Thunderbird Magazine, Volume 51, Number 1 1997

              'AMIERICJI),N GRADUATE SCHOOL OF INTERNATIONAL MANAGEMENT •
"1 see Latin America
forming virtual
alliances, achieving
economies of scale
that were not
apparent before."
Alejandra Beracha '83
THE AMERICAN GRADUATE SCHOOL OF INTERNATIONAL MANAGEMENT • VOLUME 51, NUMBER 1. 1997
COYEH STOHY FEATl'HES
2 COVER STORY 1 PAGE ONE
Fiery Future for Latin America
Latin America is slipping the shackles of the past and resolutely 8
seeking its place in the global market. Five experienced T'birds
explain why Latin America deserves world respect.
The new Barton Kyle Yount Centre
ALUMNI LEADERS
Advertising queen Carol Schuster '83 and coupon king
Sam Garvin '88 explain their global success
16 SPECIAL 10 F~C ULTY IDEAS
12
39
52
57
58
Armual Report and
Honor Roll of Donors
"We have set six goals for the institution over the next five
years." -Looking Toward 2001: The President's Report
DE PAHTl\l E NTS
NEWS
UPDATES
NETWORK NEWS
LETTERS TO THE EDITOR
READING
Bribes and the FCPA are serious business, says
Professor Robert Tancer
11 EYES AROUND THE WORLD
Bruce Harris '83 is protecting Central America's
street children
14 HISTORY
How Thunderbird's language program began
54 PHOTO SPECIAL: HOMECOMING '96
A 50th Anniversary celebration and reunion like no other!
60 LETTER FROM ELSEWHERE
A visit with a Mayan god in a cowboy hat
PAGE ONE
Technology Shaping School's Success
Videoconferencing is bringing European
corporations closer to Thunderbird
Recent graduate Ron Okenfuss '96 owes a great deal to
the Class of 1986.
In February, Okenfuss was one of the first T'birds to use
the Class of 1986 Videoconferencing Room, located
inside Thunderbird's new Barton Kyle Yount Centre, to
interview for a job with SmithKline Beecham Consumer
Healthcare in Gennany.
"I got a call the night before to interview," says Okenfuss.
"The next morning I'm sitting at a table in the new Yount
Centre, speaking in German via videoconference with
SmithKline Beecham's finance director, who's using similar
equipment in his office in Biihl. " Within a few days Okenfuss
received a fly-back to Europe, and within another week,
was offered a position with the company in Gennany. Says
Reinhold Mesch, SmithKline's finance director: "Video inter­views
let us reach a wide selection of candidates with differ­ent
cultural backgrounds in an efficient manner."
Video interviews are also letting
Thunderbird reach a wider corpo­rate
audience. Not only has video­conferencing
increased the number
of European companies recruiting
for jobs and internships (double
compared to a year ago), but com­panies
are also visiting campus for
the first time as a result of videocon­ferencing
experiences.
facility of its kind in graduate business
education today," according to Interim
CIO Bill Gillis.
For example, the Yount Centre's dis­tance
learning facility is helping Thun­derbird's
Executive Education Program
close deals quickly with large global
corporations scrambling to find cus­tomized
electronic business training.
"Sometimes I don't even get to finish
showing corporate clients what is pos­sible
here before they say, 'yes, we want
to do business with Thunderbird,' "
notes Gillis.
The old Yount "library"
is now a powerful
multimedia, distance
learning, and
technology center.
In the classroom, the new technology is proving its worth
many times over. "The use of multimedia and other tech­nologies
has allowed me to become the mentor and facilita­tor,"
says professor Bill King, "and
has put the students in the middle
of the learning environment."
Alumni are benefiting as well.
DISTANCE LEARNING. What is dri­ving
this fresh approach to recruit­ing
is the new Barton Kyle Yount
Centre. The building many alumni
remember as the "library" has been
remodeled into a powerful multime­dia
classroom, distance learning and
technology center, arguably "the
most advanced, practical learning
T'birds Erika Wolfgram '96, Ron Okenfuss '96, and John
Besides offering T'birds continuing
access to business training and life­long
learning, the Yount Centre is
home to the School's Internet
development efforts. In the next six
months, Thunderbird expects to
launch significant Internet services,
such as an "alumni locator" that
will allow T'birds worldwide to net­work
better. "Our Web site is going
to be an invaluable source of busi­ness
information and networking
opportunities for alumni," says Joy
Lubeck '86, Director of Alumni
Relations. •
"INTERACTIVE"
TRADE AND
FINANCE
Crosby '96 (on video monitor) used the new Class of
1986 Videoconferencing Room to interview with
SmithKline Beecham in Germany.
Thunderbird's first in a series of international business CD-ROMs lets you learn-without leaving the office.
Product: The Fundamentals of International Trade and Payments, an interactive CD-ROM
Supplier: Produced by Thunderbird's International Trade & Finance Center (IT&FC) and Bank One Corporation
Users: Managers in the international banking arena
Small and medium-sized import/export firms
International trade organizations that train members
Contents Preview: Review concepts of international financing methods, learn specific tools for assessing and
limiting financial risk in international transactions, evaluate progress through practical skills assessments
System Requirements: Windows 95, Pentium processor, 4x CD-ROM, 16MB RAM, 16-bit sound board, 256 colors
minimum monitor with 640x480 resolution
Cost: $59.95
For information and to order, call (U.S.) 602-978-7352, fax 602-978-7724
•
Latin America
Deserves World Respect
ANNETTE CAZENAVE '79
President, Skylark Partners Inc., an interna­tional
investment firm based in New York
City • Member; Thunderbird Alumni
Association Board (TAA)
Experience: President and Vice
President/Regional Manager for the
Americas, £.D. & F. Man International
Securities; Founder; CVR International
Trading Corp. and Select Shipping, Inc.;
Sugar Trader, Farr Man & Company
Constant change has always been a
characteristic of Latin America.
From the time I grew up in Central
and South America through the 18 years I
have been doing business in the region, I
can say with authority that Latin America
is not the same place it was 18 years ago.
For that matter, it is not the same place it
was even two years ago.
Change in Latin America used to be
defined by constant government and polit­ical
changes. If you remember, in the early
'80s Bolivia went through a period where
every six months they had a new adminis­tration.
That kind of change, with the
recent exception of Ecuador, has been
replaced with stability. Today change
revolves around the opening of markets.
Latin America is not just playing catch­up,
either, but truly becoming more
global. In the past six years they have had
to really grow. Why? Because all of a sud­den
they realized that if they only had the
skills to work their own markets, they
were going to be in a losing position. What
has really helped Latin America bridge the
gap with the rest of the world is communi-
cations-better phone systems, better
infrastructure, and now the internet.
What I see that has not changed-and I
believe that's a good thing-is the busi­ness
culture in Latin America. While
Latins have become more sophisticated in
international business, they still have the
same wonderful way of doing business
Latin-style. They are very thorough in
terms of conducting due diligence-trans­parency
of business and character is of
utmost importance to them. They are also
very focused on knowing the person
before they will make a business decision.
One time I was giving a slide presentation
in South America to a group of bankers. I
went to tum off the lights so they could
see better, but one of the gentlemen said
"no, leave the lights on because we want
to be able to see your face when you are
talking." That's the part I think I er\ioy the
most, the one-to-oneness.
I think the greatest lesson I have
learned is that to develop any kind of bus i­ness
in Latin America, you have to view it
as an investment of time and money. It
takes a while to really isolate what is
important to them. For example, the Latin
concept of time is completely different. It
is not so much how "long" something
takes, as long you come through on what
you say you are going to do and that the
processes keep on track. Ironically, while
Latin Americans accept trip-ups on a daily
basis in their own coun­tries,
the level of expec­tation
when dealing with
someone outside their
own culture is much
higher.
Unfortunately, I think
investors have placed
Latin America last on the
emerging markets list. Annette Cazenave '79
Everybody went running to Eastern
Europe, the Far East, Indonesia, India­but
the line down to Latin America has
been short. I think that is a really big mis­take.
Latin America has hugely underuti­lized
resources , both natural and
intellectual. Maybe what deters people is
they go in for six months and nothing hap­pens,
so they give up. But if you go down
there, show patience and genuine interest,
Latin America is very,
very loyal. I see other
countries where as soon
as someone else comes
in with a better price,
they go with them. Latin
America is loyal to the
business relationship.
Mexico Is a Leader
CARLOS VALDERRAMA '79
Director of Latin American Operations,
Carlsmith Ball Wichman Case & Ichiki
(International law firm, Los Angeles, CAY,
responsible for structuring strategic
alliances and business relationships
between u.s. and Latin American firms.
Experience: Born in Bolivia; General and
Marketing Manager for GTE Overseas
Group in Latin and Central America;
Appointed by both Governors Deukmejian
and Wilson as the California Trade
Representative for Mexico; Director of
Export Development Office, State of Calif­ornia;
u.s. & Foreign Commercial Service.
Ihave been doing business in Latin
America for a long time, and too often
I find that this market is heavily under­estimated
by the United States. In particu­lar
the United States does not take Mexico
seriously. Americans believe that it's a
poor country, and that you can do busi­ness
very rapidly there. Perhaps people
Overall, what I per­ceive
is a region very
serious about develop­ing
its economy's huge
potential. What I don't
see is the region getting
the full respect it
deserves from the rest of
the world. I've often said
you could take two
astute financiers from
the U.S. and Europe, put
them in Latin America
for a decade, and they
wouldn't survive. And if
While the U.S. debates NAFTA's expansion,
Latin America is moving ahead with
international trade relationships.
they did survive, they would not fare that
well in the environment of
constant change. Latin
Americans are prepared
every day to do business
in a completely different
way. That skill deserves
the world's respect.
did this in the '40s and '50s, when U.S.
companies used to go to Latin America
and say to a potential partner, "Look, here
is my business card, this is my price. You
call me when you are ready?"
Don't laugh. Even today, I find a lot of
small and medium-size companies in the
United States are not really trained to do
international trade. Sometimes they are
"involved" in international trade because
overseas clients are buying from them.
THUNDERBIRD 51 I 1 I 1997
But these companies are
not practicing international
marketing. Most of them
lack the basic elements all
T'birds know to be suc­cessful
in foreign markets:
language capabilities,
cross-cultural awareness,
and market knowledge.
For example, holding
the stereotype that Mexico
is a developing, unsophisti-cated
country and that Carlos Valderrama '79
of companies in Mexico that, as a
result of the peso devaluation in
1994, have serious financial diffi­culties.
Some have gone bankrupt.
But the majority are looking for
capital investments. Now, it would
seem obvious that because of
proximity the companies reacting
to this opportunity would be U.S.
companies. Not so. The companies
that are benefiting from the fact
that you can go and buy small and
medium-size companies in Mexico
acquiring market share is relatively easy
will undermine all your business and mar­keting
activities in Mexico. These compa­nies
in the U.S. must understand that
European and Pacific Rim competitors
are successfully developing the Mexican
market with the skills and intensity of any
other sophisticated market.
Here is a good example of how the
mentality of international companies
functions in Mexico. There are a number
at a very low rate are companies in the
Pacific Rim. Why? Because the interna­tional
mentality and commitment in the
Pacific Rim are stronger and better. They
have more sensitivity towards culture,
they have the language. They also have a
completely different philosophy of foreign
investment. You won't believe how many
companies from the Pacific Rim are oper­ating
in Mexico right now.
How is Mexico preparing for its own
future? I think Mexico has done a
fantastic job positioning itself for
the global economy. Before
"Pacific Rim and European
companies are looking NAFTA, trade between the U.S.
and Mexico was almost driven by
accident. Now it's by design-it's
the first time we've had rules
based on principles of commercial
exchange. Because of NAFTA the
4
at Mexico as the main
distribution center for
Latin America."
THUNDERBIRD 51 / 1 / 1997
international community reacted very
quickly in support of Mexico's economic
crisis in 1994. Mexico has also been busy
building trade relationships with the
Pacific Rim countries, and it has signed a
number of trade agreements with Europe.
But more important, Mexico is very
active in Latin America Mexico has over
10 trade agreements in Latin America.
When you look at that level of trade activ­ity,
it is very clear for me to say that Mexico
is positioning itself as the country in the
middle of the region, with the U.S. to the
north, Latin America to the south, Europe
to the east and the Pacific Rim to the west.
This is important, because a lot of Pacific
Rim and European companies are looking
at Mexico not only as a country to do busi­ness
in, but also as the main distribution
center for Latin America. The fact is,
Europe and the Pacific Rim look at Mexico
as the leader in Latin America; and South
American countries have always seen
Mexico as the leader in Latin America
But back in the United States, Mexico is
viewed as unstable because of the devalu­ation
and political issues. But when you
ask an executive in Latin America about
Mexico, in their own experience, in their
own beliefs, they will tell you that Mexico
is stable.
The United States does not see that yet.
Perhaps it should.
"It is very important
t Brazil trade
with the rest qf
world." .
! .... tR'""I ..... r..-,-
In Brazil, Economic
Perception is Reality
SANDY SALGADO '85
Regional Director, Corporate Banking,
Citibank s.A., Rio de Janeiro, Brazil
Experience: Director of International Capital
Markets, Citibank Sao Paulo, responsible for
the telecommunications, pulp and paper,
metals and mining and information indus­tries;
Citibank Argentina, Corporate
Finance; Chubb Corporation, New York
Since perception is often reality, to be
accepted by the international invest­ment
community a country and its
markets need to be perceived as under
control first and foremost. What must
Brazil do to be perceived as under control?
The most important issue in Brazil right
now is the re-election of President Fer­nando
Henrique Cardoso in October 1998.
In order for the stabilization program and
privatization to con­tinue,
it is critical
Cardoso be re-elected
and his policies contin­ued.
The truth is, in
Brazil policies are linked
to the individual and not
to the institution. If
Cardoso is not allowed
to continue, any new Sandy Salgado '85
president will have to begin a completely
different set of negotiations with all the
different political parties. This would
essentially derail Brazil's current
progress. Do I think Cardoso will be re­elected?
Yes. I also believe that foreign
investors have come to the same conclu-sion,
since direct foreign investment in
Brazil is at an all-time high right now.
Another critical measure for Brazil's
success is trade alliances. It is very impor­tant
that Brazil trade with the rest of the
world. The bigger the market you have to
sell your goods, the better off you are.
Thus, I believe trade alliances like Merca­sur
are critical to Brazil's future. Perhaps
even more important is the need for the
United States to perceive Latin America
as one big geographical trade unit. When
viewed as a region, Latin America can
negotiate better terms and conditions in
other larger markets. After all, a market of
500 million people is better than a market
of 50 million people, no? The opportuni­ties
will be greater, the inefficiencies
removed, tariffs eliminated-basically
there will be more transparency between
the producer and the buyer. I personally
believe that in the future , all of the
regional alliances in Latin America will
eventually merge into an "Americas"
alliance, not NAFTA, but "AFTA."
While the re-election of the
president and the growth of
trade alliances are obvious keys
to Brazil's success, a not-so­obvious
one is the distribution
of wealth. In Brazil you have
160 million people, of which 75
percent earn $500 dollars or
less annually. That must
change. The underclasses in
Brazil must become middle- and upper­classes,
thus increasing the availability of
income in the market. In order for that to
happen, structural reforms must take
place, such as social securities reform, fis­cal
reform, and privatization.
Reform is tricky business, however.
