Résumés
Résumé
Si la littérature traitant du rôle du réseau personnel du dirigeant de PME s’est beaucoup développée, un aspect reste toutefois peu étudié : les relations personnelles permettent de faire connaître l’entreprise et, par le jeu de recommandations, d’obtenir des commandes. A l’aide d’un test empirique sur 405 dirigeants de PME, cet article identifie les configurations de réseau personnel qui conduisent aux plus gros effets de recommandation. Il montre que ces recommandations dépendent également de la personnalité du dirigeant, qui crée un signal plus ou moins favorable. Il existe, en outre, un effet d’interaction entre réseau personnel et personnalité.
Mots clés:
- réseau personnel,
- traits de personnalité,
- PME,
- recommandations
Abstract
Despite recent developments in the literature dealing with the personal network of SME CEOs, one aspect has been studied little: the personal relationships that promote the company and, through recommendations, lead to new orders. By means of an empirical test on a sample of 405 SME CEOs, this article identifies the personal network configurations that give the biggest referrals effects. It shows that these effects depend on the personality of CEOs, which creates a more or less favourable signal. Furthermore, there is an interaction effect between personal network and personality.
Keywords:
- personal networks,
- personality traits,
- SME,
- referrals
Resumen
Si la literatura acerca del papel que des emplea la red personal del dirigente se ha ampliado mucho, un aspecto sigue siendo poco analizado: las relaciones personales permiten hacer conocer a la empresa y, mediante el juego de las recomendaciones, obtener pedidos. Gracias a un test empírico en 405 dirigentes des PME, este artículo identifica las configuraciones de la red personal que conducen a los mayores efectos de recomendaciones. Demuestra que esas recomendaciones dependen también de la personalidad del dirigente, quien crea una señal más o menos favorable. Existe, además, un efecto de interacción entre red personal y personalidad.
Palabras claves:
- red personal,
- rasgos de personalidad,
- PME,
- recomendaciones
Parties annexes
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