IDEAS home Printed from https://ideas.repec.org/a/kap/sbusec/v61y2023i3d10.1007_s11187-022-00714-6.html
   My bibliography  Save this article

New ventures fighting the war for talents: the impact of product innovativeness and entrepreneurs’ passion on applicant attraction

Author

Listed:
  • Evila Piva

    (Politecnico Di Milano)

  • Silvia Stroe

    (University of St. Gallen)

Abstract

An unanswered question in studies on recruiting in new ventures is how entrepreneurs can persuasively communicate to job seekers information about their ventures’ unique features to attract applicants. By building on nonverbal communication research, we investigate how verbally communicated product innovativeness and entrepreneurs’ nonverbal displays of passion affect applicant attraction both separately and in combination. We find applicant attraction is positively related to both communicated product innovativeness and entrepreneurs’ displays of moderate passion and negatively related to excessive displays of passion. Moreover, our findings suggest that displays of high passion distract job seekers from processing the semantic content of recruitment messages.

Suggested Citation

  • Evila Piva & Silvia Stroe, 2023. "New ventures fighting the war for talents: the impact of product innovativeness and entrepreneurs’ passion on applicant attraction," Small Business Economics, Springer, vol. 61(3), pages 1133-1159, October.
    • Handle: RePEc:kap:sbusec:v:61:y:2023:i:3:d:10.1007_s11187-022-00714-6
    DOI: 10.1007/s11187-022-00714-6
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s11187-022-00714-6
    File Function: Abstract
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1007/s11187-022-00714-6?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. House, Robert & Javidan, Mansour & Hanges, Paul & Dorfman, Peter, 2002. "Understanding cultures and implicit leadership theories across the globe: an introduction to project GLOBE," Journal of World Business, Elsevier, vol. 37(1), pages 3-10, April.
    2. Sylvia Hubner & Matthias Baum & Michael Frese, 2020. "Contagion of Entrepreneurial Passion: Effects on Employee Outcomes," Entrepreneurship Theory and Practice, , vol. 44(6), pages 1112-1140, November.
    3. Ali Mohammadi & Kourosh Shafi, 2018. "Gender differences in the contribution patterns of equity-crowdfunding investors," Small Business Economics, Springer, vol. 50(2), pages 275-287, February.
    4. Lewis, Trey & Cardon, Melissa S., 2020. "The Magnetic Value of Entrepreneurial Passion for Potential Employees," Journal of Business Venturing Insights, Elsevier, vol. 14(C).
    5. Smilor, Raymond W., 1997. "Entrepreneurship: Reflections on a subversive activity," Journal of Business Venturing, Elsevier, vol. 12(5), pages 341-346, September.
    6. Jeffrey M. Pollack & Matthew W. Rutherford & Brian G. Nagy, 2012. "Preparedness and Cognitive Legitimacy as Antecedents of New Venture Funding in Televised Business Pitches," Entrepreneurship Theory and Practice, , vol. 36(5), pages 915-939, September.
    7. Herbert A. Simon, 1955. "A Behavioral Model of Rational Choice," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 69(1), pages 99-118.
    8. Unger, Jens M. & Rauch, Andreas & Frese, Michael & Rosenbusch, Nina, 2011. "Human capital and entrepreneurial success: A meta-analytical review," Journal of Business Venturing, Elsevier, vol. 26(3), pages 341-358, May.
    9. Teresa C Fort & John Haltiwanger & Ron S Jarmin & Javier Miranda, 2013. "How Firms Respond to Business Cycles: The Role of Firm Age and Firm Size," IMF Economic Review, Palgrave Macmillan;International Monetary Fund, vol. 61(3), pages 520-559, August.
