Determinants of managerial success

The aim of this research work was to identify the personal conditions that determined successful careers in 120 managers of the financial sector. The frame of reference was Lawler(1973) concept of work performance, that states that this performance is determined and regulated by knowledge, skills and motivation for work. Three objective indicators of success were postulated in this research project: Colocation (volume of credits), captation (amount of money obtained from the community), and profitability (proportion between utility and expenses). As independent variables we measured specific knowledge for the job, relevant intellectual skills, motivational factors and personality factors. Managers in the top 20% of scores were compared with managers in the lower 20% of scores. Analysis of variance and multiple regression analysis were performed. Results indicated that high level of institutional knowledge, low power motivation, interest in promotion, entrepreneur spirit and tension, explained 26% of manager's success.