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When does promotion focus predict entrepreneurial intentions? Only in favorable conditions

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  • M. DER FOO
  • M. KNOCKAERT
  • T. ERIKSON

Abstract

We investigate the effects of promotion focus on the entrepreneurial intentions of a group of 208 research scientists based in a university in Norway. Previous researchers have suggested that the risk taking and creativity which promotion focus is linked to should predict entrepreneurial behavior. However, the results supported our assertion that promotion focus by itself does not predict entrepreneurial intentions. Instead, these predictions depend on the promotion focus together with family and environmental conditions. Our study also shows that under some circumstances, specifically intellectual property engagement, individuals low in promotion focus report higher entrepreneurial intentions than their high promotion focused counterparts. Our study provides a new perspective on promotion focus effects, showing the joint individual and environment factors, not either factor alone, to predict entrepreneurial intentions. We discuss implications for multi-level and self-regulation research.

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  • M. Der Foo & M. Knockaert & T. Erikson, 2011. "When does promotion focus predict entrepreneurial intentions? Only in favorable conditions," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 11/706, Ghent University, Faculty of Economics and Business Administration.
    • Handle: RePEc:rug:rugwps:11/706
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    File URL: http://wps-feb.ugent.be/Papers/wp_11_706.pdf
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    1. O'Shea, Rory P. & Allen, Thomas J. & Chevalier, Arnaud & Roche, Frank, 2005. "Entrepreneurial orientation, technology transfer and spinoff performance of U.S. universities," Research Policy, Elsevier, vol. 34(7), pages 994-1009, September.
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