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.

Provides latest research insights on entrepreneurial cognition and decision-making Features a multidisciplinary set of chapters converging towards negotiation research Offers recommendations for future research combining social and behavioural sciences with entrepreneurship

Autorentext
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.

Inhalt
An Overview of The Anatomy of Entrepreneurial Decisions.- Part I Cognition of Entrepreneurial Decisions.- Using Creativity to Defeat Fear and Manage Ambiguity for Enhancing Entrepreneurial Decisions.- Intuition in Entrepreneurial Cognition.- Entrepreneurial Success: A Theoretical Contribution Linking Affect and Cognition.- Metacognition, Entrepreneurial Orientation, and Firm Performance: An Upper Echelons View.- Part II Joint Entrepreneurial Decisions.- Givers, Takers, and New Venture Makers: Why Help-Seeking Processes Are Critical (and Different) for Entrepreneurs.- Conflicts and Negotiations in the Intergenerational Succession of Family Firms: A Literature Review.- Part III Passion and Entrepreneurial Decisions.- Working Passionately Does Not Always Pay Off: The Negative Moderating Role of Passion on the Relationship Between Deliberate Practice and Venture Performance.- Angel Investor-Entrepreneur Fit: The Nexus of Angel Motivation and Entrepreneur Personality and Passion.- Part IV Development of Entrepreneurial Decisions.- Entrepreneurial Intentions, Risk-Taking Propensity and Environmental Support: The Italian Experience.- Lifelong Learning in Europe: An Analysis of Raw Materials Professionals' Learning Needs.- Part V External Context of Entrepreneurial Decisions.- The Relationship Between Entrepreneurship, Innovation and Growth in Italy.- 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.- Nurturing Innovation Through Entrepreneurial Ecosystems: What Does the Literature Say?