Abstract
Taking a grounded approach, we devised a framework to explain howentrepreneurs attract critical resources to venture creation and development. The studywas 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.
Original language | English |
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Pages (from-to) | 323-349 |
Journal | Journal Of Enterprising Culture |
Volume | 17 |
Issue number | 3 |
DOIs | |
Publication status | Published - 1 Jan 2009 |
Keywords
- Entrepreneurship
- resource attraction
- idea selling
- network building