{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,3,18]],"date-time":"2026-03-18T20:23:48Z","timestamp":1773865428032,"version":"3.50.1"},"reference-count":48,"publisher":"World Scientific Pub Co Pte Ltd","issue":"03","content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["J. Enterprising Culture"],"published-print":{"date-parts":[[2009,9]]},"abstract":"<jats:p>Taking a grounded approach, we devised a framework to explain how entrepreneurs attract critical resources to venture creation and development. The study was based on qualitative data from a series of interviews with thirteen entrepreneurs conducted in a sample of six case studies. The framework distinguishes two routes that entrepreneurs use to attract resources for their ventures: idea selling, referring to how the entrepreneurs seek to engage others within the venture and to persuade them to support their entrepreneurial efforts; and network building, concerning the attraction effects of the entrepreneurs' social network positions and venture legitimacy. The framework adds to entrepreneurship theory by proposing a conceptual model of resource gathering strategies in new venture creation and development.<\/jats:p>","DOI":"10.1142\/s0218495809000394","type":"journal-article","created":{"date-parts":[[2009,10,27]],"date-time":"2009-10-27T09:54:44Z","timestamp":1256637284000},"page":"323-349","source":"Crossref","is-referenced-by-count":5,"title":["CASE STUDIES ON WHAT ENTREPRENEURS ACTUALLY DO TO ATTRACT RESOURCES: A TWO-ROUTE FRAMEWORK"],"prefix":"10.1142","volume":"17","author":[{"given":"MIGUEL PEREIRA","family":"LOPES","sequence":"first","affiliation":[{"name":"Faculdade de Economia, Universidade Nova de Lisboa, Rua Marqu\u00eas de Fronteira, 20, 1099-038 Lisboa, Portugal"}]},{"given":"MIGUEL","family":"PINA E. CUNHA","sequence":"additional","affiliation":[{"name":"Faculdade de Economia, Universidade Nova de Lisboa, Rua Marqu\u00eas de Fronteira, 20, 1099-038 Lisboa, Portugal"}]},{"given":"PATRICIA JARDIM","family":"DA PALMA","sequence":"additional","affiliation":[{"name":"Instituto Superior de Psicologia Aplicada, Rua Jardim do Tabaco, 34, 1149-041 Lisboa, Portugal"}]}],"member":"219","published-online":{"date-parts":[[2011,11,21]]},"reference":[{"key":"rf1","doi-asserted-by":"publisher","DOI":"10.5465\/amr.1994.9412190214"},{"key":"rf2","doi-asserted-by":"publisher","DOI":"10.5465\/AME.2001.4251563"},{"key":"rf3","first-page":"30","volume":"10","author":"Ames C. B.","journal-title":"The Journal of Business Strategy"},{"key":"rf4","doi-asserted-by":"crossref","unstructured":"R. A.\u00a0Baron, Research in Organizational Behavior\u00a024, eds. L. L.\u00a0Cummings and B. M.\u00a0Staw (JAI Press, Greenwich, 2002)\u00a0pp. 225\u2013269.","DOI":"10.1016\/S0191-3085(02)24007-1"},{"key":"rf5","first-page":"106","volume":"14","author":"Baron R. A.","journal-title":"Academy of Management Executive"},{"key":"rf6","doi-asserted-by":"publisher","DOI":"10.1037\/0021-9010.89.4.587"},{"key":"rf7","volume-title":"What is Entrepreneurial Vision and How Does it Work?","author":"Bird B.","year":"2003"},{"key":"rf8","doi-asserted-by":"publisher","DOI":"10.2307\/2393807"},{"key":"rf9","doi-asserted-by":"publisher","DOI":"10.5465\/AME.2001.4251394"},{"key":"rf10","doi-asserted-by":"crossref","unstructured":"R. S.\u00a0Burt, Research in Organizational Behavior\u00a022, eds. L. L.\u00a0Cummings and B. M.\u00a0Staw (JAI Press, Greenwich, CT, 2000)\u00a0pp. 345\u2013423.","DOI":"10.1016\/S0191-3085(00)22009-1"},{"key":"rf11","doi-asserted-by":"crossref","DOI":"10.4159\/9780674029095","volume-title":"Structural Holes","author":"Burt R. S.","year":"1992"},{"key":"rf12","doi-asserted-by":"publisher","DOI":"10.1016\/0883-9026(93)90031-Y"},{"key":"rf13","doi-asserted-by":"publisher","DOI":"10.1177\/0002764203260207"},{"key":"rf14","doi-asserted-by":"publisher","DOI":"10.1016\/0883-9026(88)90020-1"},{"key":"rf15","volume-title":"The Hidden Power of Social Networks: Understanding How Work Really Gets Done in Organizations","author":"Cross R.","year":"2004"},{"key":"rf16","volume-title":"Good Business: Flow, Leadership and the Making of Meaning","author":"Csikszentmihalyi M.","year":"2003"},{"key":"rf17","volume-title":"The Blackwell