If You Have a Hammer, You Only Look for Nails: The Relationship Between the Einstellung Effect and Business Opportunity Identification

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If You Have a Hammer, You Only Look for Nails: The Relationship Between the Einstellung Effect and Business Opportunity Identification. / Sahai, Rashmi; Frese, Michael.
In: Journal of Small Business Management, Vol. 57, No. 3, 07.2019, p. 927-942.

Research output: Journal contributionsJournal articlesResearchpeer-review

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@article{49971c429a5f4ed3965bcbee13ed2bae,
title = "If You Have a Hammer, You Only Look for Nails: The Relationship Between the Einstellung Effect and Business Opportunity Identification",
abstract = "We use the theory of Einstellung to examine individual differences in business opportunity identification. Einstellung is the tendency to habitually rely upon existing cognitive frameworks even when they become redundant. This study examined the relationship between individuals' proclivity toward Einstellung and the number and innovativeness of business opportunities they identified. Our results suggest that the Einstellung effect was negatively related to the number as well as the innovativeness of opportunities people identified. These findings indicate that habitual reliance upon existing cognitive frameworks can sometimes have negative consequences for the critical entrepreneurial ability of opportunity identification.",
keywords = "Entrepreneurship, Management studies",
author = "Rashmi Sahai and Michael Frese",
year = "2019",
month = jul,
doi = "10.1111/jsbm.12346",
language = "English",
volume = "57",
pages = "927--942",
journal = "Journal of Small Business Management",
issn = "0047-2778",
publisher = "Wiley-Blackwell Publishing Ltd.",
number = "3",

}

RIS

TY - JOUR

T1 - If You Have a Hammer, You Only Look for Nails

T2 - The Relationship Between the Einstellung Effect and Business Opportunity Identification

AU - Sahai, Rashmi

AU - Frese, Michael

PY - 2019/7

Y1 - 2019/7

N2 - We use the theory of Einstellung to examine individual differences in business opportunity identification. Einstellung is the tendency to habitually rely upon existing cognitive frameworks even when they become redundant. This study examined the relationship between individuals' proclivity toward Einstellung and the number and innovativeness of business opportunities they identified. Our results suggest that the Einstellung effect was negatively related to the number as well as the innovativeness of opportunities people identified. These findings indicate that habitual reliance upon existing cognitive frameworks can sometimes have negative consequences for the critical entrepreneurial ability of opportunity identification.

AB - We use the theory of Einstellung to examine individual differences in business opportunity identification. Einstellung is the tendency to habitually rely upon existing cognitive frameworks even when they become redundant. This study examined the relationship between individuals' proclivity toward Einstellung and the number and innovativeness of business opportunities they identified. Our results suggest that the Einstellung effect was negatively related to the number as well as the innovativeness of opportunities people identified. These findings indicate that habitual reliance upon existing cognitive frameworks can sometimes have negative consequences for the critical entrepreneurial ability of opportunity identification.

KW - Entrepreneurship

KW - Management studies

UR - http://www.scopus.com/inward/record.url?scp=85028594245&partnerID=8YFLogxK

U2 - 10.1111/jsbm.12346

DO - 10.1111/jsbm.12346

M3 - Journal articles

AN - SCOPUS:85028594245

VL - 57

SP - 927

EP - 942

JO - Journal of Small Business Management

JF - Journal of Small Business Management

SN - 0047-2778

IS - 3

ER -

DOI