The Leadership Influence of Entrepreneurs in the Results of SMEs
López-Lemus, Jorge Armando, PhD.; De la Garza Carranza, MaríaTeresa, PhD.; Zavala Berbena, María Alicia, PhD.

Abstract
In this research, there were analyzed the transformational leadership, the integrative negotiation strategy and its influence on the perception of prestige and status of SMEs of the State of Guanajuato, México. For that, a sample of 418 leaders of micro, small and medium companies of the State of Guanajuato was used. The methodological design of this research was made through surveys. The objective is to investigate if there is any relationship between the negotiation style, the transformational leadership and the results of the organization according to the perception of prestige and status. In order to test the hypotheses, we used structural equations. As to the results obtained, it was demonstrated that transformational leadership and negotiation strategy both influence positively and significantly on the perception of prestige and status of the SMEs; In addition, the integrative negotiation strategy influences positively and significantly as a mediating variable between: a) transformational leadership and the perception in the market performance and (c) transformational leadership and the perception of prestige and status of SMEs in the State of Guanajuato, México.

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