Handbook of Entrepreneurship","author":"Davidsson P.","year":"2002"},{"key":"rf18","volume-title":"Energize Your Workplace: How to Create and Sustain High-Quality Connections at Work","author":"Dutton J.","year":"2003"},{"key":"rf19","doi-asserted-by":"publisher","DOI":"10.5465\/amr.1993.9309035145"},{"key":"rf20","doi-asserted-by":"publisher","DOI":"10.2307\/3069412"},{"key":"rf21","doi-asserted-by":"publisher","DOI":"10.5465\/amr.1989.4308385"},{"key":"rf23","volume-title":"The Discovery of Grounded Theory","author":"Glaser B. G.","year":"1967"},{"key":"rf24","doi-asserted-by":"publisher","DOI":"10.1086\/225469"},{"key":"rf25","unstructured":"F.\u00a0Hoy, P.\u00a0McDougall and D.\u00a0Dsouza, The State of the Art of Entrepreneurship, eds. D.\u00a0Sexton and J.\u00a0Kasarda (PWS-Kent, Boston, 1992)\u00a0pp. 341\u2013357."},{"key":"rf27","doi-asserted-by":"crossref","unstructured":"B.\u00a0Johannisson, Handbook of entrepreneurship, eds. D.\u00a0Sexton and H.\u00a0Landstr\u00f6m (Blackwell, London, 2000)\u00a0pp. 368\u2013386.","DOI":"10.1111\/b.9780631215738.1999.00023.x"},{"key":"rf28","doi-asserted-by":"publisher","DOI":"10.2307\/256287"},{"key":"rf29","volume-title":"Grounded Theory in Management Research","author":"Locke K.","year":"2001"},{"key":"rf30","doi-asserted-by":"publisher","DOI":"10.5465\/amr.1996.9602161568"},{"key":"rf31","first-page":"8","volume":"61","author":"MacMillan I. C.","journal-title":"Harvard Business Review"},{"key":"rf32","doi-asserted-by":"publisher","DOI":"10.1348\/096317904322915892"},{"key":"rf33","volume-title":"Qualitative Data Analysis","author":"Miles M. B.","year":"1994"},{"key":"rf34","doi-asserted-by":"publisher","DOI":"10.5465\/amr.1998.533225"},{"key":"rf35","doi-asserted-by":"publisher","DOI":"10.1353\/sof.2005.0122"},{"key":"rf36","first-page":"3","volume":"3","author":"Rich S. R.","journal-title":"Harvard Business Review"},{"key":"rf37","volume-title":"Social Network Analysis","author":"Scott J.","year":"2000"},{"key":"rf38","doi-asserted-by":"publisher","DOI":"10.1287\/mnsc.48.3.364.7731"},{"key":"rf39","doi-asserted-by":"publisher","DOI":"10.1016\/S1053-4822(03)00017-2"},{"key":"rf40","doi-asserted-by":"publisher","DOI":"10.1287\/mnsc.48.1.154.14280"},{"key":"rf41","first-page":"217","volume":"25","author":"Shane S.","journal-title":"Academy of Management Review"},{"key":"rf42","unstructured":"A. L.\u00a0Stinchcombe, Handbook of Organizations, ed. J.\u00a0March (Rand McNally, Chicago, 1965)\u00a0pp. 142\u2013193."},{"key":"rf43","doi-asserted-by":"publisher","DOI":"10.2307\/2392787"},{"key":"rf44","doi-asserted-by":"publisher","DOI":"10.1016\/j.jengtecman.2003.12.004"},{"key":"rf45","first-page":"79","volume":"11","author":"Starr J.","journal-title":"Strategic Management Journal"},{"key":"rf46","volume-title":"Basics of Qualitative Research: Techniques and Procedures for Developing Grounded Theory","author":"Strauss A.","year":"1998"},{"key":"rf47","doi-asserted-by":"publisher","DOI":"10.1002\/1097-0266(200008)21:8<791::AID-SMJ121>3.0.CO;2-K"},{"key":"rf48","volume-title":"Work and Motivation","author":"Vroom V. H.","year":"1964"},{"key":"rf49","volume-title":"Sensemaking in Organizations","author":"Weick K.","year":"1995"},{"key":"rf51","volume-title":"Case Studies Research","author":"Yin R.","year":"1986"}],"container-title":["Journal of Enterprising Culture"],"original-title":[],"language":"en","link":[{"URL":"https:\/\/www.worldscientific.com\/doi\/pdf\/10.1142\/S0218495809000394","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2021,10,12]],"date-time":"2021-10-12T22:15:15Z","timestamp":1634076915000},"score":1,"resource":{"primary":{"URL":"https:\/\/www.worldscientific.com\/doi\/abs\/10.1142\/S0218495809000394"}},"subtitle":[],"short-title":[],"issued":{"date-parts":[[2009,9]]},"references-count":48,"journal-issue":{"issue":"03","published-online":{"date-parts":[[2011,11,21]]},"published-print":{"date-parts":[[2009,9]]}},"alternative-id":["10.1142\/S0218495809000394"],"URL":"https:\/\/doi.org\/10.1142\/s0218495809000394","relation":{},"ISSN":["0218-4958","1793-6330"],"issn-type":[{"value":"0218-4958","type":"print"},{"value":"1793-6330","type":"electronic"}],"subject":[],"published":{"date-parts":[[2009,9]]}}}