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Case Studies On What Entrepreneurs Actually Do To Attract Resources: A Two-Route Framework

Author

Listed:
  • MIGUEL PEREIRA LOPES

    (Faculdade de Economia, Universidade Nova de Lisboa, Rua Marquês de Fronteira, 20, 1099-038 Lisboa, Portugal)

  • MIGUEL PINA E. CUNHA

    (Faculdade de Economia, Universidade Nova de Lisboa, Rua Marquês de Fronteira, 20, 1099-038 Lisboa, Portugal)

  • PATRICIA JARDIM DA PALMA

    (Instituto Superior de Psicologia Aplicada, Rua Jardim do Tabaco, 34, 1149-041 Lisboa, Portugal)

Abstract

Taking a grounded approach, we devised a framework to explain how entrepreneurs attract critical resources to venture creation and development. The study was based on qualitative data from a series of interviews with thirteen entrepreneurs conducted in a sample of six case studies. The framework distinguishes two routes that entrepreneurs use to attract resources for their ventures: idea selling, referring to how the entrepreneurs seek to engage others within the venture and to persuade them to support their entrepreneurial efforts; and network building, concerning the attraction effects of the entrepreneurs' social network positions and venture legitimacy. The framework adds to entrepreneurship theory by proposing a conceptual model of resource gathering strategies in new venture creation and development.

Suggested Citation

  • Miguel Pereira Lopes & Miguel Pina E. Cunha & Patricia Jardim Da Palma, 2009. "Case Studies On What Entrepreneurs Actually Do To Attract Resources: A Two-Route Framework," Journal of Enterprising Culture (JEC), World Scientific Publishing Co. Pte. Ltd., vol. 17(03), pages 323-349.
    • Handle: RePEc:wsi:jecxxx:v:17:y:2009:i:03:n:s0218495809000394
    DOI: 10.1142/S0218495809000394
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