XbdIdndiVgZVa^oVbZ_dgVb^ZcidhXdci^cjdh!h^cdiVb" edcZgVegjZWVZabVndgcbZgdedh^WaZYZ^YZVh#IV`V"
W^caVhh^c\jaVgZhgZaVX^dcZhZm^hiZciZhZcigZhjhZ_ZXji^" ]Vh]^nZa\ZgZciZYZhZXX^ciVbW^c^WVcVaVXajaVYZ
kdhnigVWV_VYdgZh#:aegde^d9Vaa^h]VWVh^YdegZb^VYd deZgVX^cYZaVbVfj^cVg^VeVgVZmVb^cVgaVh^YZVhYZ
Zc hj VciZg^dg ZbegZhV edg hj XVeVX^YVY eVgV gZhdakZg 9Vaa^hnYVgaZXdchZ_dhhdWgZXbd]VXZgjce^adidVciZh
egdWaZbVh#EZgdadfjZk^dZcIdndiV[jZVigVWV_VYdgZh YZ eZY^g Va eZghdcVa fjZ [VWg^XVgV e^ZoVh d gZjW^XVgV
n Z_ZXji^kdh YZ bZcdg gVc\d fjZ gZhdakVc egdWaZbVh Zfj^edh# 8jVcYd 9Vaa^h fj^hd gdiVg Va\jcdh bZY^YdgZh
XdchiVciZbZciZ#9Z]ZX]d!b^ZcigVhb{hVaidZaZ_ZXj" jhVYdh eVgV egdWVg e^ZoVh! Za \ZgZciZ aZ bdhig Xbd
bVnd'%%) .
This document is authorized for educator review use only by LUIS ARMANDO JOCOL SARAT, Universidad del Valle de Guatemala (UVG) until Aug 2018. Copying or posting is an
infringement of copyright. Permissions@hbsp.harvard.edu or 617.783.7860
6 e gZ c Y ^ Z c Y d V a ^ Y Z gV g Z c Id n d iV
ºBZZcXdcigZc@Vb^\dXdcjcVacZVYZbdciV_ZfjZiZcV&*Vdh
t
YZZYVY!eZgdfjZedYVegdYjX^g.%i^edhYZbdidgZhY^[ZgZciZh»#
os
]VXZg egdidi^edh YZ XVgic g{e^Ydh n ZXdcb^Xdh eVgV ZheZXÅXVh fjZ adh dWa^\VgVc V dWhZgkVg adh egdWaZbVh
egdWVgjW^XVX^c!iVbVd!ZiX# Vh^\cVYdhXdcbVndgViZcX^c#EVgVhjYZaZ^iZ!Za\gjed
:agZhjaiVYdYZZhiV^cjhjVagZaVX^cZ_ZXji^kd"igVWV_V" VaXVcohjbZiVVciZhYZaeaVodegZk^hidnZaZkaVY^hed"
YdgZhjcVaid\gVYdYZhdÅhi^XVX^cZcaVgZhdajX^cYZ c^W^a^YVYdeZgVX^dcVaV..#
rP
egdWaZbVhZcidYdhadhc^kZaZhYZaVdg\Vc^oVX^c#º8dbd 9Vaa^h]VWVkjZaidV::#JJ#XdcjccjZkd[dXd#=VWV
Va\j^ZcXdcZmeZg^ZcX^VZc[VWg^XVX^cYZbdidgZh»!hZVa XdbegZcY^Yd! edg Za bdYd Xdbd IV`V]Vh]^ bVcZ_ hj
9Vaa^h!ºbZZcXdcigZc@Vb^\dXdcjcVacZVYZbdciV_Z ZcigZcVb^ZcidnedgadfjZ]VWVk^hidZcdigdh!fjZadh
fjZ iZcV &* Vdh YZ ZYVY! eZgd fjZ edYV egdYjX^g .% Zh[jZgodhYZjcVaidZ_ZXji^kdXdbdacdYZWVcY^g^\^ghZ
i^edhYZbdidgZhY^[ZgZciZh#:gVVhdbWgdhdfjZ]jW^ZhZc VaVZ_ZXjX^cY^gZXiVYZaVhbZ_dgVh!h^cdVegdYjX^gjc
gZhjZaidiVcidhegdWaZbVhXdcZfj^eVb^ZcidiVchZcX^aad# cXaZdYZZmXZaZciZhaYZgZhYZ\gjed!fjZVegZcY^ZgVcV
9Zig{hYZadhXVbW^dh]VWVjcgVX^dX^c^dbjnegd[jcYd»# igVkhYZaVZmeZg^bZciVX^cXdci^cjV#AVbZiVYZ.*YZ
