Reference : Generating business referrals for SMEs: The contingent value of CEOs’ social capital
Scientific journals : Article
Business & economic sciences : Strategy & innovation
http://hdl.handle.net/10993/22440
Generating business referrals for SMEs: The contingent value of CEOs’ social capital
English
Chollet, Barthelemy mailto [Grenoble Ecole de Management]
Geraudel, Mickaël mailto [University of Luxembourg > Faculty of Law, Economics and Finance (FDEF) > Center for Research in Economic Analysis (CREA) >]
Mothe, Caroline mailto []
2014
Journal of Small Business Management
Blackwell Publishing
52
1
79-101
Yes (verified by ORBilu)
International
0047-2778
1540-627X
[en] social capital ; personality traits ; business referrals
[en] We examine how small and medium-sized enterprise (SME) chief executive officers’ (CEOs)
social capital (as measured by strength of ties and structural holes) can help them bring business
to their firms through the spread of positive referrals. Based on a sample of 408 French SME CEOs, we find a direct effect of social capital. Such effect is contingent on the CEO’s personality, with social capital being most beneficial to CEOs with low levels of conscientiousness. CEOs’ social ties facilitate the distortion of information, thereby leading personal contacts to give referrals to and endorse a focal CEO, even in the presence of negative signals, such as low conscientiousness.
http://hdl.handle.net/10993/22440
doi: 10.1111/jsbm.12034

File(s) associated to this reference

Fulltext file(s):

FileCommentaryVersionSizeAccess
Limited access
Chollet et al. 14 jsbm published version.pdfPublisher postprint226.39 kBRequest a copy

Bookmark and Share SFX Query

All documents in ORBilu are protected by a user license.