Latin American Curriculum
Below is a sample of Thunderbird courses and
programs that specifically prepare students for
business in Latin America and related regions:
Courses
• Regional Business Environment: Latin
America
• Emerging Markets of South America:
Business-Relevant Issues and Practices
• Modem Brazil
• NAFfA in Global Commerce
• Modem Mexico
• Political Economy in the Caribbean Basin
• Spanish Language, including Advanced
Commercial Spanish and Economic Spanish
• Portuguese Language, including Advanced
Business Portuguese
Winterim Programs
• Wmterirn in Chile and Peru
• Wmterirn in Mexico
• Marketing to U.S. Hispanics
Corporate Consulting Projects (1996-97)
• AlG Insurance-Brazil and Argentina
• Lucent Tectmologies---Latin America
• Government of Sonora, State of Mexico-
Mexico
• Transitions Optical-Brazil
• Vega Investments-Peru
(Contact: Dr. Krishna Kumar at 602-978-7193)
InterAd
Frequently handles marketing projects in Latin
America; recent examples include launching
school notebooks in Peru for Kimberly Clark,
and marketing computers in Brazil for Dell
Computers. (Contact: Professor Frank
Callahan, 602-978-7917)
Overseas Programs/Exchange Programs
• Mexico: Universidad Aut6norna de
GuadalaJara (ten-week program)
• Brazil: Universidade Federal do Rio de
Janeiro (Coppead/UFRJ); Universidade de
sao Paulo CUSP)
• Chile: Pontificia Universidad CatOlica de
Chile (PUC)
• Costa Rica: Instituto Centroarnericano de
Adrninistraci6n de Empresas (INCAE)
• Mexico: Instituto Tecnol6gico y de Estudios
Superiores de Monterrey (lTESM)
NAFTA Center
Thunderbird's North American Free Trade
Center is a resource for companies adapting
to the new rules of business between the
U.S., Canada, and Mexico. The center accepts
contracts for business research, offers consult­ing
services, provides information and referral
services, and develops seminars addressing
specific NAFfA concerns. (Contact: Dr.
Shoshana Tancer, Director, 602-978-7194)
THUNDERBIRD 51 11 1 1997
Compare social and economic reform in
Brazil and Argentina. In a country like
Argentina, where you have less of the pop­ulation
at poverty level (which means
fewer people going hungry) you can be a
little more aggressive in your austerity
programs. But austerity can be tough:
Argentina has roughly a 19 percent unem­ployment
rate. In contrast, Brazil's eco­nomic
reforms are closely linked to social
reforms. When you need to tighten your
belt, the first thing you do is layoff people.
The problem is, if Brazil would fire all of
the people that are not adding value, there
would be a serious social problem. Brazil
couldn't stand 20 percent unemployment.
Too many people would go hungry, and
that would cause serious social strife.
In the investment business, we must
consider worst-case scenarios. What is
the worst-case scenario for Brazil? If the
current real plan is not successful, it's
going to be very bad for Brazil, and very
bad for the region. But I don't think it's
going to fail. I think President Cardoso
will be re-elected. I think the structural
programs will continue, especially over
the next two years. If there was a risk you
would see the stock market become jit­tery
and you would see businesses hedg­ing
themselves, buying dollars. Of course,
anything is possible. But if you believe, as
I do, that the market is efficient, then the
outlook for Brazil is positive. And remem­ber,
perception is reality.
Internships in
Latin America Important
to Students' Training
INTERNSHIP: MERCK SHARP a DoHME
STUDENTS: BRENT SOtWARTZ. MELANIE MARKS
Thunderbird students Brent Schwartz and
Melanie Maries parlayed a six-month intern­ship
with Merck Sharp & Dohme pharma­ceuticals
into the launch of a new HIV drug
in Latin America. Schwartz first spent six
months in Venezuela doing pre-marketing
work for the new HIV drug, but ended up
staying another five months to manage the
drug's launch. Marks, who began in Merck's
worldwide headquarters in New Jersey,
transferred to the regional office in Costa
Rica where she developed a 12-country
regional symposium for the top infectolo­gists
treating HIV. Says Marks, U As interns,
we could not believe the enormous amount
of responsibility we were entrusted with in
the launch of a new product.· Merck's drug
has proven the most successful in the Latin
American market.
THUNDERBIRD 51 I 1 I 1997
Electronic Cormnerce in
Latin America
ALEJANDRA (FIKSMAN) BERACHA '83
Partner/General Manager, Arroba Digital
Marketing (http://www.arroba.com.ve)
Caracas, Venezuela
Company Background: Arroba Digital
Marketing is a joint venture between
CANTV Servicios (national telephone com­pany)
and a leading Latin American corpo­rate
communications company, Graform.
Client sample-Mobil, J. Walter Thompson
Portugal/Espana, EI Universal Newspaper,
Avensa Airlines, Venepal, Conapri
During the last couple of years, I
have constantly been struck by the
differences between how informa­tion
technology and electronic commerce
are being used in the U.S. and Latin
America. It is often very easy to assume
that Latin America is just following along,
watching and copying what is happening
in North America. While there is obvi­ously
much truth in this viewpoint, I
believe that there are three profound dif­ferences
that have become apparent in
the last year or so. These differences will
influence how each market uses elec­tronic
commerce.
1. National VS. International Markets
In the U.S., with its large and sophisti­cated
markets, few companies need to
expand internationally in their early years
Latin
America
forming
virtual
alliances."
in order to survive. In Latin
America, no country (except
for Brazil) offers companies a
home market big enough to
achieve the economies of
scale that are needed to
become world-class competi­tive.
In fact, until recently
poor infrastructure, non-exis­tent
postal services and defi­cient
telecommunications
trapped many companies into
a single market or group of
countries.
This situation is rapidly changing, how­ever,
with the growth of technology.
E-mail, Internet, and intranet technologies
now allow companies to completely
rethink how they manage and market a
portfolio of regional businesses. We are
seeing a trend within the best companies
to move from a country-centric focus to a
category-centric focus , achieving
economies of scale across the region that
were perhaps impossible only three years
ago.
2. Businesses Demographics
A recent study estimated that, in the
whole of the European Union, there are
only 12,700 companies with more than
500 employees, but more than 13 million
with less than 20 employees. This bot­tom-
heavy balance is even more true in
Latin America. Here, very few companies
have the size or resources to be able to
compete against large sophisticated multi­national
companies with regional
resources and long time horizons.
Many small regional companies are
therefore being forced to form cross-bor­der
alliances or joint-ventures to achieve
the economies of scale needed to survive
and compete. Where does technology play
a role in this revolution? Electronic media
and commerce are offering many of these
Latin American companies an easy first
step to get together under collective mar­keting
and sales umbrellas.
3. Transaction Costs
The extremely high price of most prod-
ucts and seIVices in Latin America can fre­quently
be traced to the cost of managing
the indirect transaction costs of doing
business. Telephones don't work properly.
Information is in English, which employ­ees
do not always speak. Catalogs are out
of date. Inventory is badly managed
because we don't have a proper computer
system. Spare parts take weeks to ship
from some distant port. The point is this:
All these little details conspire to increase
costs and decrease efficiency.
The growth of electronic commerce
means that it is easier to manage and dis­tribute
information about products
quickly and efficiently using online cata­logs
and company information over the
Internet and intranet. This shift in delivery
mechanisms is having a dramatic effect
on cost structures and working methods,
where some companies are deploying
new systems between themselves and key
suppliers and distributors.
An Example
Take the case of one of our clients, the
national airline Avensa. On a weekly
basis, the airline had to distribute their
materials about special offers, updates of
tariffs and schedules, etc., to approxi­mately
700 travel agencies across the
country. They did this through a sales
force of 20 people and the use of printed
material delivered by fax or courier.
With their new Web site, they are able
to reduce almost completely the need for
sales personnel, and significantly lower
the costs of national and international
communications. Web commerce also
allows them to
render a better
service to the
travel agencies by
not having to
depend on tradi­tional
office
hours.
Overall, I see
Latin America
Alejandra Beracha '83 moving from a
local to a regional
focus, forming regional physical and vir­tual
aUiances, achieving economies of
scale that were not apparent before, and
being driven by dramatic business-to-busi­ness
cost savings. The companies who
understand now how to correctly build
and use electronic commerce systems
will achieve a tremendous competitive
advantage when doing business in Latin
America. •
KEN LAMBERT '77
Executive Vice President, D'Arty. Masius, Benton & Bowles Inc.,
Managing Director DMB&B/Americas, covering South America, Central
America, Mexico, Puerto Rico, and the U.s. Hispanic Markets
Background: 1977-89 Young & Rubicam Inc., New York. Spain,
Australia, Thailand; 1989-1993 Ken Lambert Partners (KLP) Asia,
Thailand; 1994-present DMB&B/Americas.
• How hot is the latin American
advertising market?
Very hot. Latin America and Asia are the two
fastest growing regions in the world today in
terms of advertising development and con­sumer
marketing investment. Latin America is
particularly exciting due to its huge population
base coupled with increasingly stable eco­nomic
and political local market environments.
Countries like Brazil, Mexico, Argentina, Chile,
and Peru can now provide marketers with
wonderful opportunities to sell their products
to consumers who, for the first time, have the
disposable income to buy them. It is still not
risk-free, but it is certainly a better bet than it
was even just five years ago. Many of our
multinational clients are investing heavily in
Latin America.
• Is your advertising approach different in
latin America, than say Europe or Asia?
From my experience of having lived and
worked on all three of these continents, the
one thing I believe really differentiates Latin
America from Europe and Asia is its relative
cultural homogeneity. The customs, languages,
and lifestyles in Asia and Europe vary enor­mously
from country to country. Yet in Latin
America, including the U.S. Hispanic market,
there is continuity of language, history, reli­gion,
and many other factors that must be
considered when creating multinational adver­tising
campaigns. Our approach to creativity,
consequently, is to build on these common
denominators and to celebrate them.
• Are you advocating multinational
advertising?
The company I work for, DMB&B, is one of
the leading agencies in the world in the area
of multinational advertising development,
and, yes, I am a big advocate of this trend in
our industry. In fact, I was at Thunderbird just
a few months ago lecturing on the subject. I
find it fascinating and incredibly challenging
to work with multinational clients such as
Procter & Gamble, Coca-Cola, Mars, and Philips
to create marketing communication campaigns
that will effectively motivate consumers across
a wide geographical region, yet still capture
the tremendous synergies and economies that
come from a well managed ·centralized-copy
process. At DMB&B/Americas, we are
increasingly involved with centrally produced
multinational advertising campaigns. This has
required new approaches to the copy process.
For example, last year we introduced a innova­tive
technique called ·The Instant Feedback
Modeln which allows the client, the strategist,
and the creative people from each country
that will use the advertising to work together
simultaneously to create the campaign. It gets
pretty wild at times, but the results can be
stunning.
• What are some of the hurdles of
multinational advertising?
Well, there are Nhurdles- and there are
-challenges.· The main obstacle to the devel­opment
of multinational advertising is a
parochial attitude we sometimes get from
clients and agency people called -the not
invented here syndrome. N It essentially means
that some people will resist anything that
wasn't created specifically in their own coun­try.
It can be a real block to achieving good
regional advertising. The challenges are more
in the area of commercial production; the abil­ity
to cast talent that works across the entire
region, adapting copy to reflect local dia­logues,
etc. Multinational advertising requires
a great deal of flexibility to work effectively in
different markets.
• Still, what are the secrets to successful
advertising in latin America?
I certainly don't know all the secrets to doing
business in Latin America, but here are a few
insights I have gained while working in this
region. First, Latinos seem to place enormous
importance on personal relationships. These
form the foundation of professional associa­tions.
The Latin executive wants to know you,
your family, and will take time to do so. If they
like and trust you, working together can be a
wonderful experience. Second, while there are
indeed many similarities among people in
Latin America, you still must recognize the dif­ferences.
For example, a Brazilian does not
want to see on television a Mexican selling
toothpaste, and vice versa. Three, the Latinos
are the most passionate and emotional people
on earth. Be it football, cars or even laundry
detergent, they get excited about it. It can
make doing business very interesting and, if
properly harnessed, this passion often results
in great advertising. Latin America is a fun
place to work.
THUNDERBIRD 51 / 1 / 1997
ALUMNI LEADERS
Instincts for Global Branding
Carol Schuster '83 built DMB&B Advertising's
A Poland office into a regional powerhouse
lways Coca-Cola." Always. "Every year we grew in double digit num- Relying on instinct is what helped
Especially if you're taking a product with a bers," says Schuster. "We built a highly Schuster to secure the Bonaqua campaign,
strong brand identity to the global market. creative organization. We built an excel- a bottled water product made by Coca-
So says Carol Schuster '83, Executive lent client roster with Cola. The client had
Vice President and Managing Director of new business growth a piece of advertising
DMB&B Advertising/New York, the flag- rates that were also out of Latin America
ship office of D'Arcy, Masius, Benton & double digit. And we that they wanted to
Bowles Advertising. started to make a use to launch Bon-
"There is definitely a move in advertis- profit in year three." aqua in the Polish
ing toward large global campaigns that Between 1991 and market. But Schus-can
go across any border," says Schuster, 1995, Schuster's cre- ter's gut told her dif-who
until November of last year was ative and strategic ferently.
regional managing director of DMB&B focus was responsible "When I looked at
Central Europe. "Marlboro was always for winning many key the advertising, I
one. Now you see Coca-Cola has taken accounts for the said, 'It's good adver-their
campaign 'Always Coca Cola' all Warsaw office, includ- tising, but it's not
over the world. You see Procter & Gamble ing Coca-Cola's total going to sell water in
brands such as 'Always' feminine prod- business. She was also Poland'," she remem-ucts
going all the way around the globe. In responsible for launch- bers. The slant of the
each case, you've got same concept, same ing P&G brand's Crest, Latin American cam-strategy,
same look and feel of advertis- Always, and Clearasil paign was one of
ing.Nomatterwhereyoulookaroundthe products in Russia, GUTSY APPROACH 'lifestyle'. But in
world, you get a sense that you know this Poland, Hungary, the "You have to rely a lot on your Poland, bottled
brand." Czech/Slovak Repub- water was more than
POLAND POWERHOUSE. You also get the lics, and Romania own instincts," says Schuster. a lifestyle choice, it
sense Schuster instinctively knows global Today, as a result of was a luxury.
brands. In the early 1990s, as the walls of Schuster's aggressive leadership, DMB&B Because no other bottled water prod-
Communism came turn- currently employs approxi- ucts had entered the Polish market and
bling down in Central mately 180 people and bills truly created a strong brand identity,
and Eastern Europe, the about $90 million annually Schuster saw an opportunity.
'83 T'bird found herself in the Central and Eastern "We developed a very strong piece of
in the right place at the European region. advertising based on the idea of "purity,"
right time. In 1991, A big part of DMB&B's which built Bonaqua to the number one
DMB&B offered her the success in the region, brand in the marketplace. Today DMB&B
opportunity to start up according to Schuster, has the global assignment on Bonaqua,"
their operations in War- came as a result of getting she states proudly. As evidence of her
saw, Poland. back to basics in a market accomplishments, in 1995 DMB&BI
"I was eager, as a that essentially had no his- Warsaw won Poland's prestigious Dea
Thunderbird always is, tory. Award for agency of the year.
to go to new places," she "You have to rely a lot on What does Carol Schuster's success in
says. "We needed people your own instincts," she Central Europe prove? When launching a
to go into these markets explains. "Basically, you're product in a new foreign market, you've
and help get our clients going into a white space got to know the business, the demograph-off
the ground." market, and your guess is ics, the culture. Most of all, though, you've
Starting from scratch, as good as anyone else's. got to know when to follow your T'bird
Schuster quickly built That was the exciting part instincts. •
the Warsaw agency into at that time. Because you -Jessica McCann is a Phoenix-based
one of the region's lead- really got to think for your- freelance journalist and stringer for
ing advertising forces. self." Business Week magazine.
