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ARTICLES • Rev. adm. empres. 63 (2) • 2023 • https://doi.org/10.1590/S0034-759020230205 copiar

Atributos emprendedores en migrantes venezolanos asentados en Colombia

Autoría SCIMAGO INSTITUTIONS RANKINGS

RESUMEN

El estudio analiza los atributos emprendedores en migrantes venezolanos asentados Gramalote, Departamento Norte de Santander, Colombia que explican la percepción y habilidad para aprovechar oportunidades (como variable dependiente) y las características sociodemográficas y de contexto (variables independientes). Se adoptó un paradigma positivista y enfoque cuantitativo. Los datos provienen de una encuesta aplicada a 88 migrantes venezolanos. Para el tratamiento de los datos se realizó un análisis bivariado y se agruparon las categorías de las variables para ser tratadas estadísticamente mediante una regresión logística multinomial. Se recomienda que las políticas públicas sobre migración, para la inclusión laboral en Colombia, consideren los siguientes atributos de los emprendedores venezolanos: nivel educativo, generación de empleo, eficiencia y calidad, cumplimiento y responsabilidad, búsqueda de información y persuasión, y redes de apoyo porque están asociados con la probabilidad de percepción y capacidad para aprovechar oportunidades de negocio.

Palabras clave:
Atributos emprendedores; emprendimiento; migrantes venezolanos; redes de apoyo; oportunidades de negocio