    10. Kunz, Werner & Schmitt, Bernd & Meyer, Anton, 2011. "How does perceived firm innovativeness affect the consumer?," Journal of Business Research, Elsevier, vol. 64(8), pages 816-822, August.
    11. Frederiks, Arjan J. & Englis, Basil G. & Ehrenhard, Michel L. & Groen, Aard J., 2019. "Entrepreneurial cognition and the quality of new venture ideas: An experimental approach to comparing future-oriented cognitive processes," Journal of Business Venturing, Elsevier, vol. 34(2), pages 327-347.
    12. Mueller, Brandon A. & Wolfe, Marcus T. & Syed, Imran, 2017. "Passion and grit: An exploration of the pathways leading to venture success," Journal of Business Venturing, Elsevier, vol. 32(3), pages 260-279.
    13. Warnick, Benjamin J. & Murnieks, Charles Y. & McMullen, Jeffery S. & Brooks, Wade T., 2018. "Passion for entrepreneurship or passion for the product? A conjoint analysis of angel and VC decision-making," Journal of Business Venturing, Elsevier, vol. 33(3), pages 315-332.
    14. Charles Y. Murnieks & Jeffery S. Mcmullen & Melissa S. Cardon, 2019. "Does Congruence with an Entrepreneur Social Identity Encourage Positive Emotion Under Environmental Dynamism?," Journal of Small Business Management, Taylor & Francis Journals, vol. 57(3), pages 872-890, July.
    15. Eva De Mol & Violet T. Ho & Jeffrey M. Pollack, 2018. "Predicting Entrepreneurial Burnout in a Moderated Mediated Model of Job Fit," Journal of Small Business Management, Taylor & Francis Journals, vol. 56(3), pages 392-411, July.
    16. Tiit Elenurm & Ruth Alas & Elizabeth J. Rozell & Wesley A. Scroggins & Carlos J. Alsua, 2014. "Cultural Prototypes of the Successful Entrepreneur: Comparison of Estonia and the United States," Journal of Baltic Studies, Taylor & Francis Journals, vol. 45(4), pages 499-515, October.
    17. Cardon, Melissa S. & Glauser, Michael & Murnieks, Charles Y., 2017. "Passion for what? Expanding the domains of entrepreneurial passion," Journal of Business Venturing Insights, Elsevier, vol. 8(C), pages 24-32.
    18. Erikson, Truls, 2002. "Entrepreneurial capital: the emerging venture's most important asset and competitive advantage," Journal of Business Venturing, Elsevier, vol. 17(3), pages 275-290, May.
    19. Christopher W. Allinson & John Hayes, 1996. "The Cognitive Style Index: A Measure of Intuition‐Analysis For Organizational Research," Journal of Management Studies, Wiley Blackwell, vol. 33(1), pages 119-135, January.
    20. Elisabeth Bublitz & Kristian Nielsen & Florian Noseleit & Bram Timmermans, 2018. "Entrepreneurship, human capital, and labor demand: a story of signaling and matching," Industrial and Corporate Change, Oxford University Press and the Associazione ICC, vol. 27(2), pages 269-287.
    21. Davis, Blakley C. & Hmieleski, Keith M. & Webb, Justin W. & Coombs, Joseph E., 2017. "Funders' positive affective reactions to entrepreneurs' crowdfunding pitches: The influence of perceived product creativity and entrepreneurial passion," Journal of Business Venturing, Elsevier, vol. 32(1), pages 90-106.
    22. Jean Clarke & Joep P. Cornelissen & Mark Healey, 2019. "Actions Speak Louder than Words : How Figurative Language and Gesturing in Entrepreneurial Pitches Influences Investment Judgments," Post-Print hal-02312189, HAL.
    23. Raghu Garud & Henri A. Schildt & Theresa K. Lant, 2014. "Entrepreneurial Storytelling, Future Expectations, and the Paradox of Legitimacy," Organization Science, INFORMS, vol. 25(5), pages 1479-1492, October.
