Skip to main content

The Social Psychology of Entrepreneurial Behaviour

  • Chapter

Part of the International Handbook Series on Entrepreneurship book series (IHSE,volume 1)

Keywords

  • Social Psychology
  • Venture Capitalist
  • Social Cognition
  • Social Comparison
  • Entrepreneurial Behaviour

These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

This is a preview of subscription content, access via your institution.

Buying options

Chapter
USD   29.95
Price excludes VAT (USA)
  • DOI: 10.1007/0-387-24519-7_14
  • Chapter length: 27 pages
  • Instant PDF download
  • Readable on all devices
  • Own it forever
  • Exclusive offer for individuals only
  • Tax calculation will be finalised during checkout
eBook
USD   99.00
Price excludes VAT (USA)
  • ISBN: 978-0-387-24519-5
  • Instant PDF download
  • Readable on all devices
  • Own it forever
  • Exclusive offer for individuals only
  • Tax calculation will be finalised during checkout
Softcover Book
USD   129.00
Price excludes VAT (USA)

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  • Abramson, L.Y., M.E.P. Seligman and J. Teasdale (1978). Learned helplessness in humans: Critique and reformulation. Journal of Abnormal Psychology, 87, 49–74.

    PubMed  CrossRef  CAS  Google Scholar 

  • Ajzen, I. (1991). The theory of planned behaviour. Organizational Behaviour and Human Decision Processes, 50, 179–211.

    CrossRef  Google Scholar 

  • Ajzen, I. (1996). The social psychology of decision making. In E.T. Higgins and A.W. Kruglanski (eds.), Social Psychology: Handbook of Basic Principles, pp. 297–325. New York: Guilford.

    Google Scholar 

  • Allport, G.W. (1937). Personality: A Psychological Interpretation. New York: Holt, Rinehart and Winston.

    Google Scholar 

  • Anderson, C.A. (1991). How people think about causes: Examination of the typical phenomenal organization of attributions for success and failure. Social Cognition, 9, 295–329.

    Google Scholar 

  • Anderson, C.A., D.S. Krull and B. Weiner (1996). Explanations: Processes and consequences. In E.T. Higgins and A.W. Kruglanski (eds.), Social Psychology: Handbook of Basic Principles, pp. 271–296. New York: Guilford.

    Google Scholar 

  • Bandura, A. (1986). The Social Foundations of Thought and Action. Englewood Cliffs, NJ: Prentice-Hall.

    Google Scholar 

  • Bandura, A. (1997). Self-efficacy. New York: Freeman.

    Google Scholar 

  • Baron, R.A. (1998). Cognitive factors in entrepreneurship: Why and when entrepreneurs think differently than other people. Journal of Business Venturing, 13, 275–294.

    CrossRef  Google Scholar 

  • Bartlett, F.C. (1932). Remembering: A Study in Experimental and Social Psychology. Cambridge: Cambridge University Press.

    Google Scholar 

  • Bem, D.J. and A. Allen (1974). On predicting some of the people some of the time: The search for cross-situational consistencies in behaviour. Psychological Review, 81, 506–520.

    Google Scholar 

  • Bern, D.J. and D.C. Funder (1978). Predicting more of the people more of the time: Assessing the personality of situations. Psychological Review, 85, 485–501.

    CrossRef  Google Scholar 

  • Bird, B. (1988). Implementing entrepreneurial ideas: The case for intention. Academy of Management Review, 13, 442–453.

    CrossRef  Google Scholar 

  • Berglas, S. and E.E. Jones (1978). Drug choice as a self-handicapping strategy in response to non-contingent success. Journal of Personality and Social Psychology, 36, 405–417.

    PubMed  CrossRef  CAS  Google Scholar 

  • Blanton, H., B.W. Pelham, T. DeHart and M. Carvallo (2001). Journal of Experimental Social Psychology, 37, 373–385.

    CrossRef  Google Scholar 

  • Bowers, K.S. (1973). Situationism in psychology: An analysis and a critique. Psychological Review, 80, 307–336.

