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What's your focus? The impact of regulatory focus on resource acquisition.

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Date Issued:
2016
Abstract/Description:
Entrepreneurs need resources. Previous research has established that entrepreneurs send signals of (")quality(") to potential resource providers in order to obtain resources. However, a behavioral research approach would contend that resource acquisition depends on much more than venture quality signals. In this dissertation, I extend beyond the signaling paradigm and investigate the resource acquisition process using a framework contingent on entrepreneur signals, resource provider dispositional differences, and their interactive effects. Specifically, I leverage regulatory focus theory and regulatory fit theory to augment and move beyond the signaling theory approach. Methodologically, I undertake two studies. The first study uses archival field data consisting of a sample of 895 new venture pitches. In each of these pitches, I analyze the displays of promotion and prevention focus sent by entrepreneurs across video and textual narratives. To complete this analysis I develop novel measures of promotion and prevention focus suitable for computer-aided textual analysis (CATA). In the second study, I use a sample of 120 investors and a quasi-experimental approach to assess the moderating role of investor-level promotion and prevention focus on the relationship between entrepreneur displays of promotion and prevention focus and resource acquisition. The findings and their implications are discussed in relation to extant new venture resource acquisition literature and regulatory focus theory.
Title: What's your focus? The impact of regulatory focus on resource acquisition.
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Name(s): Stevenson, Regan, Author
Ford, Cameron, Committee Chair
Schminke, Marshall, Committee Member
McKenny, Aaron, Committee Member
Short, Jeremy, Committee Member
University of Central Florida, Degree Grantor
Type of Resource: text
Date Issued: 2016
Publisher: University of Central Florida
Language(s): English
Abstract/Description: Entrepreneurs need resources. Previous research has established that entrepreneurs send signals of (")quality(") to potential resource providers in order to obtain resources. However, a behavioral research approach would contend that resource acquisition depends on much more than venture quality signals. In this dissertation, I extend beyond the signaling paradigm and investigate the resource acquisition process using a framework contingent on entrepreneur signals, resource provider dispositional differences, and their interactive effects. Specifically, I leverage regulatory focus theory and regulatory fit theory to augment and move beyond the signaling theory approach. Methodologically, I undertake two studies. The first study uses archival field data consisting of a sample of 895 new venture pitches. In each of these pitches, I analyze the displays of promotion and prevention focus sent by entrepreneurs across video and textual narratives. To complete this analysis I develop novel measures of promotion and prevention focus suitable for computer-aided textual analysis (CATA). In the second study, I use a sample of 120 investors and a quasi-experimental approach to assess the moderating role of investor-level promotion and prevention focus on the relationship between entrepreneur displays of promotion and prevention focus and resource acquisition. The findings and their implications are discussed in relation to extant new venture resource acquisition literature and regulatory focus theory.
Identifier: CFE0006185 (IID), ucf:51139 (fedora)
Note(s): 2016-05-01
Ph.D.
Business Administration, Dean's Office CBA
Doctoral
This record was generated from author submitted information.
Subject(s): Entrepreneurship -- New Venture Funding -- Regulatory Focus -- Social-Psychology and Decision Making
Persistent Link to This Record: http://purl.flvc.org/ucf/fd/CFE0006185
Restrictions on Access: campus 2021-05-15
Host Institution: UCF

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