Title: Regulatory focus and growth intentions: the mediating role of an opportunity register

Authors: Sharda S. Nandram; Puneet K. Bindlish

Addresses: Center for Entrepreneurship and Stewardship, Nyenrode Business University, Straatweg 25, 3621 BG Breukelen, The Netherlands ' Department of Humanistic Studies, Indian Institute of Technology (BHU), Varanasi, 221005, India

Abstract: We examine the mediating role of an entrepreneur's opportunity register in the relationship between individual's self regulation mode and emergence of growth intentions. Online survey among a stratified random sample of 155 entrepreneurs from client database of a bank was conducted. Six hypotheses were statistically analysed for ascertaining this mediating role. Findings imply that entrepreneurs with high promotion or prevention focus more actively evaluate opportunities for current business activities, or start-up, than either those with low promotion or prevention focus. Those driven by security goals and avoiding losses use an opportunity register more often than entrepreneurs with a lower prevention focus. Educators who teach (future) entrepreneurs may want to emphasise the role of opportunity register and prevention focus. Our study is a first step towards measuring influence of an entrepreneur's regulatory mode, via an opportunity register, on growth intentions. It aims to stimulate further studies to develop their empirical measurements.

Keywords: entrepreneurship; regulatory focus; promotion orientation; prevention orientation; opportunity register; start-ups.

DOI: 10.1504/IJTTC.2018.097409

International Journal of Technology Transfer and Commercialisation, 2018 Vol.16 No.2, pp.118 - 133

Received: 13 Jun 2018
Accepted: 13 Jun 2018
Published online: 21 Jan 2019 *

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