THUNDERBIRD 5 1 I 1 I 1997
A Rebate Worth $57 Million?
Mail-in promotion whiz Sam Garvin '88
likes coupons and rebates-a lot
Sam Garvin '88;g glarl you use
Dial. And he's really glad Dial uses him
for all its consumer product promo­tions.
Garvin's company, Continental
Promotion Group, handles the rebates,
coupons and other mail-in promotions
offered by major manufacturers like
Dial-from coupons for free soap to
cash rebates on computer software.
The market has proven very lucrative:
Last year Continental Promotion
Group grossed about $57 million in rev­enue
and is on pace to clear about
twice that for 1997.
Garvin's startup beginnings in 1989
were humble, however. Based in
Phoenix, and not having a lot of RECORD REVENUES
resources to travel and solicit clients "All the growth was really by
in the early days, Garvin identified the word-of-mouth," says GalVin.
Dial Corp. as the plum client in
Arizona that could get his company off the
ground. He confidently approached the
manufacturing giant with his ideas, but
met with little success in the beginning.
"Basically they said, 'We don't take
chances on start-ups or people in their
20s,'" Garvin remembers. But, after nearly
nine months of persistence, someone at
Dial took an interest and gave Garvin one
small promotion to handle. Then, they
gave him another ... and another.
"Our business with them grew and now
we have an exclusive con-the
company processes more than 25 mil­lion
rebate envelopes a year. It does busi­ness
in 18 countries and employs about 150
people at its three facilities in the United
States, Canada and Ireland.
Continental's growth can also be attrib­uted,
in part, to the changes in the market­ing
industry during the past decade. One
of the most notable changes is a signifi­cant
shift in the marketing budget mix.
"When I worked at Heinz our budget
was 70 percent advertising and 30 percent
promotion, " explains
Garvin. "Now, like at
Dial, it's reversed. It's 85
tract," says Garvin. "Then as
the marketing managers at
Dial moved on and went to
Nestle and Disney and
Microsoft and other places,
they would call us up. Up
until six months ago, we
really didn't have a sales
force. All the growth was
really by word-of-mouth."
'f' SALES GROWTH
$254,000 in 1989; $35 mil­lion
in 1995; $57 million in
1996; expects to break
$100 million in 1997
percent promotion, 15
percent advertising."
Garvin says this
change occurred for two
reasons. First, promo­tions
are more effective
than advertising. When a
brand manager invests $1
million in advertising, he
knows very little about
what that investment
does for him. On the
other hand, if that same
$1 million is invested in a
This word-of-mouth helped
Garvin grow his company
from the one-man start-up it
was in 1989 to the multi-mil­lion-
dollar international suc­cess
it is today. On average,
'f' INTERNATIONAL
GROWTH Does business in
18 countries; new facilities
in Canada and Ireland
'f' BIG NAME CLIENTS
Microsoft, Dial Corp.,
Walt Disney, Warner
Home Video, Hewlett
Packard, Nestle
rebate promotion, he'll get much
more data for the money. Who bought
the product? How much did they pay?
Where and when did they buy it?
What other products did they also
purchase?
The second reason promotions
have become so popular is that most
public companies live quarter to quar­ter.
While advertising is more long
term, promotions allow brand man­agers
to get a quick bump in sales and
meet their numbers.
Recently Garvin's company took
the leap into Europe, prompted by
clients like Microsoft and Verbatim
that wanted to launch promotions
overseas. With recent changes in the
European Community that legalized
mail-in promotions, a whole new
opportunity presented itself. Garvin was
ready to seize that opportunity, and even
credits a great deal of his readiness to
Thunderbird.
"I picked Thunderbird because of the
tripartite curriculum-the language, the
business and the culture," says the 1988
grad. Even after leaving with his diploma,
Garvin still "exploits" the school's
resources as much as possible-from
quizzing former professors to locating stu­dent
interns.
With the increased popularity of prod­uct
promotions, coupled with Garvin's
approach to customer service and report­ing,
Continental is succeeding as a small
fish in a very big pond. And the best news
is Garvin sees nowhere to go but up.
"Out of the total promotion fulfillment
industry, we figure we currently have
about a two percent market share,"
emphasizes Garvin. "So there's a lot of
growth opportunity here in the United
States. Canada is also booming for us.
Then of course Europe is just a seed in its
infancy right now." Based on Garvin's
record so far, chances are that seed
stands to yield a record crop. •
By Jessica McCann
THUNDERBIRD 51 11 1 1997
Don'tMakeA
Wrong Guess
Bribes may be part of "doing" business,
but violation of the Foreign Corrupt
Practices Act is serious business
By Robert S. Tancer
In theory, the word "bribe" has similar
meaning the world over: money or favor
promised to a person in a position of
power to influence judgment or conduct.
In practice---especially in the practice of
doing business abroad-a bribe can and
does mean many different things. In some
countries it is part of local business. In
other countries, a bribe means legal viola­tion,
heavy fines-and even jail time.
The latter penalty is especially true if
you work for a U.S. company or majority­owned
subsidiary. Under the antibribery
provisions of the Foreign Corrupt Prac­tiCes
Act (FCPA) of 1977, U.S. firms are
prohibited from paying or offering to pay
a foreign official for assistance in obtain­ing
or retaining business. At some point
almost all companies doing international
business are faced with a questionable sit­uation.
So how do you keep your com­pany
on the side of the law? Answer:
know the rules.
• Know who the law applies to. Under
the FCPA, a "foreign official" is any officer
or employee of a foreign government or
department or agency or any person act­ing
in an official capacity. The FCPA
also prohibits payments to third-party
individuals in such cases where the payer
lmows that all or part of the payment will
eventually go to a public official. The term
"payer" doesn't just refer to the company
either-it also includes you. Under the
FCPA both corporations and executives
are criminally liable for bribery. Foreign
nationals are at risk as well: the law
includes extraterritorial application of
U.S. law so that a foreign national in a for­eign
country is also held liable.
• Know the reporting requirements.
The FCPA states that all publicly held cor­porations
must make and maintain
records accurately reflecting transactions
10 THUNDERBIRD 51 I 1 I 1997
of their assets.
This means a
company must
maintain a sys­tem
of internal
Professor Robert S. Tancer,
International Studies
accounting controls sufficient to show
that all transactions are authorized and
that access to assets is identifiable.
"Ignorance" is no excuse either. FCPA
accounting requirements apply even to
those facts that a prudent investor in com­pany
"should" lmow.
Enforcement of these accounting con­trols
by the Security and Exchange Com­mission
(SEC) can be severe and broad as
well. For instance, there have been cases
where the SEC prosecuted parties that
did not engage in bribery of foreign offi­cials
per se, but did violate FCPA account­ing
requirements.
• Know what constitutes a bribe.
According to the FCPA, a bribe is any pay-
• POLITICAL CORRUPTION has a signifi­cant
impact on foreign companies'
ability to conduct business. Here are
the most and least corrupt countries,
based on surveys of businessmen by
Transparency International. (scale: "0"
most corrupt, "10" least corrupt)
Country 1996 Score
MOST CORRUPT ...
1. Nigeria 0.69
2. Pakistan 1.00
3. Kenya 2.21
4. Bangladesh 2.29
5. China 2.43
... LEAST CORRUPT
1. New Zealand 9.43
2. Denmark 9.33
3. Sweden 9.08
4. Finland 9.05
5. Canada 8.96
Source: New York Times, 11-28-96
ment in which "the pur­pose
is to expedite or
secure the performance
of a routine governmen­tal
action." Routine
actions include, among
others, granting of qualifi­cations
to do business,
processing of visas, pro­viding
police and mail
services, and providing
basic utilities or trans­portation
services. On the
other hand, "token gifts"
to officials who have no
control over influencing
decisions does not violate
FCPA. Making the correct
assessment about what is
and isn't "routine"
requires a large amount
of discretion on the part
of corporations or executives. A wrong
guess could land your company-or your­self-
in serious trouble.
Be safe: Those who have questions
about whether proposed activities violate
the FCPA can request a written opinion
from the U.S. Department of Justice.
• Fastidiously follow due diligence.
Companies must use due diligence in
choosing relationships with representa­tives
and distributors. Remember that by
law a representative is authorized to act
on behalf of your company, so under
FCPA rules a company has a duty to mon­itor
actions. To make sure you are in com­pliance,
contract clauses should include
language whereby: (1) the representative
or distributor is aware of prohibitions
contained in the FCPA; (2) the contract
provides for immediate termination of
relationship if the FCPA is violated; and
(3) the representative or distributor veri­fies
that none of his employees are gov­ernment
officials or other parties who
may assert undue influence.
Bottom line is, violation of the FCPA is
serious business. It carries civil penalties
up to $2,000,000 against domestic con­cerns,
as well as criminal penalties up to
$100,000 and five years imprisonment for
individuals acting on behalf of domestic
concerns, including officers, directors,
employees or agents (individual criminal
fines cannot be paid by the company
either.) Given these punishments, in mat­ters
of the FCPA an ounce of prevention is
worth a pound of cure-maybe more. •
- This article does not in any way consti-tute
legal advice in matters of the PCPA.
EYES AROUND THE WORLD
"Same old story, they shoot the messenger."
Bruce Harris '83 is
mobilizing the world
against the torture of
Guatemala's street children
Bruce Harris '83, executive director
of Covenant House Latin America
(Casa Alianza) in Costa Rica, was
recently awaTded the 1996 Olof Palme
Ptize fOT his defense of street children in
Centml AmeTica. The pTize, one of
Sweden's highest honors, memorializes
the late Swedish prime minister who
was assassinated in 1986. Six years ago
Harris and Casa Alianza won the con­viction
of four Guatemalan National
Police officers who kicked to death 13-
year-old Nahaman Carmona Lopez, a
street child. It was only the second time
in Guatemalan history that public offi­cials
were convicted for human rights
violations.
Q: Why is this international award
important for the children of Central
America?
Harris: If we put it into the perspective
of our work on the local level in Central
America, we are not particularly cared for
by the government. We are raising in the
public arena social issues the government
would rather not have raised, like the
murder of street children. The fact is we
investigate each of the murders and tor-tures,
and we document the evidence and
point fingers at the perpetrators, which in
Guatemala are the police and the military.
At the present time we have over 300
criminal cases pending in Guatemala's
judicial system. So, in a country that is try­ing
present an image of a beautiful coun­try
to tourists, it helps the children when
groups like us are raising these issues.
Q: Will this award help you fight the
Guatemalan government?
Harris: The award is important to us
because it is a way of improving the safety
of the staff. The government will under­stand
that the political cost of doing any­thing
to us is far higher since other groups
worldwide know about us. It is also impor­tant
to us because Olaf Palme was always
renowned for being on the side of those
who suffered most from iI'\justice. To be
recognized in that way is a privilege.
Q: You had to flee Guatemala four
years ago. Why?
Harris: Instead of looking at how to
: . • •
Q: Fourteen years ago you were
awarded the Barton Kyle Yount Award,
Thunderbird's highest honor. Does that
seem worlds away from your present
struggle?
Harris: Thunderbird was a wonderful
experience for me, and the degree is very
valuable. But I still think that Thunderbird
as a business school-apart from being a
leader in the field of business-needs to
be a leader in the field of ethical business.
It is very important that the corporations
make money; I am not against the fact that
people are in business to make money. But
I do get upset when money is made at the
expense of others. I think you can do busi­ness
and be fair at the same time.
Q: What does "fair" mean?
Harris: I would say in some cases this
whole ethical image thing is done as a
public relations tool, and is not part of the
true corporate culture. If people in a com­pany
really feel that something is right,
they should do it worldwide, whether or
not other countries require it.
For example, one U.S. com­Bruce
Harris '83, Executive
Director, Covenant House
Latin America
pany continued to make lead­based
paints in Central
America up until two years
ago. That same paint had
been banned in the U.S since
1978. We all know that the
people most affected by lead­based
paints are children.
When you brush up against a
wall little particles go up into
1983
MIM Thunderbird, Barton
Kyle Yount award winner
1983-85
Assistant Director, Save
the Children, Mexko
1985-1989
Director, Save the
Children, Bolivia
1990
the air and are inhaled, and
the lead accumulates in the
Executive Director,
Covenant House Latin
America
body causing irreversible
problems. Should it come
down to profits before peo-resolve
these problems, the government
looks at us as the problem. Same old
story, they shoot the messenger instead of
listening to the message. The problem is
they take that phrase very literally. That is
why I am not living in Guatemala now,
because three armed men came looking
for me. I had to move out with my family,
otherwise we would probably have ended
up dead like so many other people.
ple? Apart from being unethi­cal,
I think that is criminal.
Q: Why do you fight for children?
Harris: There was a priest in Brazil who
summed it all up with this statement: "If I
feed the hungry they call me a hero; if ask
why people are hungry they call me a
communist.» Unless we start to question
why things are the way they are, we will
never find out what is truly going on.
-Iriformation on Casa Alianza is avail­able
at www.casa-alianza.org, or by call­ing
Costa Rica +506-253-5439.
THUNDERBIRD 51 11 1 1997 11
(Below)
Citibank Funds
Emerging Markets
At the 50th Anniversary Recep­tion
held in New York City Jan­uary
16, Citibank's David
Roberts '73 0), vice president,
and Peter Thorpe (c), vice presi­dent
of Corporate University
Relations, presented Thunderbird
President Roy Herberger with a
$50,000 check, part of a total
$220,000 grant from Citibank and
the Citicorp Foundation. Citi­bank's
gift will be used to develop
new academic initiatives related
to emerging markets, a special
focus of concern for Roberts.
T'bird alumni within Citibank are
also embarking on a major cam­paign
to raise funds (to be
matched by Citibank) in support
NEWS
of scholarships and academic ini­tiatives.
"Thunderbird is rated as
one of the top suppliers of inter­national
candidates to Citibank,»
says Roberts. More than 400
T'birds attended the NYC event.
Anniversary receptions have also
been held in Los Angeles, San
Francisco, Chicago, Houston,
Miami, and Washington, D.C.
Former vice
president of the
United States
Dan Quayle is
teaching a course
on global com­petitiveness
this
spring semester
at Thunderbird.
Quayle is pic­tured
here with
International
Studies profes­sors
Femi
Barbarinde (r)
and Yahia Zoubir
(c) during a wel­coming
reception
attended by
alumni. faculty.
students. and
local dignitaries.
Thunderbird Managing $12m Moscow Training Center
12
Thunderbird has assumed man­agement
of the Center for Busi­ness
Skills Development (CBSD)
in Moscow, Russia, a $12 million
joint-training project begun in
1994 between the U.S. govern­ment
and a global telecommunica­tions
company. The CBSD-the
only organization of its kind
licensed to train in Moscow­offers
custom and open enroll­ment
courses, including finance
for non-fmancial managers, pro-
THUNDERBIRD 51 I 1 I 1997
ject leadership, marketing, funda­mentals
of business, business
planning, customer focus, per­sonal
effectiveness and selling
skills. Major corporations already
using the CBSD include Coca­Cola,
British Petroleum, Ernst and
Young, General Electric, Hewlett
Packard, Pharmicia & Upjohn, as
well as numerous Russian compa­nies.
