The Anatomy of Entrepreneurial Decisions

1. Front Matter

   Pages i-xiii

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2. An Overview of The Anatomy of Entrepreneurial Decisions

   • Andrea Caputo, Massimiliano M. Pellegrini

   Pages 1-6

3. Cognition of Entrepreneurial Decisions

   1. Front Matter

      Pages 7-7

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   2. Using Creativity to Defeat Fear and Manage Ambiguity for Enhancing Entrepreneurial Decisions

      • Arpan Yagnik, Yamini Chandra

      Pages 9-28

   3. Intuition in Entrepreneurial Cognition

      • Leonie Baldacchino

      Pages 29-56

   4. Entrepreneurial Success: A Theoretical Contribution Linking Affect and Cognition

      • Sara Sassetti, Vincenzo Cavaliere, Sara Lombardi

      Pages 57-77

   5. Metacognition, Entrepreneurial Orientation, and Firm Performance: An Upper Echelons View

      • Arash Najmaei, Zahra Sadeghinejad

      Pages 79-114

4. Joint Entrepreneurial Decisions

   1. Front Matter

      Pages 115-115

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   2. Givers, Takers, and New Venture Makers: Why Help-Seeking Processes Are Critical (and Different) for Entrepreneurs

      • Erika N. Williams, Timothy P. Munyon, Robert M. Fuller

      Pages 117-143

   3. Conflicts and Negotiations in the Intergenerational Succession of Family Firms: A Literature Review

      • Andrea Caputo, Massimiliano M. Pellegrini, Giuseppe Valenza, Vincenzo Zarone

      Pages 145-169

5. Passion and Entrepreneurial Decisions

   1. Front Matter

      Pages 171-171

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   2. Working Passionately Does Not Always Pay Off: The Negative Moderating Role of Passion on the Relationship Between Deliberate Practice and Venture Performance

      • S. Park, R. A. Martina, K. M. Smolka

      Pages 173-195

   3. Angel Investor-Entrepreneur Fit: The Nexus of Angel Motivation and Entrepreneur Personality and Passion

      • Kevin P. Taylor

      Pages 197-210

6. Development of Entrepreneurial Decisions

   1. Front Matter

      Pages 211-211

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   2. Entrepreneurial Intentions, Risk-Taking Propensity and Environmental Support: The Italian Experience

      • Francesco Scafarto, Sara Poggesi, Michela Mari

      Pages 213-234

   3. Lifelong Learning in Europe: An Analysis of Raw Materials Professionals’ Learning Needs

      • Francesca Ceruti, Laura Gavinelli, Roberto Chierici, Alice Mazzucchelli

      Pages 235-256

7. External Context of Entrepreneurial Decisions

   1. Front Matter

      Pages 257-257

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   2. The Relationship Between Entrepreneurship, Innovation and Growth in Italy

      • Massimo Arnone

      Pages 259-290

   3. What Start-Up Firms Are More Likely to Obtain Public Funding Support? A Systematic Analysis of the Funding Program Promoted by the Abruzzo Region in Italy

      • Christian Corsi, Francesco De Luca, Antonio Prencipe

      Pages 291-312

   4. Nurturing Innovation Through Entrepreneurial Ecosystems: What Does the Literature Say?

      • Sevara Esther Marshall, Andrea Caputo, Salime Mehtap

      Pages 313-328

The creation, success and long-term survival of enterprises are fundamentally linked to the effectiveness of decision-making processes and negotiation capabilities. This book provides an overview of research into how decisions permeate entrepreneurial ventures throughout their lifecycle. A multidisciplinary approach combining psychology, sociology and political science is used to investigate how entrepreneurs address and deal with decision-making.

The respective contributions highlight the latest empirical, theoretical and meta-research, and bridge the gap between literature on entrepreneurship, entrepreneurial and innovative behaviours with that on decision-making and negotiation. This book is one of the first to combine these streams of research, thereby offering a new and insightful addition to the field of entrepreneurship.

• Entrepreneurial decision-making processes
• Research on entrepreneurial cognition
• Negotiation capabilities of entrepreneurs
• Psychology of entrepreneurship
• Entrepreneurial emotions, passion and trust
• Conflict management in entrepreneurial firms
• Ambiguity in decision-making
• Learning situations of entrepreneurial decision-making
• Entrepreneurial attitude of knowledge workers

• International Business School, University of Lincoln, Lincoln, UK

  Andrea Caputo

• Management and Law Department, University of Rome “Tor Vergata”, Rome, Italy

  Massimiliano M. Pellegrini

Andrea Caputo is Reader in Entrepreneurship and Head of Research Training and Development at the Lincoln International Business School of the University of Lincoln (United Kingdom). He has previously worked at Princess Sumaya University for Technology (Jordan), and at the University of Rome Tor Vergata (Italy), where he also received his PhD. He has been visiting faculty member in several universities, including the University of Queensland, The George Washington University, The University of Pisa, the University of Alicante and the University of Seville. His main research expertise is in negotiation, decision-making, entrepreneurship and strategic management. He has published in many international journals, including Journal of Business Research, International Journal of Entrepreneurial Behaviours & Research, European Business Review, Business Process Management Journal, Negotiation & Conflict Management Research and International Journal of Conflict Management.


Massimiliano M. Pellegrini was a Senior lecturer in Entrepreneurship at Roehampton Business School and is now a researcher at University of Rome Tor Vergata (Italy) where he also received his PhD. He has previously worked or held visiting roles at the Wharton School, University of Linz, University of Erlangen-Nuremberg, Princess Sumaya University and University of West-London. He is currently chair for the Strategic Interest Group of Entrepreneurship (E-ship SIG) at the European Academy of Management (EURAM). His research interest and publications are in entrepreneurial and organizational behaviours; he published in many international journals like the Journal of Business Ethics and International Journal of Entrepreneurial Behaviours & Research, Journal of Managerial Psychology and European Business Review.  

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