o
AVÅadhd[VW{h^XVYZaVZbegZhVZhfjZXjVafj^Zgh^hiZbV Y^hedc^W^a^YVY deZgVX^dcVa Zc aV eaVciV ZhiVYdjc^YZchZ
deZgVX^dcVa ejZYZ hZg bZ_dgVYd! h^ hjÅX^ZciZh eZghdcVh cd]VWVXVbW^VYd!eZgdV]dgV9Vaa^hZciZcYVYZfj^c
YZ idYdh adh c^kZaZh dWhZgkVc n ZmeZg^bZciVc YZ XZgXV ZgVgZVabZciZZhVbZiV!ncdZgVhjnV#:cZhiZejcid!IV`V"
YZhejhYZidYd!h^hadadhVaidhZ_ZXji^kdh]^X^ZgVcXVb" ]Vh]^ Y^d edg XdcXaj^Yd Za ZcigZcVb^Zcid n eZgb^i^ V
W^dh! adh egdWaZbVhºbZcdgZh» hZgVc eVhVYdh edg Vaid#
py 9Vaa^hVhjb^gdÅX^VabZciZhjejZhidZ_ZXji^kd#
:a]ZX]dYZfjZ9Vaa^h!igVhhadigZhbZhZhZcaVeaVciV
ZhiVYdjc^YZchZ![jZgVXVeVoYZ[VXjaiVgVdigdheVgV^b" EVgV XjVafj^ZgV fjZ fj^ZgV ZciZcYZg Xbd [jcX^dcV
eaZbZciVg *% bZ_dgVh Zc @Vb^\d ¸jcV YZ aVh bZ_dgZh gZVabZciZ Za H^hiZbV YZ EgdYjXX^c IdndiV! egdWV"
eaVciVhYZIdndiV¸VnjYVVZciZcYZgedgfjaVZbegZhV WaZbZciZ cd ]VnV cVYV fjZ ejZYV hjhi^ij^g Za i^ed
h^\jZjceVhdYZaVciZYZhjhXdbeZi^YdgZh#( YZ ^cbZgh^c idiVa fjZ ZmeZg^bZci 9Vaa^h# :a IEH Zh
jc h^hiZbV fjZ YZWZ hZg k^k^Yd eVgV hZg XVWVabZciZ
Co
ZciZcY^Yd# 8jVafj^ZgV fjZ aaZ\jZ V IdndiV YZhYZ digV
9ZkjZaiVV:hiVYdhJc^Ydh ZbegZhV! Xdbd 9Vaa^h! iZcYg{ fjZ VYVeiVghZ V jcV dg"
EVgV kZg h^ 9Vaa^h ]VWV VegZcY^Yd W^Zc hjh aZXX^dcZh! \Vc^oVX^cXdcjcVaVg\V]^hidg^VYZbZ_dgVhgZVa^oVYVh
IV`V]Vh]^adZck^YZkjZaiVVaVb^hbV[{Wg^XVYZbd" XdcjcVgVe^YZofjZedXVhdg\Vc^oVX^dcZh]VcedY^Yd
idgZhZc::#JJ#YdcYZhj^chigjXX^c]VWVXdbZcoVYd# h^fj^ZgV Vegdm^bVg# CVY^Z ejZYZ egZiZcYZg Vh^b^aVg!
8dbd ]Zbdh k^hid! 9Vaa^h nV ]VWV VnjYVYd V bZ_dgVg n bjX]d bZcdh gZegdYjX^g! jcV XjaijgV iVc [jZgiZ n
hjhiVcX^VabZciZ aV egdYjXi^k^YVY n hZ\jg^YVY Zg\dc" Y^hi^ci^kVZchadjcVhedXVhhZbVcVh!d^cXajhdbZhZh#
b^XVYZaVacZVYZbdciV_ZVciZhYZeVgi^gV?Vec#EZgd H^cZbWVg\d!XjVafj^ZgZbegZhVfjZYZhVggdaaZZ^beaZ"
cd]VWVad\gVYdVjbZciVgaVY^hedc^W^a^YVYdeZgVX^d" bZciZjcegd\gVbVYZZcigZcVb^ZcidXdbdZahZ\j^Yd
cVaV.*#6]dgV!YZkjZaiVZcZhVeaVciV!IV`V]Vh]^ad edg 9Vaa^h X^ZgiVbZciZ dWiZcYg{ ZcdgbZh Y^k^YZcYdh#
t
]^odigViVgcjZkVbZciZ#:hiVkZo!h^cZbWVg\d!]jWdjcV :hiVg{W^ZcZcXVb^cVYVVgZea^XVgZa69CYZaH^hiZbV
No
bVgXVYVY^[ZgZcX^VXdcgZheZXidVaZc[dfjZVciZg^dg# YZEgdYjXX^cIdndiV#
8dcaVVnjYVYZIV`V]Vh]^!9Vaa^higVWV_XdcZaaYZg