Under Thunderbird's man­agement
the CBSD recently
moved to a new western-style
training facility on Ismailovo
Island, once the boyhood home of
Peter I. The 1260-square-meter
facility has undergone extensive
renovation to include state-of- the­art
training equipment, modern
classrooms, conference and food
service facilities. The center also
provides country-specific services
to Russian and foreign companies,
including business planning,
needs assessment, strategic plan­ning,
and performance manage­ment.
For information contact
CBSD president Dennis Hopple
at the Moscow office, 7095-234-
0767, fax 7095-234-0768; 01- con­tact
ThunderbiTd at 602-978-
7400Jax 602-978-7724.
Herberger to Head AACSB
Thunderbird President Roy
Herberger will assume the presi­dency
of AACSB (the American
Assembly of Collegiate Schools of
Business) beginning with the
1998-99 academic year. The
AACSB is the main accreditation
body for U.S. business schools.
Dr. Herberger's election marks
the first time in the organization's
history that a chief executive offi-cer
of an institution has been
named to the senior leadership
position. President-elect Herber­ger
has long been a popular pre­senter
on business school
strategic planning at AACSB sem­inars,
and has been a strong advo­cate
for the globalization of the
organization. Herberger is cur­rently
a vice president of AACSB.
"QUOTE"
"Business in the
emerging
economies of
East Asia is not
an entirely ratio­nal
process. It
needs to deal
with human
emotions. Unlike
the West. the
dominant culture
in East Asia is
"shame" culture.
not "guilt"
culture. A key
requirement for
success therefore
is a high emo­tional
quotient,
as we have to
constantly deal
with emotions
like "xinyong"
(trustworthi­ness).
"renqing"
(humanized
obligation).
"quanxi"
(connection or
relationship)
and "mianzi"
(consideration
forface)."
-Dr. Y Y Wong.
Founder and
Chairman. The
WywyGroup.
delivering the
keynote address
at the 1996
Thunderbird
Asian Reunion
and Business
Forum held in
Singapore last
September.
Mexican leader
and Thunderbird
parent: Dr.
Rafael Rangel (r),
President of
the I nstituto
Tecnol6gico
y de Estudios
Superiores de
Monterrey, the
largest and most
prestigious uni­versity
system in
latin America,
was commence­ment
speaker
at December's
graduation. His
daughter Chris­tina
Rangel '95
and son Rafael
Rangel '96 are
both T'birds.
(photo r-I:
Dr. Rangel,
wife Margaret,
Rafael, Christina)
New Head of European Program
European T'birds can
assist Woolverton by noti­fying
him of internships
and corporate contacts,
and by steering experi­enced
students to Thun­derbird.
Woolverton can be
contacted in Ar-champs,
France at (33) 45031 56
53, 01' mwoolveT@cuT­aTchamps.
jr:
Building long-term relation­ships
with European alumni and
corporations is key to educating
Thunderbird students, says the
new director of Thunderbird's
European program, Professor
Michael Woolverton. "Internships,
visits to company sites, and
European job opportunities are a
very important part of a Thun­derbird
education," says Woolver­ton.
"We also need to keep in
mind the critical role European
business practices pia s in devel­oping
Thunderbird's cUniCUlunl."
Woolverton is a world authority in
agribusiness and holds a chaired
professorship from Continental
Grain Corporation. Woolverton is
also addressing the needs of
European alumni. "We live in a
world where executives must
continually update skills, and
there is no reason why Thunder­bird
can't provide that service
directly to European alumni."
Regional Alumni
Councils
Professor Michael Woolverton
The Thunderbird Alumni Asso­ciation
Board is creating a series
of regional alumni councils, start­ing
in EW'ope, that will open new
opportwlities for T'birds to share
information across the globe. "We
want to capture the cultural and
business richness from alunmi in
one region, then transport that
richness into other regions," says
T.A.A. Board president Chris
J o hnson '86, Bank of Nova
Is Paris Ready for T'bird Invasion?
Alumni are expected to
descend en masse on Paris this
summer for Thunderbird's 22nd
annual European Reunion and
Business Forunl. Highlights of the
June 12-15 event include Thun­derbird
's trademark European
Business Forum on Friday (The
Death of Distance: Bor-der-less
Business and Education), a Gala
Dirmer Friday evening in the ele­gant
Grand Hotel Intercontinen­tal,
and a party Saturday night at
the famous French country club
Le Polo de Bagatelle. The rewlion
is expected to draw T'birds from
around the globe because of
Paris's central location. A pre­reunion
event featuring sightsee­ing
and winetasting is being
hosted by David Carpita '67,
owner of the Mas de Cornud
Cooking School and Country Inn
in St. Remy de Provence. Euro­pean
alunmi planning the rewlion
include John Cook '79, Jerome
Kuehn '91, Et ienne Soulhiard
'91, and Eric Delhaye '89. Last
year the Budapest Rewlion Com­nlittee
raised over $14,000 for the
European scholarship fund. For
reunion information visit the
T'bird web site at www.t-bird.edu,
or contact Alumni Relations at
602-978-7135 or fax 602-978-6814.
Scotia. An inlPOrtant function of
the European council will be to
commwlicate specific interests of
European alumni directly to
Thunderbird, so that the School
can deliver more targeted
regional services. The first meet­ing
of the Euro Council will be
held on June 12 in Paris, France.
Councils in Asia and Latin
America will fo llow in the next
three years.
Survey Report
Barriers to Emerging Markets
Red tape, politics, and money are the biggest stum­bling
blocks in emerging markets, according to a sur­vey
of T'birds who use the Thunderbird Forum on
CompuServe. Respondents were asked to name the
"top five barriers to investing in emerging markets."
The survey pool included alumni doing business across
Latin America, Asia, Eastern Europe, and Africa.
Barriers to Emerging Markets % selecting
1 Financial Risk 73%
2 Bureaucracy 70%
3 Political Instability 66%
4 Legal Infrastructure 48%
5 Availability of Information 45%
Others
Commercial Infrastructure 44%
Local Interference 41 %
lack of Distribution Channels 37%
Tax Regime in Emerging Market 31 %
Local Inflation 22%
Survey pool: 145 members of the Thunderbird Forum
on (ompuServe; Response rate: 44%
Ranked #1 Again by Us. News
For the second year in a row
U.S. News & WOTld RepOTt maga­zine
has ranked Thunderbird first
in the U.S. in International Busi­ness.
The March 10 issue of the
magazine listed the top five inter­national
business schools, includ-ing
Thunderbird, South Carolina,
Wharton, Colwnbia, and Harvard.
The ranking is based on admis­sions
and placement statistics as
well as reputational surveys of
corporate recruiters and business
school deans.
THUNDERBIRD 51 I 1 I 1997 13
An Extraordinary Effort
In the summer of '46, nothing would hold back the
language department's success-including caterpillars A By Marjorie Johnston, Language Department Chair, 1946-1949
t age 92, I am one of the few sur- dents had two years of Spanish in high lost on the students either. When firms
viving members of Thunderbird's original school or college, but were unable to and agencies sent representatives to inter-teaching
staff. I joined the school during speak and understand the spoken lan- view them for jobs, almost without excep-the
summer of 1946, with the mandate to guage. Two of the students had lived in tion the students did well. One student
plan an instructional program for Spanish Argentina and spoke fluently using only who had entered with no previous foreign
and Portuguese. I will declare this from the verb infinitives! language study was able to sustain con-the
start: Never before or since have I The biggest challenge, however, was versation for an hour with the representa-known
such unified dedication and extra- General Yount working the language tive of the Mene Grande Oil Company
ordinary effort by a group of faculty and department to our very limits. For exam- from Venezuela He got the job at a salary
students alike. pie, the administration didn't want the stu- of $12,000, which in 1947 was very good.
Our task was formidable-transform dents to leave the field between semesters. Of course, there were numerous prob-an
abandoned air field into a much We would finish exams one day and regis- lerns, many of them unanticipated. At one
needed new type of school, the American ter for the next semester the next day. I point there was a plague of caterpillars
Institute for Foreign Trade. There was a remember working all night grading that lasted nearly a week! Caterpillars
great sense of urgency, since it had to be exams and trying to place the students in piled up a foot deep, and two or three feet
accomplished in a few months' time. the right level of the classes. We were then high against buildings. Roads became slip-
The first obstacle was that General expected to be fresh as a daisy for classes pery. When reaching into a desk drawer, a
Yount wanted me to develop the language the next day. handful of caterpillars would be encoun-program
using the Army method-simply Despite his demands, General Yount teredo Even the cafeteria floor had to be
listening and repeating, not necessarily was immensely proud of the school. Soon scrubbed before and after every meal. In
knowing what the words were. I had after the opening he began inviting his Air the end, a trench filled with water all
taught language for ten years, and I had Force friends-famed around the field eventually stopped
learned what worked and what didn't. WWII pilot Jimmy Doo- ''Never before them.
While some people learn by ear, most peo- little was one-to come or since have Our task was formidable. At
pie have to see it on paper to really learn it. visit. Frequently at a times, in spite of our hard work
So I designed a program where students moment's notice the lan- I known around the clock, mere survival
would have small groups with native guage department was h j-fi d seemed uncertain. Fortunately, the
speakers for five hours a week, practice in asked to place a conversa- SUC un'?; r.B vision and enthusiasm of the
the laboratory for three hours a week, and tion class on stage to dedication." founders were contagious. The
then learn grammar for two hours a week demonstrate how stu- importance of our mission would
It worked quite well. In fact, the AIFT lan- dents were learning the always overcome discouragement.
guage lab, which was created from army language. Emilio Sar- Oh, the two beautiful swimming
surplus equipment, was one of the first of miento, a Bolivian diplo- pools and the abundance of fresh
its kind in the country. mat whose political party orange juice helped too. •
The second obstacle was that the stu- was out of power, was
dents' prior language preparation varied our star faculty demon-greatly.
Nearly all who elected Portuguese strator.
were beginners. Many of the Spanish stu- Our efforts were not
14 THUNDERBIRD 51 111 1997
EDITOR'S NOTE: Adaptedfrom a letter
Thunderbird received from Dr. Mar'­jorie
Johnston in December 1996.
PRESIDENT'S REPORT
Looking Toward 2001
By Roy A. Herberger, Jr.
President
Thunderbird, The American Graduate School of International Management
As we look toward the year 2001, it is apparent that
much of what we do will be driven by trends in
technology, lifelong learning, and increased global­ization.
As many corporations are discovering, it is
more important than ever for us to focus on our
core competencies. Thunderbird's vision is to be and be
known as the world's premier graduate school of interna­tional
management and a leading source of talent and infor­mation
for global managers; and to be recogni z ed for
substantial contributions to the promotion of international
understanding and economic progress by significantly
improving the practice of management across international
borders. In order to bring that vision into reality, we have set
six goals for the institution over the next five years, focusing on
quality, diversification, technology, globalization, lifelong learn­ing,
and enterprise linkages.
The result will
be an increased
brand recognition
oj Thunderbird.
QUALITY. To prepare for the year 2001 and meet the competi­tion,
we must put a high priority on quality. This means a strong
focus on both our student "customer" and our hiring "cus­tomer."
We are committed to operational and pedagogical
excellence in everything we do-in the quality of the "prod­ucts"
we deliver, the way we produce them, and the price/qual­ity
ratio we deliver. We fully expect to raise the level of quality
among our incoming students, while also increasing the size
and diversity of our applicant pool. This emphasis on quality
extends throughout the School to include our standards of
practice, our executive education program, and our service to
students and hiring organizations. We have every reason to
expect that the result of this emphasis on quality will be an
increased brand recognition of Thunderbird.
We expect to place
major emphasis
on technology-based
educational products.
DIVERSIFICATION AND ENHANCEMENT OF REVENUE SOURCES.
We know that we cannot continue our dependence on M.I.M.
tuition, and we cannot continue to raise tuition each year and
still remain competitive. That means we must look for new ini­tiatives-
new ways of delivering our product. In addition, we
must operate even more efficiently and must strengthen the
School's capital base. We expect to place major emphasis on
new degree programs, executive education, technology-based
educational products, and fund-raising. The alumni network
will playa key role in this direction, as will strategic alliances
with international organizations and corporations. The result of
this financial diversification should be to make the financial
health of the institution even stronger.
Alumni relationships
will be an important
aspect oj our outreach.
DISTANCE LEARNING AND TECHNOLOGY ApPLICATIONS. In
both the application of technology on the campus and the edu­cation
of our students for the technology of the 21st century,
We have set six goals for th
focusing on quality, diversification,
leamillg, and enterprise linkages.
16 THUNDERBIRD 51 11 1 1997
Thunderbird must move for­ward
aggressively. We will
continue to monitor and ana­lyze
external trends to deter­mine
our capabilities and
areas where we have a com­petitive
advantage. Neverthe­less,
because we cannot
become technology leaders in
all areas overnight, we will
set clear priorities for the
development and introduc­tion
of technology and we
will develop the capability of
faculty and staff to support
our effort. Alumni relation­ships
will be an important
aspect of our outreach, both
in service to our alunmi and
in communication with them.
This focus on technology will
also mean that we will iden­tify
outside partners that can
complement our own capability.
We will identify key
gions of the world
d establish plans
develop programs there.
GLOBAL OUTREACH. Thunderbird has always been interna­tional,
but it must also be a truly global institution. To do that,
we expect to strengthen our knowledge base and our activities
as well as our recognition in key areas of the globe. We will
focus first on our current overseas operations to make them
more cost effective and consistent with the mission. We will
also identify key countries and regions of the world, such as
China and India, and establish plans to develop programs for
each of the opportunities.
Lifelong
learning will
become a
distinctive
Gharac teris tic
Gf
Thunderbird's
vnwge.
LIFELONG LEARNING. In the
fast-moving world of global
commerce, Thunderbird is in
an excellent position to
develop a portfolio of pro­grams
that will help the man­agers
of the 21st century
continue the learning process
throughout their lives. New
distance-learning products
will emerge, and we will put
major emphasis on executive
education and on our rela­tionships
with alumni. It is
expected that this lifelong
learning will become a dis­tinctive
characteristic of Thunderbird's image both to serve the
needs of our graduates and to provide a significant source of
income through service to the corporate world in general.
Targeted linkages with
corporate enterprises will
b mutually beneficial.
ENTERPRISE LINKAGES. Because of Thunderbird's unique inter­national
characteristics and defined focus, linkages with tar­geted
corporate, educational, and other global enterprises will
be mutually beneficial. Those linkages will provide opportuni­ties
for enriching the student curriculum, creating stronger
partnerships with corporate recruiters, expanding the suc­cesses
of executive education, and increasing overall financial
support for the school, particularly in the areas of scholarships
and special programs. •
• titution over the next five years,
~echnology, globalization, lifelong
THUNDERBIRD 51 1 1 1 1997 17
18
The 1995-96 fiscal year was extremely
productive and successful in terms of
technology, facilities, student participa­tion,
executive education, academic
excellence, and financial development. As a
result, the School received recognition from a
number of sources, including the media.
THE VERY BEST.
Thunderbird was ranked
as the number one gradu­ate
school of business for
international manage­ment
in the March 11,
1996, issue of U.S. News
& World Report. The
School was also featured
in numerous national and
international media,
including major articles
in The International
Herald Tribune, The
European, The Los
Angeles Times, and Man­agement
Review.