    PubMed  CAS  Google Scholar 

  • Bradley, G.W. (1978). Self-serving biases in the attribution process: A reexamination of the fact or fiction question. Journal of Personality and Social Psychology, 36, 56–71.

    CrossRef  Google Scholar 

  • Brehm, M.L., K. Back and M.D. Bogdanoff (1964). A physiological effect of cognitive dissonance under stress and deprivation. Journal of Abnormal and Social Psychology, 69, 303–310.

    CAS  Google Scholar 

  • Brockner, J. (1992). The escalation of commitment to a course of action: Toward theoretical progress. Academy of Management Review, 17, 39–61.

    CrossRef  Google Scholar 

  • Bruner, J.S. (1957). On perceptual readiness. Psychological Review, 64, 123–152.

    PubMed  CAS  Google Scholar 

  • Busenitz, L.W. and J.B. Barney (1997). Differences between entrepreneurs and managers in large organizations: Biases and heuristics in strategic decision making. Journal of Business Venturing, 12, 9–30.

    CrossRef  Google Scholar 

  • Carlston, D.E. and E.R. Smith (1996). Principles of mental representation. In E.T. Higgins and A.W. Kruglanski (eds.), Social Psychology: Handbook of Basic Principles, pp. 184–210. New York: Guilford.

    Google Scholar 

  • Chapman, L.J. (1967). Illusory correlation in observational report. Journal of Verbal Learning and Verbal Behaviour, 6, 151–155.

    CrossRef  Google Scholar 

  • Churchland, P.M. (1988). Matter and Consciousness (rev. ed.). Cambridge, MA: MIT Press.

    Google Scholar 

  • Clapham, S.E. and C.R. Schwenk (1991). Self-serving attributions, managerial cognition and company performance. Strategic Management Journal, 12, 219–229.

    Google Scholar 

  • Clarke, C.R. (1988). Optical Distortion. Boston, MA: Harvard Business School Press.

    Google Scholar 

  • Clore, G.L., N. Schwarz and M. Conway (1994). Affective causes and consequences of social information processing. In R.S. Wyer and T.K. Srull (eds.), Handbook of Social Cognition, Vol. 1, pp. 323–417. Hillsdale, NJ: Lawrence Erlbaum Associates.

    Google Scholar 

  • Cooper, A.C. and C.M. Daily (1997). Entrepreneurial teams. In D.L. Sexton and R.W. Smilor (eds.), Entrepreneurship 2000. Chicago: Upstart.

    Google Scholar 

  • Cooper, J. and R.H. Fazio (1984). A new look at dissonance theory. In L. Berkowitz (ed.), Advances in Experimental Social Psychology, Vol. 17, pp. 229–266. New York: Academic Press.

    Google Scholar 

  • Crowne, D.P. and Marlowe, D. (1964). The Approval Motive. New York: Wiley.

    Google Scholar 

  • Festinger, L. (1954). A theory of social comparison. Human Relations, 7, 117–140.

    CrossRef  Google Scholar 

  • Festinger, L. (1957). A Theory of Cognitive Dissonance. Stanford, CA: Stanford University Press.

    Google Scholar 

  • Festinger, L. and J.M. Carlsmith (1959). Cognitive consequences of forced compliance. Journal of Abnormal and Social Psychology, 58, 203–210.

    CAS  Google Scholar 

  • Fiedler, F.E. (1964). A contingency model of leadership effectiveness. In L. Berkowitz (ed.). Advances in Experimental Social Psychology, Vol. 1, pp. 149–190. New York: Academic Press.

    Google Scholar 

  • Fischhoff, B. (1975). Hindsight-foresight: The effect of outcome knowledge on judgment under uncertainty. Journal of Experimental Psychology: Human Perception and Performance, 1, 288–299.

    CrossRef  Google Scholar 

  • Fischhoff, B., P. Slovic and S. Lichtenstein (1977). Knowing with certainty: The appropriateness of extreme confidence. Journal of Experimental Psychology: Human Perception and Performance, 3, 552–564.

    CrossRef  Google Scholar 

  • Fishbein, M. and I. Ajzen (1975). Belief, Attitude, Intention, and Behaviour: An Introduction to Theory and Research. Reading, MA: Addison-Wesley.

