Sales growth of Chinese private owned enterprises (POEs): an exploratory analysis

This study aims to provide an exploratory analysis of a broad range of factors that may help to explain the rapid growth of Chinese private owned enterprises (POEs).

The analysis in this study takes advantage of an archival dataset constructed by the third author from proprietary data collected for a practitioner conference in China.

Consistent with research on entrepreneurs in Western economies, the individual characteristics of the Chinese founders showed weak correlations with sales growth, but measures of founder motivation did correlate with sales growth. While the results for company characteristics were also weak, most of the factors related to company governance, strategy, competitive advantage, and stakeholder trust all showed significant correlations with the POE's rates of sales growth.

The motivations of Chinese founders appear to matter more than their traits in explaining their ability to grow sales. Solid structure, strategy, and competitive advantages are important also. Building trust with stakeholders may facilitate growth by helping Chinese POEs bridge the institutional voids that they face.

The rapid growth of the Chinese economy and of Chinese POEs offers a unique content in which to study factors that may affect growth rates. However, obtaining reliable data on Chinese POEs is difficult; this study uses a proprietary dataset to offer a rare glimpse into the factors that may affect the sales growth rates of Chinese POEs.