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

48 Pages Posted: 15 Sep 2011 Last revised: 21 Mar 2012

Andranik Tumasjan

Technische Universität München - TUM School of Management

Reiner Braun

Technische Universität München (TUM) - TUM School of Management

Date Written: August 29, 2011

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.

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

JEL Classification: L26

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: https://ssrn.com/abstract=1927078 or http://dx.doi.org/10.2139/ssrn.1927078

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

Technische Universität München (TUM) - TUM School of Management ( email )

Arcisstr. 21
Munich, Deutschland 80333
Germany
+498928925181 (Phone)
+498928925188 (Fax)

HOME PAGE: http://www.ef.wi.tum.de/

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