The objective was to determine the factors that explain the relationship between principal and agent (P-A) in a private higher education institution (HEI) in the city of Manizales. The study was based on the conceptual foundations of the neo-institutional trend, framed by microeconomic and neoliberal models, interpreted in the light of the agency theory. The measurement of the factors that explain the P-A relationship came through data analysis, and thus it was possible to confirm the hypotheses. The P-A relationship in the HEI under study is better explained by external and internal motivational factors rather than by the wage factor. The results assert the importance of aligning the objectives to improve efficiency in the institution.

This study aims to determine the factors that explain the relationship between principal and agent in six institutions from different economic sectors (education, services, metallurgy, solidarity and financial economy) in the city of Manizales. The study is based on the conceptual foundations of the neo-institutional current, which are framed in neoliberal and microeconomic models interpreted in the light of agency theory. As research strategy, the methodology consists of a multiple case study, which focuses its interest on a number of cases where each case has its own identity. The factors that determine the principal-agent relationship in these six institutions are explained by contract, incentives and controls motivational factors, both intrinsic and extrinsic, are also identified.

Luego de tres años de haber iniciado proceso en donde leer y escribir trascendió el ámbito de la réplica, resumen; para ser creación, critica, apropiación real, nos queda, al grupo de profesores del Area de Lecto-escritura; un reconocimiento para discípulos como MARlA TERESA BUITRAGO y JUAN CARLOS MARlN. El texto que viene a continuación plasma de lleno este proceso.