“以理”还是“入情”？创业者政治技能与资源获取  

Being rationality or emotional? Entrepreneurs' political skills promote resource acquisition

作　　者：肖宇佳 潘安成 XIAO Yu-jia, PAN An-cheng(Faculty of Management and Economics, Dalian University of Technology, Dalian 116024, Chin)

机构地区：[1]大连理工大学管理与经济学部,大连116024

出　　处：《管理科学学报》2018年第2期48-67,共20页Journal of Management Sciences in China

基　　金：国家自然科学基金资助项目(71072109).

摘　　要：面对新创企业的资源匮乏和制度不完善,如何利用创业者政治技能来开发人际关系中所隐藏的潜在资源能力,逐渐受到当前创业理论研究的关注.在中国情境下,创业者政治技能对资源获取过程起到关键作用,通过"以理服人"和"以情动人"行为策略,创业者运用政治技能不仅在日常创业实践中获取有价值性的关键资源,还依靠关系交往的情感连接调用潜在的组织能力.采用混合研究方法(mixed methods research),先在关系结构层面以定量数据建立理论模型,再从日常行为层面以定性方法进一步解释与拓展模型.研究发现,作为社会能力的组成部分,创业者政治技能在关系情境下,通过"以理服人"和"以情动人"行为策略作用于资源获取过程;其中,在角色关系下,创业者政治技能在弱连接状态中通过"以理服人"获取现有资源,在强连接关系中通过"以情动人"能获得潜在资源;而在人情关系下,通过"以情动人",创业者政治技能有利于调用私交关系并获得潜在资源帮助.With a shortage of resources and perfect institutions, it is difficult for ble resources. More and more researches study how entrepreneurs employ their tential resources hidden in the inteqaersonal network. In China, entrepreneurs＇ new ventures to obtain valua- political skills to develop po- political skills （EPSs） play a key role in the process of resource acquisition. By the strategies of rationality or emotionality, the entrepre- neurs with high political skills can not only obtain organizational resources, but also can rely on affective inter-action to invoke organizational capabilities in daily practice. Using the mixed method research, this study first establishes a theoretical model with the quantitative method, and then further extends the model with the quali- tative method in everyday workplace. The findings suggest that EPSs, which is the component of social compe- tence, have effects on resource acquisition process through their strategies of rationality or emotionality. In the role-relationship between the entrepreneurs and resource owners, the existing resources are obtained through the strategy of rationality when the relationship is weak, and the strategy of emotionality favors potential re- sources when the relationship is strong. In the renqing situation, the strategy of emotionality facilitates the in- vocation of personal network and potential resources.

关 键 词：创业 政治技能 资源获取 关系情境 

分 类 号：F272[经济管理—企业管理]