Title: A hierarchical regression analysis to understand the antecedents of entrepreneurial success

Authors: A.T. Resmi, T.J. Kamalanabhan

Addresses: Institute of Public Enterprise (IPE), Osmania University Campus, Hyderabad-500007, Andhra Pradesh, India. ' Department of Management Studies, Indian Institute of Technology Madras, Chennai-600036, Tamil Nadu, India

Abstract: Impression management theory has received increasing levels of attention by organisational scholars in the last 25 years. However, most researches in the area have studied it as a part of social competence, with a special interest in social perception. This study adds to the literature as an exploratory attempt to study impression management as a precursor of entrepreneurial success. Three hundred eleven entrepreneurs were selected as part of the study, and it was found that impression management techniques are indeed contributing to entrepreneurial success, along with other variables like personality, social competence and entrepreneurial orientation. The study concludes that entrepreneurs are not only fighters trying to self-promote with superiors, but they are also fliers who supplicate even with the subordinates to get things done.

Keywords: entrepreneurial personalities; social competence; entrepreneurial orientation; impression management; success; hierarchical regression analysis; social perception; entrepreneurs; entrepreneurialism; fighters; self-promotion; superiors; fliers; supplication; subordinates; customer relationship management; e-CRM; electronic CRM; decision making; multivariate techniques; customer services.

DOI: 10.1504/IJECRM.2010.036185

International Journal of Electronic Customer Relationship Management, 2010 Vol.4 No.4, pp.377 - 394

Published online: 27 Oct 2010 *

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