IDEAS home Printed from https://ideas.repec.org/p/hal/journl/halshs-01496313.html
   My bibliography  Save this paper

Market knowledge as a function of CEOs' personality: A fuzzy set approach

Author

Listed:
  • Barthelemy Chollet

    (EESC-GEM Grenoble Ecole de Management)

  • Mickaël Géraudel

    (CREA, Center for Research in Economics and Management - uni.lu - Université du Luxembourg = University of Luxembourg = Universität Luxemburg)

  • Anis Khedhaouria

    (MRM - Montpellier Research in Management - UPVM - Université Paul-Valéry - Montpellier 3 - UPVD - Université de Perpignan Via Domitia - Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School - UM - Université de Montpellier)

  • Caroline Mothe

    (IREGE - Institut de Recherche en Gestion et en Economie - USMB [Université de Savoie] [Université de Chambéry] - Université Savoie Mont Blanc)

Abstract

Market knowledge (MK) improves firm performance, yet knowledge of how MK develops remains sparse. In small and medium-sized enterprises, MK likely depends on the personal dispositions of CEOs. This study draws on personality research to theorize that CEOs' personality traits influence the intensity of seeking (openness and conscientiousness), the opportunity to access (extraversion), or the accuracy of processing (agreeableness and emotional stability) market information. A fuzzy set qualitative comparative analysis of 409 CEOs reveals two equifinal configurations of traits leading to high MK, both of which include traits favoring accuracy, suggesting their particular importance. The findings provide new understanding of the antecedents of MK and have conceptual implications for the study of CEOs' personality in general.

Suggested Citation

  • Barthelemy Chollet & Mickaël Géraudel & Anis Khedhaouria & Caroline Mothe, 2016. "Market knowledge as a function of CEOs' personality: A fuzzy set approach," Post-Print halshs-01496313, HAL.
    • Handle: RePEc:hal:journl:halshs-01496313
    DOI: 10.1016/j.jbusres.2015.10.137
    Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-01496313v1
    as