TECHNOLOGY IN THE DRIVER'S SEAT. Some
notable trends emerged during the 1995-96
year. Certainly technology headed the list with
new developments at every tum. Of particular
importance was the development of our web
site, on-line class registration via telephone,
and distance learning. Trustee Bill Gillis was
"TH.-U-N-D.,E-R..B.I.R..D-THUNDER81RD
51 I 1 I 1997
I I'
....... a.-.. •• C ..... (ABC.) iftRuHi.
ctB!Rkmttw..
named by President Herberger as Interim Chief
Information Officer with the mission of putting
Thunderbird on the fast track for technology.
By June 30, 1996, Thunderbird technology
included:
• An Internet site on the World Wide Web
• Campus-wide electronic mail using
Groupwise
• Dial-in access to the Thunderbird on-line
catalog
• CD-ROM access to hundreds of databases
through the Merle A. Hinrichs '65
International Business Information Centre
(!BIC)
• Student access to e-mail and on-line e-mail
in the new residence halls
• Distance learning courses by satellite to the
Instituto Tecnol6gico y de Estudios
Superiores de Monterrey (ITESM)
• Telephone on-line registration
• An alumni forum on CompuServe
• A requirement that all students have access
to a personal computer
• Electronic library reserve system
• A multimedia laboratory
• Standardized Microsoft Office software
across campus
• A course in Global Information Management
• An electronic resume database (PRISM)
• A touch-screen information kiosk
for visitors
1 f) n :) -n () E \ H () L L \1 E \ T
Fall 96 SpriDg96 8Umlner96
1bta1 Enrolhnent 1458 1439 D85
Female 551 518 316
Peroent qf7btal 3896 3tYI6 ~
Foreign Studen1B 451 433 308
Percent qf7btal 3196 3fIIO - U.s. Undergraduate Institutions
Represented 421
Foreign Jnstitutions Represented 179
Class of '96 gift
STUDENTS: A SERIOUSNESS OF PURPOSE.
An important trend for 1995-96 was the
increasing level of seriousness and dedica­tion
among Thunderbird students. This was
especially evident in the fund-raising effort
of the Class of '96. By June, 30, 1996, the
class had raised more than $87,000 in
pledges toward their goal of $100,000 for an
endowment for technology.
This seriousness was also shown in the
types of programs the students put their
energies into-seminars on important topics
like the global environment and interna­tional
marketing management, plus speakers
ranging from ambassadors to a U.S.
Supreme Court Justice [see page 25]. As a
reflection of the mood of change, the
Associated Students Legislative Council
voted to change its name to Thunderbird
Student Government. The student pictorial ros­ter,
formerly known as Fortune, became The
Globe in an updated more professional format.
The Student Hand­book
took on an
expanded new look
incorporating a
daily calendar and
comprehensive ori­entation
informa­tion.
Orientation for
foreign students
also expanded into
a full weekend of
activities. A grant
from NAFSA, Asso­ciation
of Inter­national
Educators
provided funds for
a program in which foreign students at Thun­derbird
could learn how American businesses
connect to their communities through benevo­lent
service.
Interfest, the student-run program of attracting
local school children to a day-long intercultural
education program reached more than 1800
children during the spring and fall presenta­tions.
In addition, the student Outreach program
went into more than a dozen local classrooms to
teach children about other countries.
Thirteen Thunderbird students were selected Winterim on
to participate in the fourth annual World Econ- Wall Street
omic Development Congress in October 1995 in
Washington DC, serving as volunteer liaisons to
visiting international executives. The Thunder-bird
contingent was the largest single group
selected from the top U.S. business schools.
Other student activities included
• A group of students produced an ethnic
music CD as well as an accompanying con­cert,
all using student talent, with proceeds
going toward technology for student use on
the campus.
• A symposium on "The Business of Art" was
held in coI\iunction with ajuried exhibit of
art created by Thunderbird faculty, staff,
students, and alumni.
• Students also organized an exhibit of black
ethnic art.
• The student chapter of Toastmasters was
awarded national recognition.
• Students also worked with the Alumni
Relations staff to start an alumni-student
mentoring program.
• A chapter of Beta Gamma Sigma, national
scholastic business honorary, was started on
the Thunderbird Campus, joining two other
honorary societies: Pi Sigma Alpha, the
international studies honorary, and Phi
Sigma Iota, the language honorary.
THUNDERBIRD 51 / 1 / 1997 19
20
A TIME OF CHANGE. The 1995-96 year was
also a period of major change in other areas.
The Balloon Race found a new home in
Scottsdale at WestWorld, providing a new audi­ence
and a substantial increase in revenue for
scholarships.
The old Dining Hall prepared to take its place in
history as construction began on a new food
services facility. With the new facility came a
contract with an outside firm, Aramark, to man­age
all of the food services on campus. The
building that once housed the Barton Kyle
Yount Library also underwent major change
with a complete renovation into a technology
center for distance learning, on-campus audio
visual support, and educational technology. A
new "B" Residence Hall was completed in time
for spring 1996, with architecture matching the
two-story 5-year-old "A" Residence Hall. The
two buildings next to the swimming pool
replace former single-story buildings that had
been in use since the School's founding.
Residence Halls E & F were demolished to
make way for a new executive education facil­ity
scheduled to open in 1997. The building will
consist of a two-story residence hall with 64
rooms, classroom space for 75 students, and
support facilities.
The new Barton Kyle
Yount Centre: The building
many T'birds remember
as the "library" has been
remodeled into a powerful
multimedia classroom,
distance learning and
technology center.
THUNDERBIRD 51 I 1 I 1997
1996 Faculty Awards
Publications:
Min Chen, China specialist, for publica­tion
of five books in the past three years
and more than 45 articles.
Christa Britt and Lilith Schutte for
Wiley's English-Gennan, Gennan­English
Business Dictionary containing
16,000 business terms.
Classroom
Innovation:
Bill King for his use of
technology and cutting
edge instructional meth­ods.
His students meet in
the computer lab where
they communicate with
businesses and conduct
research over the
Internet.
Distinguished Service:
Jorge Valdivieso for his
years of contribution to
Thunderbird as a depart­ment
chair, senate chair,
senator and continuing
promotion of the School's
mission
Joaqulm Duarte for 35
years of services to the
School, including estab­lishing
the International
Studies Research Center/
Dom Pedro II Center, ser­vices
as department chair, activities
with the Newman club and chapel
Marshall Geer for his continued sup­port
of the School including services as
Academic Vice President, chair of the
Faculty Senate, leader of the accredita­tion
team and chair of various commit­tees.
Interdepartmental
Cooperative Projects:
Jorge Valdivieso and Joaquim
Duarte for their Wmterim program in
Spain started in 1988.
Bill King
Joaquim Duarte
Yahia Zoubir
New Faculty and
Administration Starting
in 1995-96
Melvyn Copen, Senior Vice President for
Academic Affairs
Carl Chapman, Associate Director for
Instructional Technology
Carol Hammond, Director of the mIC
Joy Lubeck Director of Alumni Relations
Ann Thlzman Instruction Coordinator for
themIC
Terry Meyer, Electronic Resources
Librarian
Richard Thllefson Associate Vice
President and Director of Development
James Grant, Assistant Vice President
for Public Affairs
David B. Dlouhy, Diplomat in Residence
Alfonso Sapia Bosch, Adjunct Assistant
Professor of International Studies
Yahia Zoubir, Associate
Professor of International
Studies
Christine Sagnier, Instructor
of French
Lena Chua, VISiting
Assistant Professor of
Finance
Robert A Howell, Clinical
Professor of Management
Accounting
Krishna Kumar, Director of Corporate
Consulting and Professor of World
Business
Graeme Rankine, Associate Professor of
Accounting
Kathleen Friedel, Director of Operations,
Executive Education
Charles Gibson,
Director, Executive
Education
Todd Harvey,
Network Engineer
To acquaint community leaders with the
changes that have occurred at the School and
inform them of the ways Thunderbird can serve
the business community, the School developed
a program of weekly tours (affectionately
called "Thundertours") that incorporated fac­ulty
lectures and visits to various departments.
THE 50-YEAR ANNIVERSARY The 50th
anniversary of the School provided an impor­tant
focus for the year as the School began to
examine its past, celebrate the present, and
plan for the future. The kick-off for the 18-
month celebration was an all-school picnic fea­turing
two student parachutists flying the 50th
anniversary flag onto the campus. Alumni
receptions in San Francisco and Los Angeles
began a series of similar events planned for
seven U.S. cities and other reunion sites around
the globe. The European Alumni Reunion in
Budapest in June 1996 attracted nearly 250
attendees and presented a panel discussion on
the transition of the Hungarian economy featur­ing
the individuals most responsible for effect­ing
that transition.
The 1995 Homecoming celebration attracted
twice as many attendees (450) as the previous
year, and a traveling alumni message book went
to other alumni events around the world. A 50th
anniversary video and colorful banners also
traveled to alumni events, along with souvenir
pins, mugs, booklets, and pens that were given
as mementos of the historic year.
Alumni Reception
THUNDERBIRD 51 I 1 I 1997 21
22
RECOGNITION OF ACADEMIC EXCELLENCE.
The 50th anniversary was also a time to focus
on faculty quality, including the adoption of a
Faculty Awards program [see list page 20].
As further evidence of academic excellence the
U.S. Department of Education continued to rec­ognize
Thunderbird as a Center for Internation­al
Business Education and Research (CIBER)
with enhanced funding for a three-year period.
dents also participated in a Chief Financial
Officer Conference in Phoenix sponsored by
Forbes magazine
Enhancing the IBIC international resources
was a donation from Sarah and David Roberts
for a special collection of materials on Big
Emerging Markets
SERVICES TO BUSINESS. The Thunderbird
Executive Education program was recognized
in the October 23, 1995, issue of Business Week
as one of the 20 largest and fastest growing uni­versity
executive education programs in the
nation. The program began its third Inter­national
Consortium, consisting of GM
Powertrain Group of General Motors Corpora­tion,
The Goodyear Tire & Rubber Company,
Solar Turbines, Inc., Teleflex, Inc.,
Pharmacia & Upjohn, and Coming Inc. In
addition, the fifth Executive MIM degree
program was started, providing a two-year
program in a weekend end format for
career executives to receive their master's
degree. Total revenue from executive edu­cation
was $6,857,689.
Thunderbird served business in other
ways as well. The American Business
Centers program, operated under a grant from
the U.S. Department of Commerce, helped
many American businesses enter the Russian
market by providing office support, marketing
assistance and trade missions to Volgograd and
Nizhny Novgorod. As part of the program, three
Thunderbird faculty members presented semi­nars
to the Russian business community in
those cities.
E ~I P L( ) Y\ I E \ T PH () F I L E F () H 1n n .' ) - !)()
Winterim once again proved its value with a
total enrollment of 656 in the 15 courses offered
on campus and 13 offered elsewhere. A high­light
of Winterim in Peru, was a visit with
Peruvian President Fujimori at the
National Palace of Peru. Winterim in
Washington, D.C. experienced its flfth
successful program and a new program Number of employers recruiting on campus 271
this year was a highly successful 455
Winterim on Wall Street in New York.
The 1996 Winterim also marked the third
year for the Faculty Development in
International Business program, which
in 1996 brought 39 faculty from other
universities to the Thunderbird Campus
to learn about teaching international
business.
Representatives from business schools
throughout the Pacific Rim attended the
ninth annual meeting of the Pacific Asian
consortium for International Business
Education and Research hosted by
Thunderbird in May 1996. President
Herberger, Thunderbird faculty, and stu-
THUNDERBIRD 51 I 1 I 1997
Number of employers recruiting off campus
Salary Range*
9Ql10th Percentile of Salary Offers
Average Salary**
Median Salary
Average Work Experience
$ 17,5()()...$144,000
$ 65,800-$35,000
$50,319
$48,000
3.8yea1'S
Employment i1iformation 1'fders to data compUedjrrYm summer
and.faJl1995 and spring 1996 Thunderlri:rrl graduates.
*/Awer saJ4ries representforei.gn cu/fTrnW1/ tmnsID.tett into U.S.
dollars and. do not nt/fR;ct additWnal stipends fqr housing and.
other befudUs.
.. The 0/IJe1'fJ(Je salary is an 8 percent increase jrrYm 19911-95.
The Thunderbird Fund 1995- 96
Total $2,573.433
Trustees $214,075
Faculty/Staff
$11,819
Alumni $347,208
Corporations $533,149
Gross Revenue
$44,608,481
93-94 $38,004,940
92-93 $32,233,422
$30,874,088
A BRIGHT FINANCIAL PICTURE. For 1995-96,
unrestricted revenue totaled $44,608,481.
Revenue exceeded expenditures by $4,091,861.
Total assets as of June 30, 1996, were
$71,837,813, for a 17.9 percent increase.
Fund-raising efforts during the fiscal year
resulted in total contributions of $2,573,433,
reflecting more than $1.1 million in government
grants and $533,149 in corporate contributions.
[See chart. ] Donations from 2,822 alumni
amounted to $347,208.
THE JOB MARKET. The employment market
in 1995-96 remained stable for Thunderbird
graduates. Recruiting efforts resulted in 271
employers on campus to interview students,
the same as the previous year. (See page 22.)
Finance and marketing each attracted 31 per­cent
of the students who reported jobs, while
the other 38 percent went into areas as diverse
as not-for-profit, consulting, information sys­tems,
and communication.
By industry, manufacturing took the largest
share with 48 percent of the reporting students;
financial services took 16 percent. Most stu­dents
(76 percent) took positions in the U.S.
while 24 percent went abroad. The average
accepted salary reported by graduates was
$50,319, up 8 percent from the prior year, and
the average work experience was 3.8 years. In
1995-96, Career Services had 148 students on
academic internships.
THUNDERBIRD 51 / 1 / 1997 23
If your companys name
isn't on this list,
A.O. Smith Corporation Chevron products Co. Household International Inc. Phoenix Motor Company
ABN AMRO Bank N.Y. Chevron USA Inc. Hughes Aircraft Company Premark International Inc.
AG Communication Systems Chiquita Brands Hughes Space & Procter & Gamble Foundation
Corporation Citibank NA Communications RJR Nabisco Foundation
AON Foundation Coca-Cola Company IBM Corp Reader's Digest Association
AT&T Foundation Consular Corps of Arizona ITT Corp. Foundation Inc.
Abbott Laboratories Fund Conwed Plastics Industrial Bank of Japan Reliance National Insurance
Air Products & Chemicals Inc. Cooper Industries Foundation Interpublic Group Company (UK) Ltd.
All the Kings Discount-Flags Cox Communications J.P. Morgan & Company Rubbermaid Inc.
AlliedSignal Foundation Dekalb Genetics Corp. Johnson & Higgins STRATCO Inc.
AlliedSignallnc. Foundation Johnson & Johnson Company Salt River Project
Allstate Insurance Corporation Deluxe Corporation Johnson Wax Assoc. Inc. Sandoz Pharmaceuticals
American Express Company Dun & Bradstreet Corp. Kellogg Company Sanford C. Bernstein &
American Golf Travel Club Foundation Kemper Securities Group Inc. Company Foundation
American International Group Echo Canyon Electric, Inc. Kennecott Corporation Sara Lee Corporation
Inc. Elbridge & Evelyn Stuart KeyBank Saturn Corporation
American President Foundation KeyCorp Seafirst Bank
Companies Foundation Eli Lilly & Company Landis & Gyr Foundation Speedfam International
Anheuser-Busch Company Equitable Life Insurance Leo Burnett Co. Inc. Sprint Foundation
Argonaut Group Inc. Company Markem Corporation St. Jude Medical Inc.
