The Empirical Study On The Influence Of Middle-level Managers' Entrepreneurial Self-efficiency On Entrepreneurial Issue Selling

Middle-level managers could integrate the opinion from high-level managers and the problems in first-line managers,and achieve effectively information communicating between these two levels,and promote the projects which aims at establishing new business.As a result,middle-level managers are viewed as the group who could really carry out the corporate entrepreneurial behavior.Middlelevel managers could motivate organizations' strategic thinking,promote the process of corporate entrepreneurship by way of entrepreneurial issue selling,which is of vital importance for improving competitive force and achieving sustainable development.This paper mainly focuses on the middle-level managers' entrepreneurial issue selling behavior.Which factor would have influence on middle-level managers' decision on entrepreneurial issue selling behavior? Based on Bandura's self-efficiency theory,self-efficiency is the factor which could decide individual's self-efficiency related behavior.The influence of the entrepreneurial self-efficiency on entrepreneurial issue selling would be discussed in this paper.In addition,would all the managers who have high corporate entrepreneurial selfefficiency take entrepreneurial issue selling behavior? Self-efficiency theory believed that the relationship between self-efficiency behaviors could be influenced by condition factors.This paper combined the social recognition theory,involving the corporate environment,supervisor-subordinate guanxi and power distance as the moderate factors,and exploring the influence of these factors on the relationship between entrepreneurial self-efficiency and entrepreneurial issue selling.This research would not only help to understand the boundary condition of the influence of self-efficiency on the entrepreneurial issue selling.Based on the social cognition theory,this paper builds the main effect between middle-level managers' entrepreneurial self-efficiency and entrepreneurial issue selling behavior,and involves the corporate environment,supervisor-subordinate guanxi and power distance,to discuss these factors' influence on the main effect.Analyzing the results from 136 middle-level managers,conclusions are made as followed: 1)middle-level managers' entrepreneurial self-efficiency is positively related to entrepreneurial issue selling.2)supervisor-subordinate guanxi positively moderated the relationship between entrepreneurial self-efficiency and entrepreneurial issue selling.3)power distance negatively moderated the relationship between entrepreneurial self-efficiency and entrepreneurial issue selling.The moderating effect of corporate is not effective.Compared with previous research,this paper has several innovative thinking:1)viewing the middle-level managers' as the research objective,this paper focuses on the typical entrepreneurial behavior-entrepreneurial issue selling and explores the influence of entrepreneurial self-efficiency on entrepreneurial issue selling,2)research combined with the social recognition theory,discussing the effect of corporate environment,supervisor subordinate guanxi and power distance on the relationship between entrepreneurial self-efficiency and entrepreneurial issue selling.Outcomes enriches the research of entrepreneurial issue selling,and broads the research of the boundary condition of entrepreneurial self-efficiency and entrepreneurial issue selling.In practice,this paper is also of vital importance.Middle-level managers should enhance the entrepreneurial self-efficiency,and believe that they could overcome the difficulties and take charge of the corporate entrepreneurs.At the same time,middle-level managers should maintain the relationship between highlevel managers and themselves,which could help them to get more source and support.Organization should try to shrink the power distance and reduce sense of power distance,which could encourage more entrepreneurial issue selling caused by entrepreneurial self-efficiency.