    Download full text from publisher

    File URL: https://shs.hal.science/halshs-01496313v1/document
    Download Restriction: no
    File URL: https://libkey.io/10.1016/j.jbusres.2015.10.137?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Laforet, Sylvie, 2008. "Size, strategic, and market orientation affects on innovation," Journal of Business Research, Elsevier, vol. 61(7), pages 753-764, July.
    2. Danny Miller & Peter H. Friesen, 1982. "Innovation in conservative and entrepreneurial firms: Two models of strategic momentum," Strategic Management Journal, Wiley Blackwell, vol. 3(1), pages 1-25, January.
    3. Peters, Michael P. & Brush, Candida G., 1996. "Market information scanning activities and growth in new ventures: A comparison of service and manufacturing businesses," Journal of Business Research, Elsevier, vol. 36(1), pages 81-89, May.
    4. Lianxi Zhou & Wei-ping Wu & Xueming Luo, 2007. "Internationalization and the performance of born-global SMEs: the mediating role of social networks," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 38(4), pages 673-690, July.
    5. Susan Bartholomew & Anne D. Smith, 2006. "Improving Survey Response Rates from Chief Executive Officers in Small Firms: The Importance of Social Networks," Entrepreneurship Theory and Practice, , vol. 30(1), pages 83-96, January.
    6. Keh, Hean Tat & Nguyen, Thi Tuyet Mai & Ng, Hwei Ping, 2007. "The effects of entrepreneurial orientation and marketing information on the performance of SMEs," Journal of Business Venturing, Elsevier, vol. 22(4), pages 592-611, July.
    7. Ganter, Alois & Hecker, Achim, 2014. "Configurational paths to organizational innovation: qualitative comparative analyses of antecedents and contingencies," Journal of Business Research, Elsevier, vol. 67(6), pages 1285-1292.
    8. Johan Wiklund & DEAN Shepherd, 2003. "Knowledge‐based resources, entrepreneurial orientation, and the performance of small and medium‐sized businesses," Strategic Management Journal, Wiley Blackwell, vol. 24(13), pages 1307-1314, December.
    9. Walter, Achim & Auer, Michael & Ritter, Thomas, 2006. "The impact of network capabilities and entrepreneurial orientation on university spin-off performance," Journal of Business Venturing, Elsevier, vol. 21(4), pages 541-567, July.
    10. Ragin, Charles C., 2000. "Fuzzy-Set Social Science," University of Chicago Press Economics Books, University of Chicago Press, edition 1, number 9780226702773, April.
    11. Ozgen, Eren & Baron, Robert A., 2007. "Social sources of information in opportunity recognition: Effects of mentors, industry networks, and professional forums," Journal of Business Venturing, Elsevier, vol. 22(2), pages 174-192, March.
    12. Yongchuan Bao & Shibin Sheng & Kevin Zhou, 2012. "Network-based market knowledge and product innovativeness," Marketing Letters, Springer, vol. 23(1), pages 309-324, March.
    13. Joyce Koe Hwee Nga & Gomathi Shamuganathan, 2010. "The Influence of Personality Traits and Demographic Factors on Social Entrepreneurship Start Up Intentions," Journal of Business Ethics, Springer, vol. 95(2), pages 259-282, August.
    14. Wiklund, Johan & Shepherd, Dean, 2005. "Entrepreneurial orientation and small business performance: a configurational approach," Journal of Business Venturing, Elsevier, vol. 20(1), pages 71-91, January.
    15. repec:ucp:bkecon:9780226316529 is not listed on IDEAS
    16. repec:ucp:bkecon:9780226702766 is not listed on IDEAS
    17. Simon, Mark & Houghton, Susan M. & Aquino, Karl, 2000. "Cognitive biases, risk perception, and venture formation: How individuals decide to start companies," Journal of Business Venturing, Elsevier, vol. 15(2), pages 113-134, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Kumar, Satish & Sahoo, Saumyaranjan & Lim, Weng Marc & Kraus, Sascha & Bamel, Umesh, 2022. "Fuzzy-set qualitative comparative analysis (fsQCA) in business and management research: A contemporary overview," Technological Forecasting and Social Change, Elsevier, vol. 178(C).
    2. Laouiti, Rahma & Haddoud, Mohamed Yacine & Nakara, Walid Adam & Onjewu, Adah-Kole Emmanuel, 2022. "A gender-based approach to the influence of personality traits on entrepreneurial intention," Journal of Business Research, Elsevier, vol. 142(C), pages 819-829.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Barthelemy Chollet & Mickaël Géraudel & Anis Khedhaouria & Caroline Mothe, 2016. "Market knowledge as a function of CEOs' personality: A fuzzy set approach," Grenoble Ecole de Management (Post-Print) halshs-01496313, HAL.
    2. Chollet, Barthélemy & Géraudel, Mickaël & Khedhaouria, Anis & Mothe, Caroline, 2016. "Market knowledge as a function of CEOs' personality: A fuzzy set approach," Journal of Business Research, Elsevier, vol. 69(7), pages 2567-2573.