Arizona Business Leaders Exxon Corporation Medtronic Foundation St. Paul Companies
Association FNB of Chicago Mellon Trust State Farm Companies
Arizona State University Fidelity Investments Mercury Marine Foundation
Arthur D. Little Inc. First Bank Systems Merrill Lynch State Farm Insurance
The ASM Group NBD Bank, NA Mitsubishi IntI. Corp. Company
Avery Dennison First Interstate Bank of CA Mitsui & Company USA Inc. Sun Microsystems Jnc.
Bank One Arizona NA Fisher-Price Inc. Mobil Foundation Inc. Thunderbird/Norway Chapter
Bank of America Fleet Bank of RI Monsanto Fund Thunderbird Alumni Club/New
Bank of Boston Fluor Corporation Motorola Inc. York
Bank of New York Fluor Foundation NationsBank N.A. Thunderbird/ASLC
Bank of Nova Scotia Friends of Thunderbird National Association of THINC
BankAmerica Foundation G.D. Searle & Company Women Business Owners Teledyne Industries
Bankers Trust Company Gates Rubber Company National City Bank Dayton International
Bankers' Association for General Electric Company Nordson Corporation U.S. Dept. of Education
Foreign Trade General Motors Corporation Northeast Utilities U.S. Dept. of Commerce
Barclays Bank Pic The Geon Company Northwestern Mutual Life US WEST Inc.
Baskin-Robbins International Gillette Company Norwest Bank Minnesota N.A. USG Europe Ltd.
Company Glaxo Inc. Oral-B Laboratories UST International
Bayer Corporation Globe Foundation Pacific Bell United Parcel Service Inc.
Burns Family Foundation Goodyear Tire & Rubber Palm Springs Golf Company United Technologies
Campbell Soup Company Company Perkins Loan Fund Corporation
Cargill Inc. The Guardian Life Ins. Pharmacia & Up)ohn, Inc. United Way
Celia M. Howard Fellowship Company Phelps Dodge Varian Associates
Fund Hallmark Cards Inc. Philadelphia National Bank W. Randolph Hearst
Chase Manhattan Bank NA Harris Bank Foundation Philip Morris USA Foundation
Chela, Inc. Harris Corporation Philip Morris KK Whirlpool Foundation
Chemical Bank Hewlett-Packard Company Phoenix Art Museum White Consolidated Industries
\l"OER
8, ~at
we'd like to change that. {!'!J
Thunderbird is proud to recognize the valuable ffnancial support these 165 companies and foundations provided
the School during the 1995-1996 ffscal year. As the number one school of international business in the world,
we are equally proud of the valuable beneffts we provided back to them. To ffnd out how your organization can
benefft from a partn.ership with Thunderbird, contact Corporate and Foundation Relations at 602-978-7641.
Sandra Day O'connor
US. Supreme Court Justice
"International Implications for
the US. Supreme Court"
Ambassador Clayton Yeutter
Former U.S. Secretary of
Agriculture and Former US.
Trade Representative
"International Trade and
Regulation"
Millard Fuller
Chairman of the Board
Habitat for Humanity
International
"A Simple, Decent Place to
Live"
Art Laffer
Chaimlan
A.B. Laffer, V.A. Canto and
Associates
"U.S. Economic Policy Under
the Clinton Administration"
Merle A. Hinrichs '65
Founder & Chairman
Asian Sources Media Group
"Electronic Commerce &
Communication"
John Berndt
President, New Business
Development
AT&T
"Electronic Commerce &
Communication"
Soren Sondergaard
Director of Press &
Information
European Delegation
"European Monetary Union"
David Reimer
Sr. Vice President
J. Walter Thompson
"Nextgen Marketing: Marketing
in the Future of Interactive
Multimedia"
Hon. Ekwow Spio-Garbral1m
Ambassador of Ghana to the
US.
"Business Opportunities in
Ghana and West Africa"
Hon. Ghayth N. Armanazi
Ambassador of the League of
Arab States to the United
Kingdom
"Political & Economic Change
in the Arab World"
1995-96 SPEAKERS
Millard Fuller George N. Fugelsang '63 Ruth R. Harkin
Steve Thornton
President
Schein-Bayer Pharmaceutical
Services
"Strategic Alliance: Experience
Gained in International
Partnership Between a U.S.
Generic Firm and a Major
European Firm"
Robert Richard
Consul for Political and
Economic Relations and Public
Affairs
Canadian Consulate of Los
Angeles
"Consequences of the Quebec
Sovereignty Vote"
Dr. Wieslaw Czyzowicz
Polish Consul General for
Commercial Affairs
"Poland, East-West Trade and
Foreign Investment"
Diane Hakala
Investment Manager
Friess Associates of Delaware
"Finance & Investment"
Anne Swan, Design Director
Gina Lalli, New Business
Development Manager
Desgrippes Gobe Interactive
"Internet Design & Marketing
Issues"
Dwight H. Mensinger
Former President
The Anlerican Banking
Association
"International Consulting"
Lawrence H. Mirel
Executive Director & General
Counsel
District of Columbia Insurance
Federation
"Coming to Grips with an Aging
Population: Ethical Choices
and Considerations"
David Wastchak
Rotary Past District Governor
Chairman
"Be Wise Immunize" Program
for The Phoenix Area
"Childhood Immunization
Against Five Diseases"
Franklin W. Hobbs, IV
President & CEO
Dillon, Read & Co., Inc.
Dianna L. Last
President
Last Concepts
"Competing in China: The
World's Fastest Growing
Market"
Antoine Dernis
Director of Human Resources
Bull Information Systems
"Creating Cultural Synergy
within a Global Enterprise"
Katherine Brucker '93
Foreign Service Officer
"Foreign Service Careers and
the State Department's
Recruitment Process"
Mark Thatcher
Teva Sport Sandals
"Whitewater Rafting Business"
Pat Criscito
President & Founder
Protype, Ltd.
"Designing the Perfect Resunle"
Ms. G. Kohler
Executive Recruiter
Harbour Consultants
"Resume Presentations"
Panel on "Global Entertainment
Careers: The Business of Making
Movies"
Todd Koerner
Writers & Artists Agency
Neil Mcdermott
Vice President
20th Century Fox Home
Entertainment
Kenneth Barrett, ill
Regional Director for Latin
America
Retail Marketing for Disney
Consumer Products
International
Panel on International Marketing
Mary Doan '80
CEO and President
Saatchi & Saatchi
Kieran Hannon
Account Director
J. Walter Thompson
Terisa Monroe
Senior Account Executive
Leo Bumett
Ken Lanlbert '79
Managing Director
DMB&B Americas
Opening Ceremonies
ChristopherJohnson'86
RepresentativeiVice President
for Corporate Banking
Nova Scotia Bank, San
Francisco
Opening Ceremony, Fall 1995
Wendy Black '77
Former International Hotel
Executive
Best Western Corporation
Opening Ceremony,
Spring 1996
Francis Najafi '77
Founder & Managing Partner
Pivotal Group
Opening Ceremony,
Sunlffier1996
Commencement Speakers
George N. Fugelsang '63
Chief Executive, North
Anlerica and Senior General
Manager
Dresdner Bank AG, New York
Commencement, Summer 1995
Ruth R. Harkin
President & CEO
Overseas Private Investment
Corporation (O.PI.C.)
Commencement, Spring 1996
Edward M. Carson
Retired Chairman & CEO
First Interstate Bancorp
Commencement Speaker,
Fall 1995
THUNDERBIRD 51 I 1 I 1997 25
Global Advisory
Council
Klaus E. Agthe, Ph.D.
North American Liaison
VIAG
Gabe E. Aguirre
Chief Executive Officer
Aguirre Group
JamesAlbo
Executive Vice President
Bank of America
Wayne Anderson
Tony Astorga
Senior Vice President, Chief
Financial Officer and Treasurer
Blue Cross and Blue Shield of
Arizona
Walter Atkinson '76
Executive Vice President
Oregon International Airfreight
Frederick F. Avery
President and Chief Executive
Officer
Avery Abbey Ltd.
Richard H. Baer
Managing Director, North and
South America
International Division
The Dial Corp
R. Jerry Baker, C.P.M.
Executive Vice President
National Association of
Purchasing Management, Inc.
Dennis Belcher
Executive Vice President
The Bank of Nova Scotia
Marvin B. Berenblum
Partner/Director
Heidrick & Struggles
Dorothy Bigg
Assistant Deputy Commerce
Director
Trade & Finance Group
Arizona Department of Commerce
Seth D. Blumenfeld
President
MCI International, Inc.
Stephen R. Bova
Bova and Associates
Carole Brookins
Chairman and Chief Executive
Officer
World Perspectives, Inc.
William R. Brown '67
President
Latin American Operations
Carrier Corporation
Dr. Adil Ahmed Bushnak
Consultant
Dr. Adil A. Bushnak Consulting
Leon Chester
Vice President, International
Operations
NCH Corporation
Charles A. Clogston
Vice President, Sector Controller
Cargill, Inc.
HughK Coble
Vice Chairman
Fluor Corporation
Dwight Coffin
Vice PreSident, Human Resources
Continental Grain Company
Patrick Connolly
Executive Vice President
Dresdner Bank, AG
Ross F. Crawford
President
Ruska Instrument Corporation
Vincent S. Daniels '74
President
Certified Training and Consulting,
Inc.
Dieter Diehn
Senior Vice President and Chief
Financial Officer
Siemens Stromberg-Carlson
Robert A. Dilworth '60
Vice President and Managing
Director
USG Europe, Ltd.
Jeffrey Duxbury
Director of Global Transportation
Management
NCR Corporation
J. Melville Engle
President and Chief Executive
Officer
Anika Reserach
R. Timothy Epps
Vice President, People Systems
Saturn Corporation
Diana B. Fahey
Vice President and Director
International Human Resources
Arthur D. Little International, Inc.
Gene Famula
Senior Director
International Human Resources
and Benefits
American International Group,
Inc.
John Flasco '75
Financial Consultant
Merrill Lynch
Aldo Fozzati, Ph.D.
Vice President and General
Manager
Delco-Remy International
(Europe) GmbH
James H. Fuller
President
Allergan Latin America
Theodore J. Fuller '72
Director
Johnson & Higgins
Richard Gallio
Group Vice President and General
Manager
Customer Services Division
Toyota Motor Sales
Donald Gee '77
Miles R. Greer '75
Executive Director, Corporate
Development
Sara Lee Corporation
Thomas O. Harbison
President
Communications Industry Group
Electronic Data Systems
26 THUNDERBIRD 51 I 1 I 1997
James C. Harding
Vice President, Human Resources
Uncle Ben's, Inc.
R. Sam Hawkins
President
Asia Pacific Region
Honeywell Asia Pacific
Peter A. Henggeler
Senior Manager
Estate and Tax Planning
Department
Bank Leu
Jack A. Henry
Managing Partner
Arthur Andersen
MichaelJ.Hickey
Vice President, Human Resources
Nabisco International
Fitzroy Hilaire
Director of External Development
Avon Products, Inc.
Aleana Hiles '78
Senior Vice President
Bank of America Illinois
Anne Hill
Director
International Human Resources
Planning and Development
Baxter Worldtrade
Gilbert Jimenez
Senior World Banking
Representative
Norwest Bank Arizona
Henry Kay
Vice President, International
Marketing
Meadox and Medi-tech Divisions
Boston Scientific Corporation
Allyn W. Keiser '73
President
CapMAC Financial Services
PaulL. Kelly
Senior Vice President
Special Projects
Rowan Companies, Inc.
Fuad E. Khadder
Executive Director and Regional
Treasurer
American Express Bank, Ltd.
William Kimmins
Treasurer
Anheuser-Busch Companies, Inc.
George M. King, Jr. '62
Corporate Vice President/General
Manager
Latin American Region
Eastman Kodak Company
Robert F. Kistinger
Senior Executive Vice President
Chiquita Brands, Inc.
Monika H. Kroener, Ph.D.
Managing Partner
Crown Management
D. Larry Kroh '69
Vice President, Human Resources
American Express Travel Related
Services
Michael C. Kwee '70
Chairman and Chief Executive
Officer
Prudential Asset Management Asia
Limited
Fernando Leal
Senior Vice President and
President
AsiaiPacific Phanna Market
Region
Phannacia & Upjohn, Inc.
Tony LeDinh
Vice President, International
Landis & Staefa, Inc.
Thomas W. Lehmer
Chairman and Chief Executive
Officer
InterBrands, Inc.
Robert Londono '69
President
RCMS Corporation
Michael Longua
Director, International Recruiting
and Personnel Development
Johnson & Johnson
Clint J. Magnussen
Private Investor
Richard Mallery
Attorney
Snell & WIlmer
Robert H. Manschot
Chairman
RHEM International Enterprises,
Inc.
Juan M. Martinez
Director
Latin American Marketing
HAS Corporation
Jack Massimino '74
President and Chief Executive
Officer
Talbert Medical Management
Corporation
Vincent J. Masucci '71
Senior Executive
West Coast Operations
American International
Companies
Chris J. Matlon '66
Senior Advisor
Sunchi Capital Corporation
James A. McClung, PhD.
Vice President
FMC Corporation
Jon McGarity
President
PMSI
Allen T. Mcinnes
President and Chief Executive
Officer
Tetra Technologies, Inc.
DonaldJ. McLane '74
President, Pacific South Division
Nordson Corporation
The Honorable Clayton E.
McManaway, Jr. '59
Vice President, International
The Fairfax Group, Ltd.
Richard G. Meise
President and Chief Executive
Officer
MicroTest, Inc.
Ruben Mendez '78
President
EEB, Inc.
McDiarmid Messenger '72
Jean-Pierre Millon PeterJ. Solomon, PhD. Tore Diskerud Dr. Paul F. Oreffice
President and Chief Executive Managing Director Chairman Chairman of the Board (Retired)
Officer International Resources Desert Troon Companies Dow Chemical Corporation
PCS Health Systems, Inc. Consultants Pty., Ltd. Jack E. Donnelly '50 The Honorable L. Roy Papp
James F. Mooney Scott M. Spangler President President
Chief Financial Officer President Bailey & Donnelly Associates L. Roy Papp and Associates
IBM Corporation First Phoenix Capital, Inc. Bennett Dorrance James G. Parkel
Brian Murphy '80 Allan H. Stefl. General Partner Consultant, President/CEO
Business Development Manager Senior Vice President DMB Associates (Retired)
CIGNA International Nestle USA, Inc. Cyrus F. Freidheim, Jr. IBM International Foundation
Darin Narayana John Stuart '66 Vice Chairman Bernard G. Rethore
President and Chief Executive Senior Vice President, Marketing Booz-Allen & Hamilton, Inc. President and CEO
Officer Rural/Metro Corporation AnnM. Fudge BWIIP International, Inc.
