Développement et validation d’une échelle de mesure de la compétence relationnelle du dirigeant et analyse de son impact sur l’accompagnement financier

Nathalie Gardes
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Nathalie Gardes: IRGO - Institut de Recherche en Gestion des Organisations - UB - Université de Bordeaux - Institut d'Administration des Entreprises (IAE) - Bordeaux

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Abstract: Literature underlines the importance of relationship's quality between SME and banking partner and the role played by social relationship to explain financial support. Relationship management style in particular entrepreneur's relational competence facilitates financing. The aim of the article is twofold: first offer a scale measuring of entrepreneur's relational competence as part of its funding relationship, second establish a causal relationship between relational competence and financial support. This research identifies dimensions of manager's relational competence. The results support a significant positive relationship between relational competence and compagny's financial support.

Keywords: Financing; SME; Relational competence; Structural modeling; Financement; PME; Compétence relationnelle; Equations structurelles (search for similar items in EconPapers)
Date: 2018-03-15
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Published in Finance Contrôle Stratégie, 2018, 21 (1), ⟨10.4000/fcs.2038⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-03256273

DOI: 10.4000/fcs.2038

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