    24. Cardon, Melissa S. & Gregoire, Denis A. & Stevens, Christopher E. & Patel, Pankaj C., 2013. "Measuring entrepreneurial passion: Conceptual foundations and scale validation," Journal of Business Venturing, Elsevier, vol. 28(3), pages 373-396.
    25. Moser, Kilian J. & Tumasjan, Andranik & Welpe, Isabell M., 2017. "Small but attractive: Dimensions of new venture employer attractiveness and the moderating role of applicants' entrepreneurial behaviors," Journal of Business Venturing, Elsevier, vol. 32(5), pages 588-610.
    26. Norbert Steigenberger & Hendrik Wilhelm, 2018. "Extending Signaling Theory to Rhetorical Signals: Evidence from Crowdfunding," Organization Science, INFORMS, vol. 29(3), pages 529-546, June.
    27. Magnus Klofsten, 1994. "Technology-Based Firms: Critical Aspects Of Their Early Development," Journal of Enterprising Culture (JEC), World Scientific Publishing Co. Pte. Ltd., vol. 2(01), pages 535-557.
    28. repec:cup:judgdm:v:2:y:2007:i::p:371-379 is not listed on IDEAS
    29. Baron, James N & Burton, M Diane & Hannan, Michael T, 1996. "The Road Taken: Origins and Evolution of Employment Systems in Emerging Companies," Industrial and Corporate Change, Oxford University Press and the Associazione ICC, vol. 5(2), pages 239-275.
    30. Xinshu Zhao & John G. Lynch & Qimei Chen, 2010. "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 197-206, August.
    31. Grégoire, Denis A. & Binder, Julia K. & Rauch, Andreas, 2019. "Navigating the validity tradeoffs of entrepreneurship research experiments: A systematic review and best-practice suggestions," Journal of Business Venturing, Elsevier, vol. 34(2), pages 284-310.
    32. Stroe, Silvia & Sirén, Charlotta & Shepherd, Dean & Wincent, Joakim, 2020. "The dualistic regulatory effect of passion on the relationship between fear of failure and negative affect: Insights from facial expression analysis," Journal of Business Venturing, Elsevier, vol. 35(4).
    33. Ouimet, Paige & Zarutskie, Rebecca, 2014. "Who works for startups? The relation between firm age, employee age, and growth," Journal of Financial Economics, Elsevier, vol. 112(3), pages 386-407.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Schwarte, Ying & Song, Yue & Hunt, Richard A. & Lohrke, Franz T., 2023. "Passion as process: Three perspectives on entrepreneurial passion and an integrated path forward," Journal of Business Research, Elsevier, vol. 156(C).
    2. Allison, Thomas H. & Warnick, Benjamin J. & Davis, Blakley C. & Cardon, Melissa S., 2022. "Can you hear me now? Engendering passion and preparedness perceptions with vocal expressions in crowdfunding pitches," Journal of Business Venturing, Elsevier, vol. 37(3).
    3. Shane, Scott & Drover, Will & Clingingsmith, David & Cerf, Moran, 2020. "Founder passion, neural engagement and informal investor interest in startup pitches: An fMRI study," Journal of Business Venturing, Elsevier, vol. 35(4).
    4. Warnick, Benjamin J. & Davis, Blakley C. & Allison, Thomas H. & Anglin, Aaron H., 2021. "Express yourself: Facial expression of happiness, anger, fear, and sadness in funding pitches," Journal of Business Venturing, Elsevier, vol. 36(4).
    5. Chandra, Yanto & Tjiptono, Fandy & Setyawan, Andhy, 2021. "The promise of entrepreneurial passion to advance social entrepreneurship research," Journal of Business Venturing Insights, Elsevier, vol. 16(C).
    6. Lewis, Trey & Cardon, Melissa S., 2020. "The Magnetic Value of Entrepreneurial Passion for Potential Employees," Journal of Business Venturing Insights, Elsevier, vol. 14(C).
