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As an attempt to investigate the relationships between entrepreneurial characteristics and firm performance, we operationalized a theoretical framework of the competitiveness of small and medium-sized enterprises (SMEs) and empirically tested the four hypotheses derived from it. The framework links together entrepreneurial competencies and SME performance with two further constructs: competitive scope and organizational capabilities. The empirical study consisted of a stage of instrument development specific to the research context, as well as a stage of hypothesis testing. The results of hypothesis testing, involving a sample of 153 owner/managers of SMEs, provided evidence for the direct and indirect contributions of the entrepreneur's opportunity, relationship, innovative, human and strategic competencies in affecting the long-term performance of an SME via competitive scope and organizational capabilities. This initial success, with the validated survey instrument of entrepreneurial competencies, may serve as the ground for further research in this area. SOMMAIRE. Dans le but d'examiner les relations existant entre caractéristiques entrepreneuriales et performance d'entreprise, nous avons mis en opération une structure théorique de la compétitivité des petites et moyennes entreprises (PME) et testé de façon empirique les quatre hypothèses qui en découlent. Cette structure relie les compétences entrepreneuriales et la performance des PME avec deux autres constructs : ampleur concurrentielle et capacités d'organisation. L'étude empirique comportait un stage de développement d'un instrument spécifique au contexte de la recherche, ainsi qu'un stage de vérification d'hypothèses. Les résultats de ce dernier, portant sur un échantillon de 153 propriétaires/gestionnaires de PME, ont mis en évidence les contributions directes et indirectes chez l'entrepreneur de l'opportunité, de la relation, et des compétences innovatrices, humaines et stratégiques qui affectent la performance à long terme par l'intermédiaire de l'ampleur concurrentielle et des capacités d'organisation. Ces résultats, ainsi que l'instrument de sondage validé pour les compétences entrepreneuriales, peuvent servir de point de départ à la recherche ultérieure.

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Based on a theoretical framework linking entrepreneurial competencies and SME performance, we carried out an empirical study to investigate the entrepreneurial competencies of SME owner/managers in the Hong Kong services sector. Thirty-five clusters of behavioural competencies were identified under six competency areas, which are applied to three entrepreneurial tasks, together with seven supporting competencies which play supporting roles to these competency areas or focus personally on the entrepreneur rather than on the entrepreneurial tasks. Distinguishing supporting competencies from major competency areas allows us to be more focused on further investigation into the functions of different competencies. The results are also discussed with reference to the research context and the entrepreneurship in Hong Kong.

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