In the Eye of the Beholder: How Regulatory Focus and Self-Efficacy Interact in Influencing Opportunity Recognition
Technische Universität München - TUM School of Management
University of Erlangen-Nuremberg
August 29, 2011
Journal of Business Venturing, Forthcoming
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
Date posted: September 15, 2011 ; Last revised: March 21, 2012
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