Communication and Entrepreneurship: Influence Tactics in Business Support Situations

Abstract : Securing and improving the start-up process requires matching communicational strategies with business support objectives and situations. Over a period of five years, we did field research in a business incubator in the Paris area to identify the communicational strategies that business support professionals use in order to influence nascent entrepreneurs' attitudes and behaviors. We categorized these strategies as persuasion, engagement, criticism, and provocation. We assessed their impact in terms of commitment, compliance, and resistance.
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Article dans une revue
International Review of Entrepreneurship, Senate Hall Academic Publishing, 2015, 13 (4), pp.269-297
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http://hal-audencia.archives-ouvertes.fr/hal-01251704
Contributeur : Sylvia Cheminel <>
Soumis le : mercredi 6 janvier 2016 - 16:00:23
Dernière modification le : mercredi 9 novembre 2016 - 15:46:18

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  • HAL Id : hal-01251704, version 1

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Renaud Redien-Collot, Miruna Radu Lefebvre. Communication and Entrepreneurship: Influence Tactics in Business Support Situations. International Review of Entrepreneurship, Senate Hall Academic Publishing, 2015, 13 (4), pp.269-297. 〈hal-01251704〉

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