Attribute groups	Attributes
Achievement orientation	Seeking opportunities and being proactive	Individuals can recognize business opportunities that others do not see, so they take the risk of seizing the opportunity to start the business innovatively (Bergner et al., 2021Bergner, S., Auburger, J., & Paleczek, D. (2021). The why and the how: A nexus on how opportunity, risk and personality affect entrepreneurial intention. Journal of Small Business Management, 1-34. https://doi.org/10.1080/00472778.2021.1934849 https://doi.org/10.1080/00472778.2021.19... ; Shane, 2003Shane, S. (2003). A general theory of entrepreneurship: The individual-opportunity nexus. Edward Elgar Publishing.; Shane & Venkataraman, 2000Shane, S., & Venkataraman, S. (2000). The promise of entrepreneurship as a field of research. The Academy of Management Review, 25(1), 217-226. https://doi.org/10.2307/259271 https://doi.org/10.2307/259271... ). Some immigrant entrepreneurs from developing countries have characteristics and social, human, and economic capital that differ from indigenous populations. Therefore, they participate in different segments of the opportunity structure (e.g., ethnic food and ethnic clothing shops) (Cruz et al., 2018Cruz, E. P., Falcao, R. P. Q., & Barreto, C. R. (2018). Exploring the evolution of ethnic entrepreneurship: The case of Brazilian immigrants in Florida. International Journal of Entrepreneurial Behavior & Research, 24(5), 971-993. https://doi.org/10.1108/IJEBR-08-2016-0239 https://doi.org/10.1108/IJEBR-08-2016-02... ).
	Taking risks	A person’s risk propensity refers to the ability to make decisions and face uncertainties in their life project to seize opportunities (Biswas & Verma, 2021Biswas, A., & Verma, R. K. (2021). Attitude and alertness in personality traits: A pathway to building entrepreneurial intentions among university students. The Journal of Entrepreneurship, 30(2), 367-396. https://doi.org/10.1177/09713557211025656 https://doi.org/10.1177/0971355721102565... ; Block et al., 2015Block, J., Sandner, P., & Spiegel, F. (2015). How do risk attitudes differ within the group of entrepreneurs? The role of motivation and procedural utility. Journal of Small Business Management, 53(1), 183-206. https://doi.org/10.1111/jsbm.12060 https://doi.org/10.1111/jsbm.12060... ; Keat et al., 2011Keat, O. Y., Selvarajah, C., & Meyer, D. (2011). Inclination towards entrepreneurship among university students: An empirical study of Malaysian university students. International Journal of Business and Social Science, 2(4), 206-220.; Schmitt et al., 2018Schmitt, A., Rosing, K., Zhang, S. X., & Leatherbee, M. (2018). A dynamic model of entrepreneurial uncertainty and business opportunity identification: Exploration as a mediator and entrepreneurial self-efficacy as a moderator. Entrepreneurship Theory and Practice, 42(6), 835-859. https://doi.org/10.1177/1042258717721482 https://doi.org/10.1177/1042258717721482... ).
	Demanding efficiency and quality	The individual is willing to succeed and exceed expectations, performing challenging and planned tasks by following the highest standards of quality and excellence and respecting processes (Kern et al., 2016Kern, M. L., Benson, L., Steinberg, E. A., & Steinberg, L. (2016). The EPOCH Measure of Adolescent Well-Being. Psychological Assessment, 28(5), 586-597. https://doi.org/10.1037/pas0000201 https://doi.org/10.1037/pas0000201... ; Pulgarín & Cardona, 2011Pulgarín, M. S. A., & Cardona, A. M. (2011). Caracterización del comportamiento emprendedor para los estudiantes de Administración de la Universidad del Rosario [Characterization of entrepreneurial behavior for Management students at Universidad del Rosario.]. Revista EAN, (71), 22-39. Retrieved from http://www.scielo.org.co/pdf/ean/n71/n71a03.pdf http://www.scielo.org.co/pdf/ean/n71/n71... ).
	Persistence	The attribute refers to the individuals’ ability to be focused, committed, and motivated to achieve planned goals even when facing obstacles and adverse situations (Biswas & Verma, 2021Biswas, A., & Verma, R. K. (2021). Attitude and alertness in personality traits: A pathway to building entrepreneurial intentions among university students. The Journal of Entrepreneurship, 30(2), 367-396. https://doi.org/10.1177/09713557211025656 https://doi.org/10.1177/0971355721102565... ; Caliendo et al., 2020Caliendo, M., Goethner, M., & Weißenberger, M. (2020). Entrepreneurial persistence beyond survival: Measurement and determinants. Journal of Small Business Management, 58(3), 617-647. https://doi.org/10.1080/00472778.2019.1666532 https://doi.org/10.1080/00472778.2019.16... ; Pulgarín & Cardona, 2011Pulgarín, M. S. A., & Cardona, A. M. (2011). Caracterización del comportamiento emprendedor para los estudiantes de Administración de la Universidad del Rosario [Characterization of entrepreneurial behavior for Management students at Universidad del Rosario.]. Revista EAN, (71), 22-39. Retrieved from http://www.scielo.org.co/pdf/ean/n71/n71a03.pdf http://www.scielo.org.co/pdf/ean/n71/n71... ).
	Compliance	It refers to the individual’s commitment and enthusiasm to carry out plans and achieve goals, taking responsibility (Cardon et al., 2017Cardon, M. S., Mitteness, C., & Sudek, R. (2017). Motivational cues and angel investing: Interactions among enthusiasm, preparedness, and commitment. Entrepreneurship Theory and Practice, 41(6), 1057-1085. https://doi.org/10.1111/etap.12255 https://doi.org/10.1111/etap.12255... ; Chen et al., 2009Chen, X., Yao, X., & Kotha, S. (2009). Entrepreneurial passion and preparedness in business plan presentations. Academy of Management Journal, 52(1), 199-214. Retrieved from https://www.jstor.org/stable/40390282 https://www.jstor.org/stable/40390282... ). In terms of access to economic resources, immigrant entrepreneurs are likely to be denied credit or be granted smaller loans than those requested by native entrepreneurs, but this is due to risk factors and financial background rather than because they are immigrants (Cruz et al., 2018Cruz, E. P., Falcao, R. P. Q., & Barreto, C. R. (2018). Exploring the evolution of ethnic entrepreneurship: The case of Brazilian immigrants in Florida. International Journal of Entrepreneurial Behavior & Research, 24(5), 971-993. https://doi.org/10.1108/IJEBR-08-2016-0239 https://doi.org/10.1108/IJEBR-08-2016-02... ).
Planning orientation	Information seeking	The entrepreneur’s action to make decisions and seize opportunities based on the search for information regarding financial resources and technical and intellectual research (González & Campbell, 2018González, J. D., & Campbell, D. G. (2018). Beyond the enclave: Success strategies of immigrant entrepreneurs. International Journal of Applied Management and Technology, 17(1), 46-57. https://doi.org/10.5590/IJAMT.2018.17.1.04 https://doi.org/10.5590/IJAMT.2018.17.1.... ; Soltwisch, 2021Soltwisch, B. W. (2021). When the quest for the best pays off: How maximising entrepreneurs improve performance by creating entrepreneurial and market oriented businesses. The Journal of Entrepreneurship, 30(2), 223-248. https://doi.org/10.1177/09713557211025648 https://doi.org/10.1177/0971355721102564... ). Immigrants seek relevant information from other immigrant professionals (Tienda & Raijman, 2004Tienda, M., & Raijman, R. (2004). Promoting Hispanic immigrant entrepreneurship in Chicago. Journal of Developmental Entrepreneurship, 9(1), 1-22.; Triana et al., 1984Triana, A. R., Welsch, H. P., & Young, E. C. (1984). Information search patterns among Hispanic entrepreneurs. Journal of Small Business Management, 22(4), 39-48.), which allows them to have an alternative network supporting growth and integration (Minto-Coy, 2019Minto-Coy, I. D. (2019). From the periphery to the centre: Start-up and growth strategies for minority diaspora entrepreneurs. International Journal of Entrepreneurship and Small Business, 36(1-2), 189-215. https://doi.org/10.1504/IJESB.2019.096972 https://doi.org/10.1504/IJESB.2019.09697... ).
	Setting goals	The perseverance, motivation, organization, interest, persistence, and self-discipline to achieve planned and challenging goals (Hmieleski & Corbett, 2008Hmieleski, K. M., & Corbett, A. C. (2008). The contrasting interaction effects of improvisational behavior with entrepreneurial self-efficacy on new venture performance and entrepreneur work satisfaction. Journal of Business Venturing, 23(4), 482-496. https://doi.org/10.1016/j.jbusvent.2007.04.002 https://doi.org/10.1016/j.jbusvent.2007.... ; McClelland, 1961McClelland, D. (1961). The achieving society. Princeton, USA: Van Nostrand.; Shane et al., 2003Shane, S., Locke, E. A. & Collins, C. J. (2003). Entrepreneurial motivation. Human Resource Management Review, 13(2), 257-279. https://doi.org/10.1016/S1053-4822(03)00017-2 https://doi.org/10.1016/S1053-4822(03)00... ).
	Systematic planning and monitoring	The individual’s cognition and consciousness, which enables them to plan how these goals will be executed, make decisions, delegate responsibilities, and monitor the implementation (Chen et al., 2009Chen, X., Yao, X., & Kotha, S. (2009). Entrepreneurial passion and preparedness in business plan presentations. Academy of Management Journal, 52(1), 199-214. Retrieved from https://www.jstor.org/stable/40390282 https://www.jstor.org/stable/40390282... ; Das, 2008Das, J. P. (2008). Planning and decision making: Beware of emotions and illusions. The Journal of Entrepreneurship, 17(1), 1-14. https://doi.org/10.1177/097135570701700101 https://doi.org/10.1177/0971355707017001... ). Initial and early planning is positively influenced by educational level, life experience, and entrepreneurial education (Block & Petty, 2020Block, J., & Petty, J. S. (2020). How knowledge shapes the scope of early business planning. Journal of Small Business Management, 1-30. https://doi.org/10.1080/00472778.2020.1794655 https://doi.org/10.1080/00472778.2020.17... ).
Power orientation	Building support networks (persuasion)	The individuals can engage in assertive social interactions and tap markets through formal and informal peer networks and mentoring (Gonzalez & Campbell, 2018). This attribute is part of the immigrant entrepreneur’s social capital that influences access to resources, information, and business performance (Jafari-Sadeghi et al., 2020Jafari-Sadeghi, V., Nkongolo-Bakenda, J. M., Dana, L. P., Anderson, R. B., & Biancone, P. P. (2020). Home country institutional context and entrepreneurial internationalization: The significance of human capital attributes. Journal of International Entrepreneurship, 18(2), 165-195. https://doi.org/10.1007/s10843-019-00264-1 https://doi.org/10.1007/s10843-019-00264... ; Liu et al., 2018Liu, C. Y., Ye, L., & Feng, B. (2018). Migrant entrepreneurship in China: Entrepreneurial transition and firm performance. Small Business Economics, 52(3), 681-696. https://doi.org/10.1007/s11187-017-9979-y https://doi.org/10.1007/s11187-017-9979-... ; Tata & Prasad, 2015Tata, J., & Prasad, S. (2015). Immigrant family businesses: Social capital, network benefits and business performance. International Journal of Entrepreneurial Behavior & Research, 21(6), 842-866. https://doi.org/10.1108/IJEBR-06-2014-0111 https://doi.org/10.1108/IJEBR-06-2014-01... ). In the case of immigrants, because they compete for the same jobs and wages as the native population, some are inclined to start a business with the support of migrant networks gathering citizens from the same origins to earn an income in the host country (Martín-Montaner et al., 2018Martín-Mont aner, J., Serrano-Domingo, G., & Requena-Silvente, F. (2018). Networks and self-employed migrants. Small Business Economics, 51(3), 735-755. https://doi.org/10.1007/s11187-017-9962-7 https://doi.org/10.1007/s11187-017-9962-... ; Schøtt, 2018Schøtt, T. (2018). Entrepreneurial pursuits in the Caribbean diaspora: Networks and their mixed effects. Entrepreneurship & Regional Development, 30(9-10), 1069-1090. https://doi.org/10.1080/08985626.2018.1515825 https://doi.org/10.1080/08985626.2018.15... ; Shinnar & Nayır, 2019Shinnar, R. S., & Nayır, D. Z. (2019). Immigrant entrepreneurship in an emerging economy: The case of Turkey. Journal of Small Business Management, 57(2), 559-575. https://doi.org/10.1111/jsbm.12408 https://doi.org/10.1111/jsbm.12408... ).
Power orientation	Having self-confidence	The certainty and security these individuals have about their capabilities to employ resources, make decisions, and start a business (Moreno et al., 2007Moreno, J. De J., Castillo, L. L., & Masere, E. De Z. (2007). Influence of entrepreneur type, region and sector effects on business self-confidence: Empirical evidence from Argentine firms. Entrepreneurship and Regional Development, 19(1), 25-48. https://doi.org/10.1080/08985620601043372 https://doi.org/10.1080/0898562060104337... ) efficiently and effectively. It is also one of the main attributes that characterize proactive and positive entrepreneurs, facilitating them to obtain superior profitability (Anglin et al., 2018Anglin, A. H., Short, J. C., Drover, W., Stevenson, R. M., McKenny, A. F., & Allison, T. H. (2018). The power of positivity? The influence of positive psychological capital language on crowdfunding performance. Journal of Business Venturing, 33(4), 470-492. https://doi.org/10.1016/j.jbusvent.2018.03.003 https://doi.org/10.1016/j.jbusvent.2018.... ; Li et al., 2017Li, M., Liu, Y., Liu, L., & Wang, Z. (2017). Proactive personality and innovative work behavior: The mediating effects of affective states and creative self-efficacy in teachers. Current Psychology, 36(4), 697-706. https://doi.org/10.1007/s12144-016-9457-8 https://doi.org/10.1007/s12144-016-9457-... ).

