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

Miguel Pereira Lopes (), Miguel Pina E. Cunha () and Patricia Jardim Da Palma ()
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Miguel Pereira Lopes: Faculdade de Economia, Universidade Nova de Lisboa, Rua Marquês de Fronteira, 20, 1099-038 Lisboa, Portugal
Miguel Pina E. Cunha: Faculdade de Economia, Universidade Nova de Lisboa, Rua Marquês de Fronteira, 20, 1099-038 Lisboa, Portugal
Patricia Jardim Da Palma: Instituto Superior de Psicologia Aplicada, Rua Jardim do Tabaco, 34, 1149-041 Lisboa, Portugal

Journal of Enterprising Culture (JEC), 2009, vol. 17, issue 03, 323-349

Abstract: 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.

Keywords: Entrepreneurship; resource attraction; idea selling; network building (search for similar items in EconPapers)
Date: 2009
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DOI: 10.1142/S0218495809000394

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