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Entrepreneurs' Social Skills and New Venture Performance: Mediating Mechanisms and Cultural Generality

Lally School of Management & Technology, Rensselaer Polytechnic Institute, Troy, NY 12180-3590, baronr{at}rpi.edu

Jintong Tang

Saint Louis University, 3674 Lindell Blvd., DS Hall Room 469A, St. Louis, MO 63108

This research seeks to extend previous findings concerning the relationship between entrepreneurs' social skills and new venture performance. Two potential mediators of such effects (entrepreneurs' success in obtaining information and essential resources) were investigated, and data were collected in a culture not included in previous studies (China). Results indicate that several social skills (e.g., social perception, expressiveness) are significantly related to measures of new venture performance and that these effects are indeed mediated by the two proposed mediating variables. Implications of these findings for efforts to understand how micro-level variables influence macro-level measures of new venture performance are discussed.

Key Words: entrepreneurship • social skills • new ventures

This version was published on March 1, 2009

Journal of Management, Vol. 35, No. 2, 282-306 (2009)
DOI: 10.1177/0149206307312513


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