Sociodemographic variable		Code	Perception and ability to seize opportunities
			Low		Medium		High		Total
			n	%	n	%	n	%	n	%
Gender	Male	0	5	71.4%	21	46.7%	15	41.7%	41	46.6%
	Female	1	2	28.6%	24	53.3%	21	58.3%	47	53.4%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Age groups	18 to 34 years	1	2	28.6%	8	17.8%	10	27.8%	20	22.7%
	35 to 49 years	2	0	0.0%	15	33.3%	8	22.2%	23	26.1%
	Over 50 years	3	5	71.4%	22	48.9%	18	50.0%	45	51.1%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Educational level	High school or less	0	4	57.1%	23	51.1%	25	69.4%	52	59.1%
	Technician or professional	1	3	42.9%	22	48.9%	11	30.6%	36	40.9%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Area of knowledge	Management/ Accounting	1	0	0.0%	6	13.3%	5	13.9%	11	12.5%
	Law	2	0	0.0%	1	2.2%	2	5.6%	3	3.4%
	Engineering	3	1	14.3%	10	22.2%	1	2.8%	12	13.6%
	Technician	4	2	28.6%	7	15.6%	5	13.9%	14	15.9%
	Other	5	4	57.1%	21	46.7%	23	63.9%	48	54.5%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Generates employment	No	0	3	42.9%	19	42.2%	6	16.7%	28	31.8%
	Yes	1	4	57.1%	26	57.8%	30	83.3%	60	68.2%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%

