Pequenos negócios 40

For an entrepreneur to attract potential resource partners, not only must the concept be viable, but there must also be some connection between the founder and potential resource providers. The entrepreneur's reputation, capabilities, commitment, and conduct, as well as all the other components of human and social capital, are often determinants of his or her ability to attract resource partners. Rebecca Reynolds Moore attracted financial resources by leveraging her human resources and social contacts, and with her intensive selling, developing trust and cooperation with partners and her extended network. Vivien Jennings attracted such organizational resources as visiting authors by leveraging her human and social resources, then developing physical resources to enhance the product development in the form of book-signing events. The analytical tool most useful in this process is the resource-development pathway that allows the entrepreneur to begin with starting endowments and connect the specification or identification steps to acquisition. The entrepreneur must consider how one type of resource can be leveraged to acquire another. This assessment allows for acquisition strategies specific to the situation at hand to be developed. Each of these strategies, however, is further facilitated by social skills of the entrepreneur.The ability to sell a business idea through personal capabilities is referred to as a social skill, a competence enabling individuals to interact effectively with others. Distinct form social capital, social skills are what the entrepreneur does rather than the outcome of network relationships. Social skills are learnable, and when utilized effectively can increase possibilities for attracting resources to venture. Five social skills important to the entrepreneur are: Social perception, the accuracy with which the entrepreneur assesses the traits, intentions, and motives of others. Impression management, the way one induces positive reaction for others. Expressiveness, the ability to express emotions and feelings clearly and generate enthusiasm in others. Persuasiveness, the ability to change others' views or behaviors in face-to-face encounters Social adaptability, the ability to adapt to, or feel comfortable in, a wide range of social situations. The skills work in concert as a founder attempts to attract resources to a new venture.

Fonte: Kuratko, Donald F.; Harold P. Welsch (2004). Strategic Entrepreneurial Growth. 2nd ed. Thomson/Southwestern, pp. 151-152.
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