Bank One International J. Taft Symonds President, Maxwell House Coffee Michael E. Rossi
Corporation Chairman of the Board Executive v.P., Kraft Foods, Inc. Vice Chairman
DennisJ. O'Brien Mawlce Pincoffs Company, Inc. George N. Fugelsang '63 Bank of America
Advisor to the Chairman Cecil B. Thompson Senior General Manager, J. Kenneth Seward '57
Caltex Petroleum Corporation Managing Director Chief Executive North America, Senior Vice President (Retired)
Robert O'Connell Cygnus Corporation Dresdner Kleinwort Benson North Johnson & Higgins
President Peter Thomson America William J. Sharp
Edelman Associates Director General Dr. Thomas D. "Tommy" George President, Global Support
George O'Keeffe '77 The Chartered Institute of President and General Manager Operations
General Manager - Services Purchasing & Supply Motorola Semiconductor Products Goodyear Tire & Rubber Company
IBM Greater China Group Holly H. Vene Sector Richard Snell
Robert G. O'Malley Executive Director, Europe/Africa William F. Gillis Chairman, President, CEO
President Searle President Pinnacle West Capital Corporation
MicroAge, Inc. Martin S. Vogt '70 Parent Care Donald L. Staheli
James H. O'Neal Director, International Personnel Dr. Ronald 1. Goode Chairman and CEO
Chairman and Chief Executive Alcon International CEO Continental Grain Company
Officer Roger W Wallace Pharma-Links Charles M. Stockholm '56
Pepsico Restaurants International Director General William H. Grumbles, Jr. Managing Director
Christopher Pawlowicz Investamex Chairman Trust Company of the West
Director, Staffing P. Newton White '65 Turner International Inc. The Honorable William C. Turner
Monsanto Company Senior Vice President Gary K Herberger Chairman
Daniel Prescott Away-From-Home President Argyle Atlantic Corporation
President Scott Paper Company Herberger Enterprises, Inc. H. Gene Wick (TAA Ex-Officio)
The Prescott Company Clarence H. Yahn, Jr. '62 Merle A Hinrichs '65 v.P. Operations (Retired)
Richard E. Ragsdale '68 President Chairman R.J. Reynolds Tobacco Company,
Chairman Ajay Leisure Products, Inc. The Asian Sources Media Group International
Community Health Systems, Inc. James Young Alain Labergere Nick Renna '72 Assistant to the Chairman President Thunderbird
Vice President, Finance and Electronic Data Systems CPCEurope
Administration Harry M. Zachem Richard J. Lehmann Alunmi
Source, Inc. Senior Vice President President
Bernard G. Rethore Public Affairs Banc One Corporation Association President and Chief Executive Ashland, Inc. Dr. The Honorable David K P. Li,
Officer C.B.E. (TAA) Board BWIIP International, Inc .. Emeritus Members Director and Chief Executive
Stephen Rizley '93
Michael Boyatt '50
The Bank of East Asia, Limited Chairman of the Board
General Manager David C. Lincoln Fund Raising Committee
Cox Communications John C. Cooper '61 President H. Gene Wick '60
David H. Roberts '73 Noe Kenig Arizona Oxides, Inc. Vice President of Operations
Vice President William Schoppenhorst Ernesto Martens (Retired)
Global Relationship Bank Board of Trustees Chairman of the Board RJ. Reynolds Tobacco International,
Citibank, NA Aerovias de Mexico, SA de C.v. Inc.
Dan Robinson Barbara Barrett Dr. James A McClung Seattle, WAIPhoenix,AZ
Manager, Market Access, International Business and Vice President, International President of the Board
Corporate Strategic Services, Aviation Law FMC Corporation Self-GoverruJnce Committee
Global Purchasing John E. Berndt Allen T. McInnes Christopher P. Johnson '86
Xerox Corporation Senior Vice President (Retired) President and CEO Sr. Relationship Manager
Jean-Claude Saada Lucent Technologies, Inc. Tetra Technologies, Inc. Bank of Nova Scotia
Chairman and Chief Executive Geoffrey C. Bible The Honorable Clayton E. San Francisco, California
Officer Chairman and CEO McManaway, Jr. '59
Cambridge Holdings, Inc. Philip Morris Companies, Inc. Vice President, International Vice President
Harwood Shepard, Jr. David A. Brooks Operations Direct Delivery Committee
Managing Director Exec. v.P., Market Development The Fairfax Group, Ltd. Vickie A Austin '93
GT International, Inc. Visa U.S.A. Clarke A. Nelson Director of Marketing
Dennis A. Sokol '74 Edward M. Carson Chairman Modem Healthcare, Crain
Chairman and Chief Executive Chairman and CEO (Retired) Landmark Genetics, Inc. Communications, Inc.
Officer First Interstate Bancorp E. V. O'Malley, Jr. Chicago, Illinois
First Medical Corporation Chairman of the Board (Retired)
The O'Malley Companies
THUNDERBIRD 51 I 1 I 1997 27
Vice President
Chapter Development Committee
Thomas L. Guetzke '86
Director of Global Business
Development
Pentair Corporation
Minneapolis, Minnesota
Vice President
Student Progmms Committee
Carolyn Polson O'Malley '71
Executive Director
Desert Botanical Garden
Phoenix, Arizona
Vice President
Fund Raising Committee
Mike A. Santellanes, Sr. '60
Sr. Partner/Chair (Retired)
Price Waterhouse Interamerica
Phoenix, Arizona
Annette A. Cazenave '79
President and Prutner
Skylark Partners Inc.
New York, New York
Beatrice E. Cueto '87
Vice President
Bankers Trust Company
Miami, Florida
Michael T. Dillon '78
Executive Vice President
KeyBank
Indianapolis, Indiana
Stephen J, Doyle '82
President
Integrity International
New York, New York
Marcos R. Gru'ay '79
Managing Director
Bancomer SA
Mexico City, Mexico
Bruce B. Olson '82
Manager of Trade Credit and Joint
Venture Equity
Sumitomo Corpol'ation of America
San Francisco, California
Joseph A. O'Neill '80
Director, Western Hemisphere
Jergens International
Cincinnati, Ohio
Lydia Middleton Reed '91
Director of Development
Association of University Programs
in Health Administration
Washington, D.C.
Michael L. Stitt '89
International Banking Officer
First Union National Bank,
Headquarters
Charlotte, NOIth Carolina
Thunderbird
International
Symposium
Members
Roberta Aidem
Mru1rume Almquist
Barbara Barrett
Regina Bidstrup
Betty Bool
Jane Buffmire
Mary Bunyrul
SUSrul Case
Margaret Craig Chrisman
Karen Clements
Patricia G. Crews
Carol Crockett
Kishore Dash
Cruldace Deans
Geri DeMuro
Renee Donnelly
Kay Driggs
JOaquinl Durute
Bob and Marcella Greening
Jeanne Herberger
!\ax Herberger
Roy and Pam Herberger
Evelyn Leonard Higgins
Sue Huck
Toby Jones
Lyn Laflin
Sally Lehmarm
Evelyn "Pit" Lucking
Audrey T. Magnussen
Suzan Makaus
Doris Mason
Sharon DuPont and Robert McCord
Carol McCl'ady
Betty Miller
Barbara O'Malley
Suzan O'Neill
DorisOng
Marilyn Papp
Vel'aReidy
Irene Ringdahl
Vada Roseberry
Mary Ell Ruffner
Jelmy St. Jolm
Steve and Sue Ann Scott
Jeannette Seward
Patty Simmons
Alice Snell
Jean Sprulgler
Bruce and Betsy Stodola
Nancy O. Swanson
Shoshana TaIlcer
Betsy Taylor
Arlene Tostemud
Cynthia Turner
28 THUNDER81RD 50 11 1 1997
1995-96 Honor Roll
of Donors
We thank these generous individuals, corporations,
foundations and organizations who have donated to
Thunderbird, The American Graduate School of
International Management, during the fiscal year
ending June 30,1996.
In particular, we thank our alumni, who continue to
contribute in increasing numbers. These outstanding
philanthropic leaders are applauded for their foresight,
enthusiasm and generous support. These investments
enable Thunderbird to develop high-potential
individuals to serve the advanced management needs
of international enterprises.
KACHINA CLUB
Alumni andfrielJ(ls who
donated $5,000 and up
John E. Berndt
Geoffrey C. and Sara C.
Bible
John G. CuJlen '68
Robert A. Hohmann '49
(Estate)
Joan and David C. Lincoln
Gary L. Pacific '72
Vinson Perkins
David H. and Sarah
Roberts '73
Richard B. Snell
EXECUTIVE CLUB
Alumni and friends who
donated $2,500·$4,999
Robert A. Dilworth '60
Berger Erickson (Estate)
Timothy John Polland '87
Sam D. Rosenbalm '95
Joel A. Stead '85
Valelie Tognazzini and
Jolm Kieser '60
Diego J. Veitia '66
Mavis Voris
Bruce Gregory and Isabel
M. Stainow Wilcox 'SO
NOTES
M indicates partiripation
in the COlllOrate
Matching Gift program
* indicates membership
in a gift club
T indicates a trustee of
thE' School
Boldface indicates a
consecutive donor who
made a contribution in
1994-95 and in 1995-96.
PRESIDENT'S
COUNCIL
Alumni and friends who
donated $2,500-$10,000
in special unrestricted
funds
Mark J. Belisle '72
Patricia A. Burns Boyd
David A. Brooks
W.L. Lyons Brown Jr. '60
John F. Burlingame
James G. Coatsworth II
'47
John Cotton
Jack E. Donnelly '60
George Nels Fugelsang
'63
BertGetz
Merle A. Hinrichs '65
Thomas Dudley Hobson
UI'79
Joseph M. Klein '47
Thomas W. Lehmer '71
L. RoyPapp
Richard E. Ragsdale '67
J. Phillip Samper '61
Mike A. SantelIanes Sr.
'60
J. Kenneth Seward '57
James P. Simmons
Fred M. Smoot '66
William C. Turner
William Voris
H. Gene Wick '60
Bruce Gregory and Isabel
M. Stainow Wilcox '80
LEADERSHIP
CIRCLE
Alumni andfriends
who donated $1,000+ in
unrestricted funds
Paul LaVern Brassard '85
Clifton B. Cox
William Montague Ferry
'51
Daniel J. Goldsmith '57
Stephen D. Hall '79
Scott Hanies '84
Mitsunori Hashimoto '94
RobeltA. Howell
Nobuyuki Kondo '83
Susan D. Libera Knust '77
George R. Lindabl Jr. '54
Merrie S. Martinson '85
Yvette B. Morrill '83
Michael Nissman '70
Carolyn Polson and Mark
E. O'Malley '71
Bernard G, Rethore
Alban W. Schuele '70
James C. Schwartz '70
Marcia A. Shelton Crumley
'76
W, John Short '76
.John E. Tubelty '60
Thomas D. Yates '75
Jojiro Yoshida 'SO
AMBASSADORS
CLUB
Alumni and friends who
donated $1,000-$2,499
James Evert Anderson 'SO
Frederick .F. Avery
David A. Brooks
J. P. Bryan '66
John R. Buclde '92
NUchaeIT.Dillon'78
David G. Fisher '67
Chlistopher J. Fussner '82
George E. Grady '57
NUchael H. Gross '66
Tracy K. Hastings '48
Roy A. Herberger Jr.
Darrell D. Johnson '81
Wallace F. Life '60
Marianne McDvaill
Spalding '79
McDiarmid Read Messenger
'72
lrenemae Mosford
IssaPeters
Frederick B. Stambaugh
'79
Paul Robert Tillman '86
Martha R. Von Hillebrandt
'80
James Alan Weybret '79
THUNDERBIRD FOUNDERS CLUB John G. Comfort '68 Stephanie Lee Gorsuch '92 Marie Gerianne Kissel '85 Ricardo Moreno-Campoy '79
CLUB Alumni andfriemls who Stephen M. Conger '50 Jeffrey B. Gould '82 Leonard J. Kistner '74 John D. Mon'ow '80
Robert C. Conklin '76 Alfred J. Goytia '66 Yoshimasa Kitajima '81 Paul Whicker Mortensen '90
Alumni andfriends who donated 8150-8499
Jerry Douglas Conner '73 Linda M. G rapengeter '79 Curtiss KIus '61 J. Merritt Mount '89
donated $500-$999 James C. Adamany'71
John C. Cook '79 Peter Grassl '67 Ann E. Koerner '90 John P. Moynier '67
Frederick William Adams Hilary Whitaker Allen Jr.