    3. Nida Nazar & Sara Ravan Ramzani & Temoor Anjum & Imran Ahmed Shahzad, 2018. "Impact of Entrepreneurial Orientation of Bank Performance in Pakistan," Business Management and Strategy, Macrothink Institute, vol. 9(1), pages 290-309, December.
    4. Danny Miller, 2011. "Miller (1983) Revisited: A Reflection on EO Research and Some Suggestions for the Future," Entrepreneurship Theory and Practice, , vol. 35(5), pages 873-894, September.
    5. Jintong Tang & Zhi Tang & Birton J. Cowden, 2017. "Exploring the Relationship between Entrepreneurial Orientation, CEO Dual Values, and SME Performance in State–Owned vs. Nonstate–Owned Enterprises in China," Entrepreneurship Theory and Practice, , vol. 41(6), pages 883-908, November.
    6. Erik Lundmark & Anna Krzeminska & Dean A. Shepherd, 2019. "Images of Entrepreneurship: Exploring Root Metaphors and Expanding Upon Them," Entrepreneurship Theory and Practice, , vol. 43(1), pages 138-170, January.
    7. Watson, Anna & Dada, Olufunmilola (Lola) & Grünhagen, Marko & Wollan, Melody L., 2016. "When do franchisors select entrepreneurial franchisees? An organizational identity perspective," Journal of Business Research, Elsevier, vol. 69(12), pages 5934-5945.
    8. Chunling Zhu & Anqi Liu & Guoling Chen, 2018. "High performance work systems and corporate performance: the influence of entrepreneurial orientation and organizational learning," Frontiers of Business Research in China, Springer, vol. 12(1), pages 1-22, December.
    9. Bradley A. George & Louis Marino, 2011. "The Epistemology of Entrepreneurial Orientation: Conceptual Formation, Modeling, and Operationalization," Entrepreneurship Theory and Practice, , vol. 35(5), pages 989-1024, September.
    10. Jörg Freiling & Christoph Lütke Schelhowe, 2014. "The Impact of Entrepreneurial Orientation on the Performance and Speed of Internationalization," Journal of Entrepreneurship, Management and Innovation, Fundacja Upowszechniająca Wiedzę i Naukę "Cognitione", vol. 10(4), pages 169-199.
    11. Katharina Fellnhofer, 2019. "The Complementary Effects Of Firms’ And Team Leaders’ Entrepreneurial Orientation On Innovation Success And Performance," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 23(05), pages 1-32, June.
    12. Lavlu Mozumdar & Valentina C. Materia & Geoffrey Hagelaar & Mohammad Amirul Islam & Gerben van der Velde & S. W. F. (Onno) Omta, 2022. "Contextuality of Entrepreneurial Orientation and Business Performance: The Case of Women Entrepreneurs in Bangladesh," Journal of Entrepreneurship and Innovation in Emerging Economies, Entrepreneurship Development Institute of India, vol. 8(1), pages 94-120, January.
    13. Andreas Rauch & Johan Wiklund & G.T. Lumpkin & Michael Frese, 2009. "Entrepreneurial Orientation and Business Performance: An Assessment of past Research and Suggestions for the Future," Entrepreneurship Theory and Practice, , vol. 33(3), pages 761-787, May.
    14. Kohtamäki, Marko & Heimonen, Jesse & Sjödin, David & Heikkilä, Vili, 2020. "Strategic agility in innovation: Unpacking the interaction between entrepreneurial orientation and absorptive capacity by using practice theory," Journal of Business Research, Elsevier, vol. 118(C), pages 12-25.
    15. Farhad Uddin Ahmed & Louis Brennan, 2019. "Performance determinants of early internationalizing firms: The role of international entrepreneurial orientation," Journal of International Entrepreneurship, Springer, vol. 17(3), pages 389-424, September.
    16. Chiho Ok & He Soung Ahn, 2019. "How Does Entrepreneurial Orientation Influence the Sustainable Growth of SMEs? The Role of Relative Performance," Sustainability, MDPI, vol. 11(19), pages 1-16, September.
    17. Neneh Brownhilder, 2017. "Examining the Moderating Effect of Environmental Hostility on the Entrepreneurial Orientation -Performance Relationship," Journal of Economics and Behavioral Studies, AMH International, vol. 8(6), pages 6-18.
    18. Mojtaba Hosseini & Hossein Dadfar & Staffan Brege, 2018. "Firm-level entrepreneurship and international performance: A simultaneous examination of orientation and action," Journal of International Entrepreneurship, Springer, vol. 16(3), pages 338-368, September.
    19. Juan Pablo Diánez-González & Carmen Camelo-Ordaz & Mariluz Fernández-Alles, 2021. "Drivers and implications of entrepreneurial orientation for academic spin-offs," International Entrepreneurship and Management Journal, Springer, vol. 17(2), pages 1007-1035, June.
    20. Samuel Adomako, 2018. "The Moderating Effects Of Adaptive And Intellectual Resource Capabilities On The Relationship Between Entrepreneurial Orientation And Financial Performance," International Journal of Innovation Management (ijim), World Scientific Publishing Co. Pte. Ltd., vol. 22(03), pages 1-35, April.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:halshs-01496313. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.