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

Barthelemy Chollet (), Mickaël Géraudel (), Anis Khedhaouria () and Caroline Mothe ()
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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

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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.

Keywords: Fuzzy set qualitative comparative analysis (fsQCA); Market knowledge; Personality traits; CEO (search for similar items in EconPapers)
Date: 2016
New Economics Papers: this item is included in nep-cse and nep-sbm
Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-01496313v1
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Published in Journal of Business Research, 2016, 69 (7), pp.2567-2573. ⟨10.1016/j.jbusres.2015.10.137⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:gemptp:halshs-01496313

DOI: 10.1016/j.jbusres.2015.10.137

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