A hierarchical regression analysis to understand the antecedents of entrepreneurial success
by A.T. Resmi, T.J. Kamalanabhan
International Journal of Electronic Customer Relationship Management (IJECRM), Vol. 4, No. 4, 2010

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.

Online publication date: Wed, 27-Oct-2010

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