&AVY^hedc^W^a^YVYdeZgVX^dcVaZfj^kVaZVai^ZbedYZdeZgVX^cYZaVb{"
YZ\gjednXdcZahjW\ZgZciZYZacZVeVgVYZhVggdaaVg fj^cV$i^ZbedYZjhdYZaVb{fj^cV#EdgZ_Zbead!h^jcVb{fj^cVgZfj^ZgZ
aVh]VW^a^YVYZhYZgZhdajX^cYZegdWaZbVhYZadhb^Zb" dX]db^cjidhYZegdXZhdeVgVeja^gjcVhjeZgÅX^Z!eZgd!YZW^YdVViVhXdhj
digVh^ciZggjeX^dcZh!igVchXjggZcZcaVeg{Xi^XVY^Zob^cjidhYZXdb^ZcodV
Wgdh n aYZgZh YZa Zfj^ed YZ bdciV_Z# AV ^YZV ZgV fjZ Åc!aVY^hedc^W^a^YVYdeZgVX^dcVaZh-%#>YZVabZciZ!aVY^hedc^W^a^YVYdeZ"
Za Zfj^ed VegZcY^ZgV V gZhdakZg egdWaZbVh eZfjZdh gVX^dcVaZh&%%!dhZV!aVb{fj^cVh^ZbegZdeZgVXjVcYdhZaVcZXZh^iV#
h^bjai{cZVbZciZ# Edg Z_Zbead! Va Zfj^ed aZ ZgV Y^[X^a ':aZc[dfjZ^cXgZbZciVaiVbW^c[jZi^aeVgVIV`V]Vh]^!fjZadZbeaZ
eVgV ZchZVg V 9Vaa^h# DWhZgk Y^gZXiVbZciZ Za igVWV_d YZ 9Vaa^h! XgZVcYd
aaZkVgjcgZ\^higdYZaigVWV_dfjZYZWVhZggZVa^oVYdZ X^XadhXdgidhYZVegZcY^oV_ZXdc[ZZYWVX`g{e^Yd#9ZZhiV[dgbVejYdgZZ"
^YZci^ÅXVgadhegdWaZbVhVbZY^YVfjZhZegdYjXVc#Edg kVajVgXdci^cjVbZciZhjhXdcdX^b^Zcidhn]VW^a^YVYZh!iVcideVgVZcigZ\Vg
Za[ZZYWVX`fjZaZVnjYVhZVVegZcYZgXdbdeVgVY^hZVgaVh^\j^ZciZ[VhZ
Do
adiVcid!ijkdfjZbZ_dgVghjº\Zhi^ck^hjVa»YZaigVWV_d/ YZaVegZcY^oV_Z#
fj[jcX^dcVWVW^Zc!fj[jcX^dcVWVbVanfj[VaiVWV (HZ\cIV`V]Vh]^!aVZmeZXiVi^kVZgVfjZadhaYZgZhYZ\gjedZc@Vb^\d
edg]VXZg#9Vaa^hhZgZjc^XdcZaaYZgYZ\gjednXdc ¸Z_ZXji^kdhfjZhjeZgk^hVWVckVg^VhhZXX^dcZhdXajaVhdeZgVX^dcVaZh¸YZY^"
XVgVc,%YZhji^ZbedVigVWV_dYZbZ_dgVb^ZcidYZegdXZhdh#:hZi^Zbed
ZahjW\ZgZciZnYZÅc^jcXgdcd\gVbVeVgV^YZci^ÅXVg ZgV bjX]Vh kZXZh gZeVgi^Yd ZcigZ igZh d XjVigd Zfj^edh! ad fjZ ^bea^XVWV
egdWaZbVhZheZXÅXdhnVh^\cVggZhedchVW^a^YVYZhYZc" fjZadhaYZgZhYZZfj^ed¸eZghdcVhVXVg\dYZjcVhZXX^cdXajaV¸YZWVc
YZY^XVgXdbdbc^bd'%YZhji^ZbedVigVWV_dhYZbZ_dgVb^Zcid#
igdYZaZfj^ed#6bZY^YVfjZhjhb^ZbWgdhdWhZgkVWVc
nYZhVggdaaVWVcXdcigVbZY^YVh!9Vaa^hadhk^h^iVWViVcid
Xdbdad]VWV]ZX]dIV`V]Vh]^!]VX^cYdaZhegZ\jciVh GZ^begZh^cg%)%*Z¸Z
&% ]VgkVgYWjh^cZhhgZk^Zl
This document is authorized for educator review use only by LUIS ARMANDO JOCOL SARAT, Universidad del Valle de Guatemala (UVG) until Aug 2018. Copying or posting is an
infringement of copyright. Permissions@hbsp.harvard.edu or 617.783.7860