If You Have a Hammer, You Only Look for Nails: The Relationship Between the Einstellung Effect and Business Opportunity Identification
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In: Journal of Small Business Management, Vol. 57, No. 3, 07.2019, p. 927-942.
Research output: Journal contributions › Journal articles › Research › peer-review
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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 -