    7. Lin Jiang & Dezhi Yin & Dong Liu & Richard Johnson, 2023. "The More Enthusiastic, the Better? Unveiling a Negative Pathway From Entrepreneurs’ Displayed Enthusiasm to Funders’ Funding Intentions," Entrepreneurship Theory and Practice, , vol. 47(4), pages 1356-1388, July.
    8. Warnick, Benjamin J. & Kier, Alexander S. & LaFrance, Emily M. & Cuttler, Carrie, 2021. "Head in the clouds? Cannabis users' creativity in new venture ideation depends on their entrepreneurial passion and experience," Journal of Business Venturing, Elsevier, vol. 36(2).
    9. David Clingingsmith & Will Drover & Scott Shane, 2023. "Examining the outcomes of entrepreneur pitch training: an exploratory field study," Small Business Economics, Springer, vol. 60(3), pages 947-974, March.
    10. Seung Hoon D. Chung & Simon C. Parker, 2023. "Founder affiliations: jobseeker reactions and impact on employee recruitment by start-up ventures," Small Business Economics, Springer, vol. 61(1), pages 259-283, June.
    11. Aaron H. Anglin & Shane W. Reid & Jeremy C. Short, 2023. "More Than One Way to Tell a Story: A Configurational Approach to Storytelling in Crowdfunding," Entrepreneurship Theory and Practice, , vol. 47(2), pages 461-494, March.
    12. Pérez, Víctor Centeno & Kansikas, Juha, 2019. "Emotions and entrepreneurship education: State of the art and future research agenda," Working Papers 02/19, Institut für Mittelstandsforschung (IfM) Bonn.
    13. Fellnhofer, Katharina, 2023. "Positivity and higher alertness levels facilitate discovery: Longitudinal sentiment analysis of emotions on Twitter," Technovation, Elsevier, vol. 122(C).
    14. Haroon A.A. Saif & Usman Ghania, 2020. "Need for Achievement as a Predictor of Entrepreneurial Behavior: The Mediating Role of Entrepreneurial Passion for Founding and Entrepreneurial Interest," International Review of Management and Marketing, Econjournals, vol. 10(1), pages 40-53.
    15. Warnick, Benjamin J. & Murnieks, Charles Y. & McMullen, Jeffery S. & Brooks, Wade T., 2018. "Passion for entrepreneurship or passion for the product? A conjoint analysis of angel and VC decision-making," Journal of Business Venturing, Elsevier, vol. 33(3), pages 315-332.
    16. de Mol, Eva & Cardon, Melissa S. & de Jong, Bart & Khapova, Svetlana N. & Elfring, Tom, 2020. "Entrepreneurial passion diversity in new venture teams: An empirical examination of short- and long-term performance implications," Journal of Business Venturing, Elsevier, vol. 35(4).
    17. Krukowski, Kipp A. & Pollack, Jeffrey M. & Rutherford, Matthew W., 2023. "Winning the opportunity to pitch: Piquing startup investors’ interest by sending the right signals in executive summaries," Business Horizons, Elsevier, vol. 66(1), pages 75-86.
    18. Vasilis Theoharakis & Seraphim Voliotis & Jeffrey M. Pollack, 2021. "Going Down the Slippery Slope of Legitimacy Lies in Early-Stage Ventures: The Role of Moral Disengagement," Journal of Business Ethics, Springer, vol. 172(4), pages 673-690, September.
    19. Rocha, Vera & Pozzoli, Dario, 2021. "Give it Another Shot: Startup Experience and the Mobilization of Human Resources in New Ventures," Working Papers 11-2021, Copenhagen Business School, Department of Economics.
    20. McSweeney, Jordan J. & McSweeney, Kevin T. & Webb, Justin W. & Devers, Cynthia E., 2022. "The right touch of pitch assertiveness: Examining entrepreneurs' gender and project category fit in crowdfunding," Journal of Business Venturing, Elsevier, vol. 37(4).

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:kap:sbusec:v:61:y:2023:i:3:d:10.1007_s11187-022-00714-6. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.