    Google Scholar 

  • Fiske, S.T. (1995). Social cognition. In A. Tesser (ed.), Advanced Social Psychology, pp. 149–193. New York: McGraw-Hill.

    Google Scholar 

  • Funder, D.C. and C.R. Colvin (1991). Explorations in behavioral consistency: Properties of persons, situations, and behaviours. Journal of Personality and Social Psychology, 60, 773–794.

    PubMed  CrossRef  CAS  Google Scholar 

  • Gartner, W.B., K.G. Shaver and N. Aggarwal(2001). Opportunity or problem? The enterprise-serving attributional bias. Unpublished manuscript, University of Southern California.

    Google Scholar 

  • Gatewood, E.J., K.G. Shaver and W.B. Gartner (1995). A longitudinal study of cognitive factors influencing start-up behaviours and success at venture creation. Journal of Business Venturing, 10, 371–391.

    CrossRef  Google Scholar 

  • Gilbert, D.T., S.T. Fiske and G. Lindzey (1998). The Handbook of Social Psychology, 4th edition. New York: Oxford University Press.

    Google Scholar 

  • Goldenberg, J.L., T. Pyszczynski, S.K. McCoy, J. Greenberg and S. Solomon (1999). Death, sex, and neuroticism: Why is sex such a problem? Journal of Personality and Social Psychology, 77, 1173–1187.

    PubMed  CrossRef  CAS  Google Scholar 

  • Heider, F. (1958). The Psychology of Interpersonal Relations. New York: Wiley.

    Google Scholar 

  • Hilgard, E.R. (1987). Psychology in America: A Historical Survey. San Diego, CA: Harcourt Brace Jovanovich.

    Google Scholar 

  • Hisrich, R.D. and M.P. Peters (1998). Entrepreneurship, 4th edition. Boston, MA: Irwin/McGraw-Hill.

    Google Scholar 

  • Jones, E.E. and K.E. Davis (1965). From acts to dispositions: The attribution process in person perception. In L. Berkowitz (ed.), Advances in Experimental Social Psychology, Vol. 2, pp. 219–266. New York: Academic Press.

    Google Scholar 

  • Jones, E.E. and D. McGillis (1976). Correspondent inferences and the attribution cube: A comparative reappraisal. In J.H. Harvey, W.J. Ickes and R.F. Kidd (eds.), New Directions in Attribution Research, Vol. 1, pp. 389–420. Hillsdale, NJ: Lawrence Erlbaum Associates.

    Google Scholar 

  • Kahneman, D. and A. Tversky (1973). On the psychology of prediction. Psychological Review, 80, 237–251.

    Google Scholar 

  • Katz, D. and E. Stotland (1959). A preliminary statement to a theory of attitude structure and change. In S. Koch (ed.), Psychology: Study of a Science, Vol. 3, pp. 423–475. New York: McGraw-Hill.

    Google Scholar 

  • Kelley, H.H. (1967). Attribution processes in social psychology. In D. Levine (ed.), Nebraska Symposium on Motivation, pp. 192–238. Lincoln, NE: University of Nebraska Press.

    Google Scholar 

  • Kelley, H.H. (1973). The processes of causal attribution. American Psychologist, 28, 107–128.

    Google Scholar 

  • Krantz, D.S. and J. Ratliff-Crain (1989). The social context of stress and behavioral medicine research: Instructions, experimenter effects, and social interactions. In N. Schneiderman, S.M. Weiss and P.G. Kaufmann (eds.), Handbook of Research Methods in Cardiovascular Behavioural Medicine, pp. 383–392. New York: Plenum.

    Google Scholar 

  • Krueger, N.F. Jr. (2000). The cognitive infrastructure of opportunity emergence. Entrepreneurship Theory and Practice, 24, 5–23.

    Google Scholar 

  • Krueger, N.F. Jr. and D.V. Brazeal (1994). Entrepreneurial potential and potential entrepreneurs. Entrepreneurship Theory and Practice, 18, 91–104.

