Abstract

Higgins (1997) suggests that strategic actions are influenced by an individual’s regulatory focus, which consists of two distinct strategic orientations: promotion focus and prevention focus. Using survey data from senior executives of 275 telecommunications firms, we find that entrepreneurial intent is positively correlated with both the promotion focus and the prevention focus of the firm and that the positive correlation between promotion focus and entrepreneurial intent becomes even stronger at higher levels of environmental hostility. In contrast, we find that the positive correlation between prevention focus and entrepreneurial intent weakens and eventually reverses at higher levels of environmental hostility.

NATIONAL FEDERATION OF INDEPENDENT BUSINESS (NFIB) AWARD FOR EXCELLENCE IN RESEARCH ON THE GENERAL TOPIC OF ENTREPRENEURSHIP

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