Entrepreneurs are from Mars, bankers from Venus: Representational gaps between struggling entrepreneurs and loan officers

Tatiana Bouzdine-Chameeva, Julien Cusin, Olivier Herrbach and Vincent Maymo
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Tatiana Bouzdine-Chameeva: Kedge Business School [Talence]
Julien Cusin: IRGO - Institut de Recherche en Gestion des Organisations - UB - Université de Bordeaux - Institut d'Administration des Entreprises (IAE) - Bordeaux
Olivier Herrbach: IRGO - Institut de Recherche en Gestion des Organisations - UB - Université de Bordeaux - Institut d'Administration des Entreprises (IAE) - Bordeaux
Vincent Maymo: IRGO - Institut de Recherche en Gestion des Organisations - UB - Université de Bordeaux - Institut d'Administration des Entreprises (IAE) - Bordeaux

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Abstract: Although abundant, the literature on entrepreneurial failure has thus far overlooked the period of financial difficulty prior to bankruptcy when entrepreneurs run the risk of failure and depend on the support of their financial partners to prevent it. The present research aims to address this gap with an in-depth analysis of the loan officer-entrepreneur relationship under these specific circumstances. Using cognitive mapping, we compare the mental representations of both parties to understand how far successful collaboration is possible in such situations. Relying on a framing approach, this study provides a new understanding of the features of the loan officer-entrepreneur relationship, their representational gaps, and the tendency of each to externalize problem-solving.

Keywords: Struggling entrepreneurs; Loan officers; Frame analysis; Representational gaps; Cognitive maps (search for similar items in EconPapers)
Date: 2023-03-30
Note: View the original document on HAL open archive server: https://hal.science/hal-04412624v1
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Published in Revue de l'Entrepreneuriat, 2023, Vol. 22 (1), pp.85-113. ⟨10.3917/entre.pr.0050⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-04412624

DOI: 10.3917/entre.pr.0050

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