The power of arguments: How entrepreneurs convince stakeholders of the legitimate distinctiveness of their ventures |
| |
| Institution: | 1. IE Business School, Calle María de Molina, 11, 28006 Madrid, Spain;2. Lee Business School, University of Nevada, Las Vegas, 4505 S. Maryland Parkway, Las Vegas, NV 89154, USA;3. Law School, University of Minnesota, 412 Mondale Hall, 229 19th Avenue South, Minneapolis, MN 55455, USA;4. Carlson School of Management, University of Minnesota, 3-424 CarlSMgmt, 321 19th Avenue South, Minneapolis, MN 55455, USA;1. Texas Christian University, Neeley School of Business, TCU Box 298530, Fort Worth, TX 76129, USA;2. Concordia University, John Molson School of Business , 1450 Guy St, Montreal, QC H3H 0A1, Canada;1. Robert A. Foisie School of Business, Worcester Polytechnic Institute, 100 Institute Road, Worcester, MA 01609-2280, United States;2. Department of Marketing and Entrepreneurship, College of Business Administration, Kent State University, P.O. Box 5190, Kent, OH 44242-0001, United States;1. York University, Schulich School of Business, Department of Entrepreneurship, Toronto, ON M3J 1P3, Canada;2. Oklahoma State University, Spears School of Business, Department of Entrepreneurship, Stillwater, OK 74078, USA;3. Miami University, Farmer School of Business, Department of Entrepreneurship, Oxford, OH 45056, USA;4. The Ohio State University, Fisher College of Business, Department of Management & Human Resources, Columbus, OH 43210, USA |
| |
| Abstract: | Entrepreneurs gain positive evaluations when their stakeholders are convinced that a new venture is simultaneously legitimate and distinct. Prior research highlights that analogies are a powerful device for constructing such legitimate distinctiveness. We extend this work by providing a more comprehensive typology of arguments that, besides analogies, contains five additional arguments that entrepreneurs can use to gain legitimacy and support for their ventures. We use this rhetorical typology in turn to consider how the nature of the business concept associated with a new venture constrains the choice, and effects, of certain arguments. Our typology provides a base for future research on the micro-discursive processes through which entrepreneurs claim, and in turn achieve, legitimate distinctiveness for their ventures. |
| |
| Keywords: | |
| 本文献已被 ScienceDirect 等数据库收录！ |
|