Context variables		Code	Perception and ability to seize opportunities
			Low		Medium		High		Total
			n	%	n	%	n	%	n	%
Taking risks	Low	1	5	71.4%	6	13.3%	0	0.0%	11	12.5%
	Medium	2	1	14.3%	30	66.7%	15	41.7%	46	52.3%
	High	3	1	14.3%	9	20.0%	21	58.3%	31	35.2%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Demanding efficiency and quality	Low	1	5	71.4%	4	8.9%	0	0.0%	9	10.2%
	Medium	2	2	28.6%	34	75.6%	8	22.2%	44	50.0%
	High	3	0	0.0%	7	15.6%	28	77.8%	35	39.8%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Compliance	Low	1	0	0.0%	0	0.0%	0	0.0%	0	0.0%
	Medium	2	7	100.0%	31	68.9%	9	25.0%	47	53.4%
	High	3	0	0.0%	14	31.1%	27	75.0%	41	46.6%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Information seeking	Low	1	5	71.4%	0	0.0%	0	0.0%	5	5.7%
	Medium	2	1	14.3%	30	66.7%	10	27.8%	41	46.6%
	High	3	1	14.3%	15	33.3%	26	72.2%	42	47.7%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Setting goals	Low	1	0	0.0%	1	2.2%	0	0.0%	1	1.1%
	Medium	2	6	85.7%	24	53.3%	11	30.6%	41	46.6%
	High	3	1	14.3%	20	44.4%	25	69.4%	46	52.3%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Building support networks (persuasion)	Low	1	5	71.4%	0	0.0%	0	0.0%	5	5.7%
	Medium	2	2	28.6%	37	82.2%	21	58.3%	60	68.2%
	High	3	0	0.0%	8	17.8%	15	41.7%	23	26.1%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Persistence	Low	1	0	0.0%	0	0.0%	1	2.8%	1	1.1%
	Medium	2	7	100.0%	32	71.1%	14	38.9%	53	60.2%
	High	3	0	0.0%	13	28.9%	21	58.3%	34	38.6%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%
Self-confidence	Low	1	5	71.4%	1	2.2%	0	0.0%	6	6.8%
	Medium	2	2	28.6%	37	82.2%	13	36.1%	52	59.1%
	High	3	0	0.0%	7	15.6%	23	63.9%	30	34.1%
	Total		7	100.0%	45	100.0%	36	100.0%	88	100.0%