    Google Scholar 

  • Krueger, N.F. Jr., M.D. Reilly and A.L. Carsrud (2000). Competing models of entrepreneurial intentions. Journal of Business Venturing, 15, 411–432.

    CrossRef  Google Scholar 

  • Kruglanski, A.W. and O. Mayseless (1990). Classic and current social comparison research: Expanding the perspective. Psychological Bulletin, 108, 195–208.

    CrossRef  Google Scholar 

  • LeDoux, J. (1996). The Emotional Brain. New York: Simon and Schuster.

    Google Scholar 

  • Lichtenstein, S. and Fischhoff, B. (1977). Do those who know more also know more about what they know? Organizational Behaviour and Human Petformance, 20, 159–183.

    CrossRef  Google Scholar 

  • Likert, R. (1932). A technique for the measurement of attitudes. Archives of Psychology, 140, 5–53.

    Google Scholar 

  • Linder, D.E., J. Cooper and E.E. Jones (1967). Decision freedom as a determinant of the role of incentive magnitude in attitude change. Journal of Personality and Social Psychology, 6, 245–254.

    Google Scholar 

  • Lindzey, G. and E. Aronson (eds.) (1968–1969). Handbook of Social Psychology, 2nd edition, Vols. 1–5. Reading, MA: Addison-Wesley.

    Google Scholar 

  • Lindzey, G. and E. Aronson (eds.) (1985). Handbook of Social Psychology, 3rd edition, Vols 1–2. New York: Random House.

    Google Scholar 

  • Lowenstein, G.F., E.U. Weber, C.K. Hsee and N. Welch (2001). Risk as feelings. Psychological Bulletin, 127, 267–286.

    CrossRef  Google Scholar 

  • McClelland, D.C. (1961). The Achieving Society. Princeton, NJ: VanNostrand.

    Google Scholar 

  • Malle, B.F. (1999). How people explain behaviour: A new theoretical framework. Personality and Social Psychology Review, 3(1), 23–48.

    PubMed  MathSciNet  CrossRef  CAS  Google Scholar 

  • Milgram, S. (1963). Behavioral study of obedience. Journal of Abnormal and Social Psychology, 67, 371–378.

    CAS  Google Scholar 

  • Mischel, W. (1968). Personality and Assessment. New York: Wiley.

    Google Scholar 

  • Mischel, W. and P.K. Peake (1982). Beyond déjà vu in the search for cross-situational consistency. Psychological Review, 89, 730–755.

    CrossRef  Google Scholar 

  • Mitton, D.G. (1989). The complete entrepreneur. Entrepreneurship Theory and Practice, 13(3), 9–19.

    Google Scholar 

  • Mueller, S.I. and A.S. Thomas (2001). Culture and entrepreneurial potential: A nine country study of locus of control and innovativeness. Journal of Business Venturing, 16, 51–75.

    CrossRef  Google Scholar 

  • Murchison, C. (ed.) (1935). Handbook of Social Psychology. Worcester, MA: Clark University Press.

    Google Scholar 

  • Nezlek, J.B. (2001). Multilevel random coefficient analyses of event-and interval-contingent data in social and personality psychology research. Personality and Social Psychology Bulletin, 27, 771–785.

    Google Scholar 

  • Orne, M.T. (1959) (September). The Demand Characteristics of an Experimental Design and Their Implications. Paper presented at the meeting of the American Psychological Association, Cincinnati.

    Google Scholar 

  • Osgood, C.E., G.J. Suci and P.H. Tannenbaum (1957). The Measurement of Meaning. Urbana, IL: University of Illinois Press.

    Google Scholar 

  • Pervin, L.A. (1989). Persons, situations, interactions: The history of a controversy and a discussion of theoretical models. Academy of Management Review, 14, 350–360.

    CrossRef  Google Scholar 

  • Petty, R.E. (1995). Attitude change. In A. Tesser led.), Advanced Social Psychology, pp. 195–255. New York: McGraw-Hill.

    Google Scholar 

  • Radcliffe, N.M. and W.M.P. Klein (2002). Dispositional, unrealistic, and comparative optimism: Differential relations with the knowledge and processing of risk information and beliefs about personal risk. Personality and Social Psychology Bulletin, 28, 836–846.

