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TitleTHE IDENTIFICATION AND ASSESSMENT OF COMPETENCIES AND OTHER PERSONAL
LanguageEnglish
File Size12.0 MB
Total Pages402
Document Text Contents
Page 1

THE IDENTIFICATION AND ASSESSMENT OF COMPETENCIES
AND OTHER PERSONAL CHARACTERISTICS OF
ENTREPRENEURS IN DEVELOPING COUNTRIES

Flnal Report

Project No. 936-5314
Entrepreneurship and Small Buslness Development

Contract No. DAN-5314-C-00-3065-00

Submitted to

The Unlted States Agency for International Development
Washmgton, D.C. 20523

Rlchard S Mansf leld, Ed D
Davld C. McClelland, Ph.D
Lyle M. Spencer, Jr., Ph-D.

Jose Santiago, Ph D.

McBer and Company
137 Newbury Street

Boston, Massachusetts 02116

April, 1987

Page 2

TABLE OF CONTENTS

Paae Headlnq

1 INTRODUCTION

3 OVERVIEW OF PROJECT ACTIVITIES AND RESULTS

Task I. Conduct Research to Identlfy and Valldate
PECs That Facllltate Entrepreneurlal Success In
Developing Countries

5 Task 11: Use the PECs to Identify and Develop
Selectlon
Instruments (Surveys, Tests, Intervlew Procedures,
Appllcatlon Forms) That Can Be Used to Screen
Potentlal Entrepreneurs

Task 111. Identlfy and Assess Behavioral Tralnmg
Approaches That Can Be Used to Improve Entrepreneurlal
Effectiveness

Task IV: Disseminate the Project's Flndings to Inter-
ested Groups Around the World, Through Publlcatlons
and Annual Network Meetlngs

THE INITIAL RESEARCH STUDY

Overvlew of the Research Design

Project Plannlng and Slte Selectlon

Identlflcatlon of Samples of Entrepreneurs

Tralnlng Natlve-Language-Speaking Interviewers

Overview of the Data Analyses

Thematlc Analysis of the Crltlcal Incldent Data

Systematic Coding of Intervlew

Codlng of Background Data

Statistical Analys~s of the Competency Data

Analyses of Relatlonshlps Among Competencles

Discrlmlnant Analyses
C

Statistical Analysls of Background Variables About the
Buslness

Page 201

TABLE 56

DISCRIMINANT ANALYSIS USING ALL COMPOSITES

Canonlcal Correlation = .63, Wllksr Lambda = .6005, p = -1055

Standardized Canonlcal Dlscrimlnant

Competency Factor Score 1

Competency Factor Score 2

Competency Factor Score 3

Buslness Factor Score 1

Buslness Factor Score 2

Buslness Factor Score 3

SES

Recent Sales

Prlor Sales

Recent Proflts

Prior Profits

* Denotes coefflclents wlth loadlngs exceeding + . 4 0 .

Page 202

TABLE 57

CLASSIFICATION OF THE EXISTING ENTREPRENEURS
ON FOUR BUSINESS PERFOFWANCE VARIABLES

Variable

Sales Last Year

Sales Two Years Ago

Profits Last Year

Profits Two Years Ago

Classification Frequency

Low

Medium

H ~ g h

Low

Medium

H1gh

Low

Medium

High

Low

Medium

~ l g h

(Less than 3)

(3 to 13.99)

(14 or more)

(Less than 3)

(3 to 10.99)

(11 or more)

(Less than .2)

(.2 to 1.19)

(1.2 or more)

(Less than .09)

(.l to .69)

( 7 or more)

Note: The numbers used to establish the classifications for
sales and profits are in lacs (1 lac = 100,000 rupees)

Page 401

COMPETENCIES

INITIATIVE Takes actions that
go beyond job requirements or
the demands of the sltuatlon

SEES AND ACTS ON OPPORTUNITIES
Looks for and takes actlon on
opportunltles

PERSISTENCE Takes repeated
actlon to overcome obstacles
that get in the way of reach-
Ing goals

INFORMATION SEEKING Takes
action on own to get informa-
tion to help reach ob]ect~ves
or clarify problems

CONCERN FOR HIGH QUALITY OF
WORX Acts to do things that
meet or beat exlsting standards
of excellence

COMMITMENT TO WORK CONTRACT
Places the hlghest prlorlty
on gettmg a job completed

EFFICIENCY ORIENTATION Finds
ways to do things faster or
wlth fewer resources or at a
lower lower cost

SYSTEMATIC PLANNING Develops
and uses logical, step-by-step
plans to reach goals

PROBLEM SOLVING Identifies new
and potentially unlque ldeas to
reach goals

SELF-CONFIDENCE Has a strong
belief in self and own abilltles

ASSERTIVENESS Confronts prob-
lems and issues with others
directly

PERSUASION Successfully per-
suades others

USE OF INFLUENCE STRATEGIES
Uses calculated strategies
to affect others

MONITORING Acts to ensure
that others' work is done
on schedule and acceptably

CONCERN FOR OTHERS1 WELFARE
Acts to respond to others1
personal concerns and needs

SITUATIONS
TOTAL

A B E D g SCORE -

TOTAL COMPETENCY SCORE

Page 402

PROFILE SHEET FOR FOCUSED INTERVIEW

Competency

Competency Scores

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