So You Thought the Intentions Model Was Simple? Cognitive Style and the Specification of Entrepreneurial Intentions Models

Abstract

Intentions are central to entrepreneurial thinking and thus entrepreneurial action. We understand the critical antecedents of intentions, yet have not explored the pathways by which entrepreneurs arrive at this intent. In specific, how does a relatively stable measure of cognitive style influence nascent entrepreneurs' development of their intentionality? Not just differences in intentions but differences in the model itself. We examine the complex interaction of cognitive style with entrepreneurial intentions, finding evidence there are indeed multiple pathways to entrepreneurial intent. In particular, cognitive style had a dramatic effect on the specification of the formal intentions model, the first evidence that the formal intentions model need not be universal. That is, we can argue vigorously that entrepreneurs' intentions can evolve along different pathways: Two entrepreneurs might arrive at the same intention but through very different processes, possibly only because they differ on cognitive style. Given this, we discuss practical implications for entrepreneurship pedagogy and research.

Keywords: entrepreneurial intentions, cognitive style, intentions, entrepreneurial cognition

JEL Classification: M13