    Google Scholar 

  • Robinson, D.N. (1979). Systems of Modern Psychology. New York: Columbia University Press.

    Google Scholar 

  • Robinson, P.B., D.V. Stimpson, J.C. Huefner and H.K. Hunt (1991). An attitude approach to the prediction of entrepreneurship. Entrepreneurship Theory and Practice, 15, 13–31.

    Google Scholar 

  • Roethlisberger, F.J. and W.J. Dickson (1939). Management and the Worker: An Account of a Research Program Conducted by the Western Electric Company, Hawthorne Works, Chicago. Cambridge, MA: Harvard University Press.

    Google Scholar 

  • Rosenberg, M.J. (1965). When dissonance fails: On eliminating evaluation apprehension from attitude measurement. Journal of Personality and Social Psychology, 1, 28–42.

    Google Scholar 

  • Rosenthal, R. (1966). Experimenter Effects in Behavioural Research. New York: Appleton-Century-Crofts.

    Google Scholar 

  • Rosenthal, R. (1994). On being one's own case study: Experimenter effects in behavioral research — 30 years later. In W.R. Shadish and S. Fuller (eds.), The Social Psychology of Science, pp. 214–229. New York: Guilford.

    Google Scholar 

  • Rotter, J.B. (1966). Generalized expectancies for internal versus external locus of control of reinforcement. Psychological Monographs, 80, 1–28.

    PubMed  CAS  Google Scholar 

  • Roure, J.B. and R.H. Keeley (1990). Predictors of success in new technology based ventures. Journal of Business Venturing, 5, 201–220.

    CrossRef  Google Scholar 

  • Shapero, A. (1982). Some social dimensions of entrepreneurship. In C. Kent, D. Sexton and K. Vesper (eds.), The Encyclopedia of Entrepreneurship. Englewood Cliffs, NJ: Prentice-Hall.

    Google Scholar 

  • Shaver, K.G. (1970). Defensive attribution: Effects of severity and relevance on the responsibility assigned for an accident. Journal of Personality and Social Psychology, 14, 101–113.

    Google Scholar 

  • Shaver, K.G. (1975). An Introduction to Attribution Processes. Cambridge, MA: Winthrop.

    Google Scholar 

  • Shaver, K.G. (1985). The Attribution of Blame: Causality, Responsibility, and Blameworthiness. New York: Springer-Verlag.

    Google Scholar 

  • Shaver, K.G. (1987). Principles of Social Psychology, 3rd edition. Hillsdale, NJ: Lawrence Erlbaum Associates.

    Google Scholar 

  • Shaver, K.G. (1995). The entrepreneurial personality myth. Business and Economic Review, 41(3), 20–23.

    Google Scholar 

  • Shaver, K.G., W.B. Gartner, E. Crosby, K. Bakalarova and E.J. Gatewood (2001). Attributions about entrepreneurship: A framework and process for analyzing reasons for starting a business. Entrepreneurship Theory and Practice, 26(2), 5–32.

    Google Scholar 

  • Shaver, K.G. and L.R. Scott (1991). Person, process, choice: The psychology of new venture creation. Entrepreneurship: Theory and Practice, 16(2), 23–45.

    Google Scholar 

  • Simon, M., S.M. Houghton and K. Aquino (1999). Cognitive biases, risk perception, and venture formation: How individuals decide to start companies. Journal of Business Venturing, 15, 113–134.

    CrossRef  Google Scholar 

  • Skinner, B.F. (1938). The Behaviour of Organisms: An Experimental Analysis. New York: Appleton-Century.

    Google Scholar 

  • Snyder, C.R. and R.L. Higgins (1988). Excuses: Their effective role in the negotiation of reality. Psychological Bulletin, 104, 23–35.

    PubMed  CrossRef  CAS  Google Scholar 

  • Snyder, M. (1984). When belief creates reality. In L. Berkowitz (ed.), Advances in Experimental Social Psychology, Vol. 18, pp. 247–305. New York: Academic Press.

