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http://ssrn.com/abstract=1927078
 
 

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In the Eye of the Beholder: How Regulatory Focus and Self-Efficacy Interact in Influencing Opportunity Recognition


Andranik Tumasjan


Technische Universität München - TUM School of Management

Reiner Braun


University of Erlangen-Nuremberg

August 29, 2011

Journal of Business Venturing, Forthcoming

Abstract:     
Although there is evidence that regulatory focus is associated with opportunity exploitation, there is a lack of research examining its role at the early stages of opportunity recognition. The present study makes two major contributions to address this gap. First, we demonstrate that entrepreneurs' promotion focus is positively related to opportunity recognition, whereas prevention focus is not significantly related to opportunity recognition. Second, integrating two theories of self-regulation - regulatory focus theory and self-efficacy theory - our findings reveal that a high promotion focus compensates for entrepreneurs’ low levels of creative and entrepreneurial self-efficacy in opportunity recognition. Our study extends extant cognitive theories of opportunity recognition.

Number of Pages in PDF File: 48

Keywords: opportunity recognition, regulatory focus theory, creative self-efficacy, entrepreneurial self-efficacy, entrepreneurial cognition

JEL Classification: L26

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Date posted: September 15, 2011 ; Last revised: March 21, 2012

Suggested Citation

Tumasjan, Andranik and Braun, Reiner, In the Eye of the Beholder: How Regulatory Focus and Self-Efficacy Interact in Influencing Opportunity Recognition (August 29, 2011). Journal of Business Venturing, Forthcoming. Available at SSRN: http://ssrn.com/abstract=1927078 or http://dx.doi.org/10.2139/ssrn.1927078

Contact Information

Andranik Tumasjan (Contact Author)
Technische Universität München - TUM School of Management ( email )
Leopoldstr. 139
Munich, D-80804
Germany
HOME PAGE: http://www.strategie.wi.tum.de/index.php?id=20
Reiner Braun
University of Erlangen-Nuremberg ( email )
Entrepreneurial Finance
Lange Gasse 20
Nürnberg, Bavaria 90403
Germany
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