Predicting entrepreneurial success: Effects of multi-dimensional achievement motivation, levels of ownership, and cooperative relationships

This study examines the complex effects of multi-dimensional achievement motivation, personality characteristics, and needs for power and influence on the success of business owners. Success in this study is measured by per-employee productivity based on dollar sales volume and owner reports of market share. Regression analyses indicate work, mastery, and interpersonal competitiveness (factors of achievement motivation), percentage of ownership, and level of cooperativeness interact in predicting entrepreneurial success. Additional regression analyses indicate that owner personality characteristics, such as expressivity, hostility, verbal aggression, need for power, and need for influence likewise predicted the success of the business venture. Percentage of ownership (an organizational characteristic) interacted with the various motivational and personality variables to effect the success of the business. Results are discussed in terms of a developing complex interactive model of entrepreneurial success.