    Google Scholar 

  • Snyder, M., E.D. Tanke and E. Berscheid (1977). Social perception and interpersonal behaviour: On the self-fulfilling nature of social stereotypes. Journal of Personality and Social Psychology, 35, 656–666.

    CrossRef  Google Scholar 

  • Staw, B.M. (1981). The escalation of commitment to a course of action. Academy of Management Review, 6, 577–587.

    CrossRef  Google Scholar 

  • Stevenson, H.H. and D.E. Gumpert (1985). The heart of entrepreneurship. Harvard Business Review, 63(2), March/April 1985, pp. 85–94.

    Google Scholar 

  • Stewart, A. (1989). Team Entrepreneurship. Newbury Park, CA: Sage.

    Google Scholar 

  • Suls, J. and T.A. Wills (eds.) (1991). Social Comparison: Contemporary Theory and Research. Hillsdale, NJ: Lawrence Erlbaum Associates.

    Google Scholar 

  • Tesser, A. and L. Martin (1996). The psychology of evaluation. In E.T. Higgins and A.W. Kruglanski (eds.), Social Psychology: Handbook of Basic Principles, pp. 400–432. New York: Guilford.

    Google Scholar 

  • Thurstone, L.L. and E.J. Chave (1929). The Measurement of Attitude. Chicago: University of Chicago Press.

    Google Scholar 

  • Timmons, J.A. (1994). New Venture Creation, 4th edition. Burr Ridge, IL: Irwin.

    Google Scholar 

  • Wells, G.L. (1993). What do we know about eyewitness identification? American Psychologist, 48, 553–571.

    PubMed  CrossRef  CAS  Google Scholar 

  • Westhead, P. and M. Wright (1998). Novice, portfolio, and serial founders: Are they different? Journal of Business Venturing, 13, 173–204.

    CrossRef  Google Scholar 

  • Wicklund, R.A. and P.M. Gollwitzer (1982). Symbolic Self-completion. Hillsdale, NJ: Lawrence Erlbaum Associates.

    Google Scholar 

  • Wills, T.A. (1991). Similarity and self-esteem in downward comparison. In J. Suls and T.A. Wills (eds.), Social Comparison: Contemporary Theory and Research, pp. 51–78. Hillsdale, NJ: Lawrence Erlbaum Associates.

    Google Scholar 

  • Zacharakis, A.L. and D.A. Shepherd (2001). The nature of information and overconfidence on venture capitalists' decision making. Journal of Business Venturing, 16, 311–332.

    CrossRef  Google Scholar 

  • Zajonc, R.B. (1980). Feeling and thinking: Preferences need no inference. American Psychologist, 35, 151–175.

    CrossRef  Google Scholar 

  • Zajonc, R.B. (1998). Emotions. In D. Gilbert, S. Fiske and G. Lindzey (eds.), The Handbook of Social Psychology, 4th edition, Vol. 1, pp. 591–632. New York: Oxford University Press.

    Google Scholar 

  • Zillmann, D. and M. Zillmann (1996). Psychoneuroendocrinology of social behaviour. In E.T. Higgins and A.W. Kruglanski (eds.), Social Psychology: Handbook of Basic Principles, pp. 39–71. New York: Guilford.

    Google Scholar 

Download references

Author information

Authors and Affiliations

Authors

Editor information

Editors and Affiliations

Rights and permissions

Reprints and Permissions

Copyright information

© 2003 Kluwer Academic Publishers

About this chapter

Cite this chapter

Shaver, K.G. (2003). The Social Psychology of Entrepreneurial Behaviour. In: Acs, Z.J., Audretsch, D.B. (eds) Handbook of Entrepreneurship Research. International Handbook Series on Entrepreneurship, vol 1. Springer, Boston, MA. https://doi.org/10.1007/0-387-24519-7_14

Download citation

  • DOI: https://doi.org/10.1007/0-387-24519-7_14

  • Publisher Name: Springer, Boston, MA

  • Print ISBN: 978-0-387-24080-0

  • Online ISBN: 978-0-387-24519-5

  • eBook Packages: Springer Book Archive