Sociodemographic variables		Code	Perception and ability to seize opportunities
			Low (1)		Medium (2)		High (3)		Direction and association statistics
			n	%	n	%	n	%	Fisher’s exact test for independent samples*		Nominal and ordinal direction measures*
Gender	Female	0	5a	71.4%	21a	46.7%	15a	41.7%	Exacta Fisher	2,014
Gender	Male	1	2a	28.6%	24a	53.3%	21a	58.3%	Sig.	0.331
Age groups	18 to 34 years	1	2a	28.6%	8a	17.8%	10a	27.8%	Exacta Fisher	4,498
	35 to 49 years	2	1	0.0%	15a	33.3%	8a	22.2%	Sig.	0.331
	Over 50 years	3	5a	71.4%	22a	48.9%	18a	50.0%
Educational level	High school or less	0	4a	57.1%	23a	51.1%	25a	69.4%	Exacta Fisher	0.331
Educational level	Technician or professional	1	3a	42.9%	22a	48.9%	11a	30.6%	Sig.	0.335
Area of knowledge	Management/ Accounting	1	1	0.0%	6a	13.3%	5a	13.9%	Exacta Fisher	9,620
	Law	2	1	0.0%	1a	2.2%	2a	5.6%	Sig.	0.222
	Engineering	3	1a,b	14.3%	10a	22.2%	1b	2.8%
	Technician	4	2a	28.6%	7a	15.6%	5a	13.9%
	Another	5	4a	57.1%	21a	46.7%	23a	63.9%
Employment generation	No	0	3a,b	42.9%	19a	42.2%	6b	16.7%	Exacta Fisher	6,694	V de Cramer	0.271
Employment generation	Yes	1	4a,b	57.1%	26a	57.8%	30b	83.3%	Sig.	0.028	Sig.	0.041

