CASE STUDIES ON WHAT ENTREPRENEURS ACTUALLY DO TO ATTRACT RESOURCES: A TWO-ROUTE FRAMEWORK

被引：3

作者：

Lopes, Miguel Pereira ^{[1
]}

Cunha, Miguel Pina E. ^{[1
]}

Da Palma, Patricia Jardim ^{[2
]}

机构：

[1] Univ Nova Lisboa, Fac Econ, Rua Marques Fronteira 20, P-1099038 Lisbon, Portugal

[2] Inst Super Psicol Aplicada, P-1149041 Lisbon, Portugal

来源：

JOURNAL OF ENTERPRISING CULTURE | 2009年 / 17卷 / 03期

关键词：

Entrepreneurship; resource attraction; idea selling; network building;

D O I：

10.1142/S0218495809000394

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Taking a grounded approach, we devised a framework to explain how entrepreneurs attract critical resources to venture creation and development. The study was based on qualitative data from a series of interviews with thirteen entrepreneurs conducted in a sample of six case studies. The framework distinguishes two routes that entrepreneurs use to attract resources for their ventures: idea selling, referring to how the entrepreneurs seek to engage others within the venture and to persuade them to support their entrepreneurial efforts; and network building, concerning the attraction effects of the entrepreneurs' social network positions and venture legitimacy. The framework adds to entrepreneurship theory by proposing a conceptual model of resource gathering strategies in new venture creation and development.

引用

页码：323 / 349

页数：27