Article Title

THINKING IT OR FEELING IT? THE DUAL ROUTES OF ENTREPRENEURIAL PASSION

Abstract

Entrepreneurship research has considered the effects of entrepreneurial passion on the entrepreneurial pitching and resource acquisition process; however, little theoretical or empirical attention has focused on the underlying causal mechanisms responsible for this relationship. We develop and test theory concerning the multiple pathways that are responsible for this relationship. Specifically, we propose displays of entrepreneurial passion influence resource acquisition through two paths. The first relies on the contagious nature of affect being infused into the decision making process (affective route). The second suggests displays of passion signal positive information to the evaluator about the entrepreneur (the entrepreneur is conscientious), leading to more positive evaluations of the entrepreneurial pitch (cognitive route).

The full text of this paper has been withheld per author request. For further information, please contact the author: chaim.letwin@ucf.edu; (T): 407-823-1102; (F): 407-823-3725

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