Ronald G. Cook '77 Cali Michelle Groman-Shian James G. Kohl Jr. '71 Janet Mruie Mueller
'81 '92
Donna M. Ambrose '81 Roger L.P. Coombs '57 71 '82 David Christopher Ted O. Mullen II '71 Nancy Carol Adams '81
Peter Rene Amrein '83 Elisabeth M. Cor jet-Cole Theresa Marie Gruber Kotheimer '82 Patty Jo Murphy '75
James Evert Anderson '80
Gabriele Amtmann '94 '89 Tapsoba '85 Curtis L. Kovach '91 RobertJ. Murray III '75
Carl Lee Bach Jr. '74
Robert Ernest Anderson '47 Robert W. Courtney '88 Samuel J. Guruino '70 George D. Krempley '77 Caroline Musgrave McClurg
Brian Bates
Douglas McDonald Amold Renee Crews '87 Thomas Lorin Guetzke '86 William C. Kristy '72 '88
Gonzalo M. Bustillos '95 Robert R. Crigler Jr. '55 Margaret Gumerlock Mihoko Kushida '92 Vincent Melchor Mut-
James R. Calvert '95 '74
Randall Wayne Crow '83 Thomas '81 Steven Joseph Kutcher '82 Tracy '92
Janet R. Caristo-Venill '82 Julie Arnold Fitzgerald
John S. Cullison '72 Geraldine Gurley Charles Francis LaFond Darin Narayana
Douglas A. Cheline '95 '85
Elizabeth Rachel Atkins '92 Richard Lee Cununings Lamonica '70 '80 Victolia Neilson '82 Jay R. Colvin
Ali Mohammed Bahaj '79 '57 Carolyn E. Gutbrod '80 Charles A. Lagergren '64 David R. Nelson '82
Edward H. Danse '77 Robert B. Cummins '75 Thomas George Hackim Mjchele Ruth Landa Brooker John F. Nielsen '47
Jarulv G. Egeland '55 George Barley '47
Paul C. Davis '55 '77 '86 Nona Patrice Niner '81
Mkhael J. English '68 Elizabeth A. Barnes '78
Edgar W. Davy '57 Philip W. Hagenah '70 Drutiel J. Laraway'80 KaI\ii Noji '94
Douglas B. Fencl '76 Joseph E. Brunes '78
W. Donald DeMoss '69 Michael B. Hamilton '78 Howard Lasser '78 Heather Nordlinger '84
Kenneth Fenis Patlicia Powell Baynhanl '78
Jill Marie DeSanto '90 Christopher Allen Hargitt HlUlItis T. Latham III '71 Jeffrey S. North '92
Paul S. Fitch '86 Robert 1. Bean '48
Carl John Deddens '81 '82 Robert G, Lees '77 Joseph P. O'Dowd '81
Barton A. Francour '72 Randall E. Beaty '73
Philippe J. Deyrnes '75 Benson I. Hattem '53 Cynthia A. Leidner Muller Earl T. Oliver '57 (the
Edward Richard Gentile '79 GIeml A. Beck '56
John J. Di Fazio '66 John C. Hay '57 '76 Estate of)
Lms A. Gimenez '95 Christopher Keeney Beebe
K. Mia Diekemper '78 Jolm C. Hay '81 Martin M. Lentz '65 Ernfred Michael Olsen '81
Edward N. Harriman Jr. '59 '85
Ellen Marie Dieringer '81 Susan Hayes '72 Evelyn Leonard-lliggins Stephen K. Orl' '79
Susan R. Harriman '59 John Whiting Beebe '87
Mary F. Doan '80 Thomas J. Hedges '75 Mjchelle Yvonne Levesque Javier F. Ortiz '92
William Michael Hayes '72 Michael Barton Benedict
'94 Mrutin Jess Dobyns 'SO Virgil E. Heidbrink '50 '92 Barbara Jean Owens '86 Druin Edmund Heisterkamp
Aaron Elic Bemoor '85 Lisa A. Donnan '86 Barry L. Heimbigner '74 HruTY V. Lewis '47 WilJianl Norman Parker '66
'89
Thilo David Best '84 Lisa M. Doty Osmon '85 Kenneth James Kathryn Dawn Lindqrnst Jerome Kay Pascoe '65
Margaret Hornigold
Albert M. Biedenhrun III '75 Joaqnim M. Duarte Jr. Heldenfels '91 '84 Stllrut J. Per.kins'63
Kettlitz '87
Wesley D. Bigler '79 Richard K. Dukes '84 Amaury Marc Helssen '86 Bill Tak-M;ng Ling '73 William Alan Perry '92
Steven L. Horton '78 Douglas B. Dunsmore '74 Richard A. Hemmelgarn Gregory L. Linker '78 Gloria G. Peterson Shuman
Peter S. Houseknecht '70 Elic E. Bjerke '74
Robert R. Edsall '57 '75 Gerru'do A. Llanes '91 '55
Farnham J. Johnson '50 Fiona C. Black Jackson
Stephan Juerg Egli '87 William E. Henley '48 NicllOlas R. Lubar '74 David Jolm Piccuta '87
M;chael F. Kendall '58 '83
Murray F. Ehlers '57 John Denver Henson '48 Andrew J. Lubin '75 Edmund O. Piehler Jr. '68
Nicola M. Kettlitz '86 Robert D. Blackburn '93
Mark A. Emkes '76 Shauna Heran '86 Phillip M. Lunn '68 Joseph A. Piela '72
Nicola Alexander KIutho George B. Blake '59
James A. Emslie '77 Gary K. Herberger L. Shippen LuqueI' Jr. '57 Mjchele Pieropan '87
'83 Jeffrey A. Bloch '83
MUle Rebecca Boer '83 Scott J. Engers '82 Pamela Herberger Adam C. Lynch '95 Charles A. Platt '66 J. Richard Krause '69
Walter C. Boice '64 Robert C. English '76 Paul L. Hertenstein '64 Thomas A. Lynunl '84 Kristanne Pond '80
Richard Lannin '70
Craig Willianl Bond '88 A. Ronald Etickson '70 George L. Hiller '72 R. Alan Magnuson '78 Timothy Franklin Popper
Teri L. Lasley '95 Arne Erickson Thomas B. llitchcock '53 Mary Lyon Manning '86 '88
David Mjchael Leech '72 John L. Borden '80
Francoise Bourdormec '90 Alfred T. Fagerburg ill '73 Philip D. Hoffman '58 Lowell K. Marcus '48 John Bradley Powell '90 Mads Lillelund '87
Richard D. Boyles '80 Brian T. Farmer '79 Thomas A. Hoover '69 Bruce A. Martin '90 Amelia Powers Sandler
Barry J. Mason '58 Warren E. Feller '74 Bryan T. Horney '66 Jeannie Martin Harbottle '86
John R. McDermott Jr. '81 John F. Brady '74
Kenneth Edwru'd Felt '82 John L. House '69 '87 Catharine E. Prein '83
M;chacl P. McTigue '70 Richard J. Breit '73
Bruce A. Fiell '85 Richard Allen Howell '86 Robert H. Mason '78 Javad Ra'ed '81
Hru'old R. Miller '56 Thomas J. Brennan '79
Maarten W. F1eurke '79 Paul Henry Hnibers '90 VincentJ. Masucci '71 Reed Charles Ramlow '88
M;chael H. Moffett Bradford Guy Brooker '86
Gerald David F1int '90 Arthur F. Humphrey ill Gruy J. Matus '72 Tod S. Rankin '78
Keith J. Parker'68 David L. Brothers '78
Andrew Franklin Forbis '79 Laverne C. May '60 Theodore Joseph
William H. Parker '65 Brent Lee Brown '85
'89 David Charles Hunt '88 Thomas M. McCaffrey '76 Rectenwald Jr, '78
KID'I Heinz Pisec '94 Judy Brown '80
Charles H. Fowler '76 Mikako lnamasu '91 T James A. McClung Brian J DIm Reed '84
Roberta Poritsky '80 William R. Brown '67
Mark S. Fi'ancis '79 Charles L. uby '77 Ian C. McCluskey '82 Robin Reynolds '89
Douglas Lee Red '81 Peter D. Browne '77
Robert M. Franko '79 Blake Alan Jackson '88 David B. McCracken '67 Andrew James Riebe '86
George L. Reeves '59 Tracey A. Bnunfiel Nelson
Julie Ann Franz '88 Damel T. Jacobsen '59 James William McDonald '86 Angela Elgin Righter '89
William H. Ryrul '55 '81
Robert M. Frehse Jr. '50 James Fleming Johnson William M. McDougal '79 Rodney F. Ritchle '52
Michele Marie Samuels James K. Bruton Jr, '76
Marcia A. Futter '81 '85 Tracy K. McHale '86 Christopher Peter Ritten
'84 Gwen M. Buerkle '93
Marc David Galligan '81 Ted Johnson '54 John William McRandal '87
Alexander I. Schwartz '80 Richard R. Bupp '50
Jay Gangi '92 RosaJje L. Jolmson-Fogg '84 Barbara V. Rivera '77
C. L. Stickland Jr. Peter D. Burgess '60
Lnis Andre Garcia '93 '79 Tom J. McSpadden '65 Donald B. Roberts '57
Kathryn Strate Smith '81 David Stalder Burks '85
Lynn M. Gruney '78 Keith K. Kaneko '66 George L. Miller '79 Alvin G. Robins '50
Eugene C. Sullivan II '67 Bruce H. Burlington '76
Rachel Gettman Susz '79 Robert Kaplan '85 Jeannette Lytm Miller '90 Fred Rodenhausen '78
James O. Sullivan '59 Ann Marie Burniston '91
M;chaeIL. Butler '78 CarlL. Georgeson '68 H. C. Karpf Jr. '57 Pamela Elizabeth Minish '85 Dennis Alan Roper '80 Tab T. Tsukuda '95
Phillip R. Cabrera '78 Anita Rose Gettleson '91 Karen Elaine Keese '86 Alfred F. Miossi '48 Robert F. Rose '73
John E. Tuberty '60 Jonathan R. Giddings '66 Allyn W. Keiser '73 Alejandro Mirkow '95 Vada S. Roseberry
Timothy Crrug Walker '68 Donald J. Caldwell '79
Peggy Ann Gitt '80 M. Regan Kelley Orillac Muzzafar Mirza '82 David D. Rotchadl '75
Anne Webster Hayden '69 Timothy P. Callaghan '94
Christopher Joseph '88 Luis Molinar-Sanz '76 Thierry 1. Rouvier '75
Allan P. Welch '72 Jolm E. Calley '53
Glasow '83 Joseph M.A. Khan '81 F. Van Dorn Moller '61 Antoruo G. Ruocco '88
James M. Whitman '59 Kenneth D. CanlpbeU Jr. '74
Gregory G. Goff '83 Deborah Marie Kielty '81 Samuel P. Moncw'e '78 Pamela K. Ryan '79
Henry H. Windsor III '60 Mjchael J. Camptin '78
Don Cru'lson Rebecca Lytllle Golden '89 Terence King '81 Garry S. Moore '64 John Rickey Sample '77 Joseph Wollmering '75
Phillip E. Casey '71 Paul G. Gomez '78 Georg Alexander William. G. Moore '70 Cliff Joseph SanlUelsen '81
Clarence H. Yahn Jr. '62 Walter R. Gonzales Jr. '80 Kirchgaesser '89 Gilbert G. Morales '67 Jose M.S. Santos '74
Osrunu Yanlada'83 Jose Carlos Castellanos
'88 Robert B. Gooden '52 William G. Kirkman '62 Andrea B. Sargent '82
Rosa J. Castiel '89 Robert J. Saum '91
Chenta Chen '82 Anne Patricia Saunders '79
John William Citti '81 W. Todd Savidge '87
Lloyd C. Clark '49 Susan Carla Scheller
Neil M. Clark '49 Arsht '87
Steven D. Clarke '77 Ulrich Scherbeck '91
Don S. Coatsworth '56 Deborah R. Schiller '77
Bradley Andrew Cole '90 Robert E. Schlegel '68
Paolo E. Colombi '75 Steve A. Schieisman '72
Karl P. Schnell '79
THUNDERBIRD 50 I 1 I 1997 29
Denis W. Schreiber '79 Daniel B. Wittner '92 * Sue Ann Scott Company M Johnson Wax Assoc. Inc. U.S. Dept. of Education
Gerard C. Scott '57 Georgia Ray Wolfe * Steve Scott Bayer Corporation M Kellogg Company U.S. Dept. of
Harold B. Shaeffer '63 Henry P. Wlight '68 Glenna Shapiro BUllls Family Foundation M Kemper Securities Group Commerce
Robert L. Shanks Jr. '76 Takehiko Yamada '89 Susan Shultz M Campbell Soup Inc. M US WEST Inc.
Steve Richard Shanks '93 Randi Susan Yoder '85 :}.: James P. Sinunons Company M Kennecott Corporation. M USG Europe Ltd.
James Townsend Shelby Alexander W. Zecha '90 Patricia Simmons Cargill Inc. M KeyBank MUST International
'85 M. Mike Zhang '91 * Alice W. Snell Celia M. Howard M KeyCorp M United Parcel Service Inc.
Mathis H. Shinnick '81 Rene Armin von * Betsy Stodola Fellowship Fund M The Landis & Gyr M United TeelUlologies
Douglas H. Short III '75 Rautenkr811z '88 * Nancy O. Swanson M Chase Manllattan Bank Foundation Corporation
Robelt A. Shuman '56 * Shoshana B. Tancer N.A. M Leo Burnett Co. Inc. M United Way
Ronald V. Sigler '58 * Betsy Taylor Chela, Inc. M Markem Corporation M Varian Associates
Charles Signer '79 THUNDERBIRD * Naomi Thomas M Chemical Bank M Medtronic Fowldation W. Randolph Hearst
Merlin A. Simons '67 INTERNATIONAL * Jane W. Thome M Chevron Products Co. M Mellon Trust Foundation
James Gerry Sittler Jr. '85 SYMPOSIUM * Kathy K. Tobin M Chevron USA Inc. M Mercury Marine M Whirlpool Foundation
Alex Charles Smith '82 * Arlene G. Tostenrud M Chiquita Brands M Merrill Lynch M White Consolidated
Lawrence F. Smith '63 Alumni andfriends who * Cynthia Turner M Citibank N.A. M Mitsubishi Intl. Corp. Industries
Sheldon L. Snook '85 donated to the * Georgia Ray Wolfe M Coca-Cola Company M Mitsui & Company USA
Robert J. Snyder '66 Thunderbird lnter- Consul3l' Corps of Inc.
William Edward Sparks '80 national Symposium Arizona M Mobil Foundation Inc. FACULTY, STAFF &
Carol Mae Stauter '91 scholarship fUlld IN MEMORY OF M Conwed Plastics M Monsanto FWld FRIENDS
Emmett D. Steed '75 * Roberta Aidem Gifts donated III memory M Cooper Industries M Motorola Inc. M*Frederick F. Avery
Dwight A. Steffen '49 * Mari81Ule Almquist of the follOWing Foundation M NationsBank N.A. " Brian Bates
Gregg M3ltin Steinberg '84 * Barbara McCollllell individuals Cox Commlmications National Association of M*John E. Berndt
Joy L. Stevenson '85 Barrett Mabel and Berger Erickson M Dekalb Genetics Corp. Women Business M*Geoffrey C. 81ld Sara
Martha I. Stewart de Leon Betsey Bayless Robert Fogelsong Foundation Owners C.Bible
'87 Gary Bayless William E. Insch M Deluxe Corporation M National City Bank W. Richard Bossert
Cassandra D. Stiles '76 Carol G. Bidstrup * Michael Milbul1l M Dun & Bradstreet Dayton * Patricia A. Burns Boyd Lee Charles Stinson 'SO Regina L. Bidstrup
* Barbara Boltz
Kathym M. Parker Corp. Foundation M Nordson Corporation * David A. Brooks
Rich3l'd A. Storch '75 William L. Schurz Echo Canyon Electric, M Northeast Utilities
* BettyBool M*John F. Burlingame
Sheldon S. Sturgis '77 Frank Snell Inc. M Northwestern Mutual • Don Carlson Toshiya Sugiyama '81 * Judit.h D. Bowe Silvana Thalheimer Elbridge & Evelyn Life * Jay R. Colvin Thomas Franklin Surrency " Helen II. Brewer
KatlU)'Tl J.F. Brown
Stuart Foundation Norwest Bank Minnesota " John Cotton
'62
* Joan Buchanan CORPORATIONS M Eli Lilly & Company N.A. * Clifton B. Cox
W. Allen Taft '72 M Equitable Life Insurance M Oral-B Laboratolies Coumba N. Diom Leigh Anl1 Talmage Perez '84 * Jane Bnffrnire M A.O. Smith Company M Pacific Bell * Joaquim M. Duarte Jr.
Tadaaki Tanaka '83 Dennis J. BUllyan Corporation. M Exxon Corporation Palm Springs Golf Ch3l'les G. Dyce Shoshana B. Tancer * MalY Bunyan M ABN AMRO Bank N.V. M FNB of Chicago Company * Arne Erickson
Juan A. Tapia '77 Sam K. Campana M AG Communication M Fidelity Investments Perkins Loan Fund , * Margaret Craig Berger Erickson Constance L. Thatcher '76 Systems Corporation. M First Bank Systems Phanllacia & UpJolm, (Estate) Mary E. Thome '73 Chrisman M AON Foundation
* Amy S. Clague
M NBD Bank, NA Inc. • Kelmeth Fenis
Willi3l11 R. Tiernay '56 M AT&T Foundation M First Interstate Bank Phelps Dodge BertGetz Tanlara Lynne Tiffany '87 * Karen J. Clements M Abbott Laboratories ofCA M Philadelphia National Barry D. Halpern Roger W. TiUey '75 * M3lilYll Cox Fund M Fisher-Price Inc. Bank Cynthia A. Halpern
Kathy K. Tobin '75 Louise G. Crawford M Air Products & Chemicals M F1eet Bank of RI M Philip Morris USA • Gary K. Herberger Christine Topoulos '72 * Patti cia G. Crews Inc. F1uor Corporation M Philip Morris KK • Pamela Herberger Ricardo Juan Torres '81 " Carol B. Davidson All the Kings Discount - Fluor FOlmdation Phoenix Art Museum • Roy A. Herberger Jr.
Agnes Maria Toth '89 McCrady F1ags Friends of Thunderbird Phoenix Motor Company Paul D. Hogan R. Mason Truluck '70 * Geraldine DeMuro M AlliedSignal M G.D. Searle & Company M Premark International " Robert A. Howell Norval O. Tyler '64 * Anne B. Donahoe Foundation M Gates Rubber COmp3lIY Inc. Dolores Klausner (Deceased) " Kay Driggs M AIliedSignallllc. M General Electric M Procter & Gamble * Joan and David C.
Nils A. Urman '77 Barbara M. Dyce M Allstate Insurance Company Foundation LincoIn Theodorus C.M. Van der Loo * Alice K. Froeb Corporation M General Motors M RJR Nabisco Gregory A. McClell3lld
'79 Judith A. Glaser M AmeriC3ll Express Corporation. Foundation M' James A. McClung David Cameron Vaughn '88 * Diane Graham Company The Geon Company M Reader's Digest , Michael H. Moffett Ger3l'd II. Vehmeijer '81 * Marcella Greening American Golf Travel M Gillette Company Association Inc. · Irenemae