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A Study of Attitudinal Factors in the Consulting Relationship with Minority-Owned Small Businesses1

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  • David M. Dougherty

Abstract

Eighty-one black businesses which received free consulting assistance from whites from 1968 to 1973 were studied with respect to entrepreneur motivation and consultant attitude as determinants for the success of the firm and the value of the consulting relationship. Success of the businesses was determined by their survival into 1976, and the value of the consulting relationships was estimated from the consulting reports. The white consultant's motivation was not significant whereas the black entrepreneur's attitude was most important. A valueless consulting relationship predicts a business failure whereas a valuable consulting relationship does not predict business success.

Suggested Citation

  • David M. Dougherty, 1978. "A Study of Attitudinal Factors in the Consulting Relationship with Minority-Owned Small Businesses1," Entrepreneurship Theory and Practice, , vol. 3(2), pages 3-15, October.
    • Handle: RePEc:sae:entthe:v:3:y:1978:i:2:p:3-15
    DOI: 10.1177/104225877800300202
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