Abstract

Extant research suggests that entrepreneurs’ identities influence the venture creation and management process. However, we know little about how role identities influence how entrepreneurs think about—and select—opportunities. Employing verbal protocol and content analysis techniques, we show that, depending on the role assumed, entrepreneurs attend to different opportunity features and make different decisions with regard to opportunity consideration and selection. In doing so, entrepreneurs also rely on different heuristics to guide their selection of opportunities. As such, role identity may have an important influence on the pattern of growth and pursuit of new ventures.

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

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