Context variables		Code	Perception and ability to seize opportunities
			Low (1)		Medium (2)		High (3)		Direction and association statistics
			n	%	n	%	n	%	Fisher’s exact test for independent samples*		Nominal and ordinal direction measures*
Taking risks	Low	1	5a	71.4%	6b	13.3%	1	0.0%	Fisher’s	29,183	Kendall’s tau-b	0.475
	Medium	2	1a	14.3%	30b	66.7%	15a,b	41.7%	Sig.	0.000	Sig.	0.000
	High	3	1a,b	14.3%	9a	20.0%	21b	58.3%
Demanding efficiency and quality	Low	1	5a	71.4%	4b	8.9%	1	0.0%	Fisher’s	50,320	Kendall’s tau-b	0.670
	Medium	2	2a	28.6%	34b	75.6%	8a	22.2%	Sig.	0.000	Sig.	0.000
	High	3	1	0.0%	7a	15.6%	28b	77.8%
Compliance	Low	1	1	0.0%	1	0.0%	1	0.0%	Fisher’s	22,500	Kendall’s tau-b	0.486
	Medium	2	71	100.0%	31a	68.9%	9b	25.0%	Sig.	0.000	Sig.	0.000
	High	3	1	0.0%	14a	31.1%	27b	75.0%
Information seeking	Low	1	5a	71.4%	1	0.0%	1	0.0%	Fisher’s	37,500	Kendall’s tau-b	0.479
	Medium	2	1a	14.3%	30b	66.7%	10a	27.8%	Sig.	0.000	Sig.	0.000
	High	3	1a	14.3%	15a	33.3%	26b	72.2%
Setting goals	Low	1	1	0.0%	1a	2.2%	1	0.0%	Fisher’s	10,739	Kendall’s tau-b	0.310
	Medium	2	6a	85.7%	24a,b	53.3%	11b	30.6%	Sig.	0.015	Sig.	0.001
	High	3	1a	14.3%	20a,b	44.4%	25b	69.4%
Building support networks (persuasion)	Low	1	5a	71.4%	1	0.0%	1	0.0%	Fisher’s	31,053	Kendall’s tau-b	0.423
	Medium	2	2a	28.6%	37b	82.2%	21a,b	58.3%	Sig.	0.000	Sig.	0.001
	High	3	1	0.0%	8a	17.8%	15b	41.7%
Persistence	Low	1	1	0.0%	1	0.0%	1a	2.8%	Fisher’s	14,982	Kendall’s tau-b	0.333
	Medium	2	71	100.0%	32a	71.1%	14b	38.9%	Sig.	0.002	Sig.	0.000
	High	3	1	0.0%	13a	28.9%	21b	58.3%
Self-confidence	Low	1	5a	71.4%	1b	2.2%	1	0.0%	Fisher’s	42,891	Kendall’s tau-b	0.592
	Medium	2	2a	28.6%	37b	82.2%	13a	36.1%	Sig.	0.000	Sig.	0.000
	High	3	1	0	7a	15.6%	23b	63.9%

Logarithm of plausibility -2	Pseudo R square of Cox and Snell	Pseudo R square of Nagelkerke
37.693	0.694	0.828

Variables	Perception and ability to seize opportunities: Low level				Perception and ability to seize opportunities: High level
Variables	Coefficient (B)	Standard error	Sig.	Exp(B)	Coefficient (B)	Standard error	Sig.	Exp(B)
Intersection	-38,897	271,378	0.886		5,490	1,742	0.002
Educational level: high school or less = 0	10,690	138,975	0.939	43,927,790	1,440	0.818	0.078	4,221
Generates employment. No = 0	-0.061	1,574	0.969	0.941	-4,125	1,526	0.007	0.016
Efficiency/quality (Low =1)	5,909	499,460	0.991	368,335	-15,050	222,082	0.946	2.91E-07
Efficiency/quality. (Medium =2)	8,274	119,135	0.945	3,921,373	-3, 24 7	0.982	0.001	0.039
Compliance (Medium =2)	10,100	124,663	0.935	24,354,752	-1,981	0.861	0.02 1	0.138
Information seeking (Low =1)	42,881	9,058,424	0.996	4.20E+18	11,878	0.000	0.000	1.44E+05
Information seeking. (Medium =2)	-0.484	1,573	0.758	0.616	-2,167	0.912	0.018	0.115
Persuasion (Medium =2)	8,594	156,833	0.956	5,400,291	-2,021	1,065	0.058	0.133

Fundação Getulio Vargas, Escola de Administração de Empresas de S.Paulo Av 9 de Julho, 2029, 01313-902 S. Paulo - SP Brasil, Tel.: (55 11) 3799-7999, Fax: (55 11) 3799-7871 - São Paulo - SP - Brazil
E-mail: rae@fgv.br

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