Is funding a startup worth the risk? The answer may be found by looking in the mirror

Venture capitalists are sensitive to the halo effect, as they prefer to invest in startups led by physically attractive, male entrepreneurs. However, a new study finds this halo effect to depend in part on VCs own physical attractiveness. This pertains particularly to VCs of below-average attractiveness.

Author

Marc Bahlmann
Vrije Universiteit Amsterdam

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Marc D. Bahlmann (2024) Physical attractiveness, same-sex stimuli, and male venture capitalists’ financial risk-taking, Frontiers in Psychology, DOI: 10.3389/fpsyg.2023.1259143

23 February 2024

That VCs’ startup screening and selection decisions are biased by the attractiveness of the entrepreneur is well-established. Recent research found VCs’ subsequent capital allocation decisions also to be affected by the halo-effect. A new study, available as open access article in Frontiers in Psychology, now turns the spotlight to the attractiveness of the VC himself. The study’s results, which are based on data from 341 startup investments involving male entrepreneurs and male VCs, suggest that VCs of below-average attractiveness are more sensitive to entrepreneurs’ physical attractiveness when compared to VCs of average attractiveness. Also, the nature of this effect changes from positive in the first investment round, to negative in the second investment round. Risk-taking therefore seems to be partly driven by one’s own physical attractiveness.

Risk-taking therefore seems to be partly driven by one’s own physical attractiveness.

How venture capital funding works

Once selected, the startup entrepreneur and venture capitalist enter into a collaborative effort aimed at ensuring the success of the startup. This phase presents the VC with a myriad of uncertainties inherent to the startup ecosystem: questions concerning the startup’s ability to fulfill its potential, the entrepreneur’s competence and reliability, and the unpredictable trajectory of the market, among others. Consequently, capital allocation follows a staged approach, gradually disbursing funds as the startup progresses. This approach allows the VC to mitigate risks by retaining the flexibility to withdraw investment and minimize potential losses. Research suggests that the manner in which capital is disbursed reflects the level of trust and confidence the VC has in the startup. Higher levels of confidence translate to larger funding disbursements with longer intervals between investments, whereas doubts prompt tighter control measures, manifested in smaller funding amounts and shorter intervals between rounds. While traditionally assumed to be grounded in rational decision-making, balancing staging costs with monitoring expenses, VCs’ funding approaches may not be entirely devoid of biases.

How does physical attractiveness affect men’s financial risk-taking behavior?

Human behavior, shaped by evolutionary pressures, revolves around the fundamental goal of reproductive success facilitated through sexual selection mechanisms. This process encompasses both intersexual selection, where individuals choose mates, and intrasexual competition, involving rivalry among members of the same sex for access to opposite-sex mates. In this context, men exhibit traits and behaviors signaling mate quality, including physical attributes like facial hair and body shape, alongside behaviors like conspicuous consumption. Conversely, women prioritize physical attractiveness in potential mates, considering it a cue for underlying qualities such as masculinity and health, while also assessing signs of commitment and economic status. Moreover, women evaluate potential partners based on economic indicators, with men’s reproductive success being linked to their economic position. Men, cognizant of these preferences, may compensate for perceived deficiencies in attractiveness by enhancing their desirability through financial success, particularly when motivated by a need to increase their attractiveness to women. This is supported by research showing that men tend to take greater financial risks when exposed to attractive male stimuli. The signaling of economic status through conspicuous consumption further underscores the importance of mate value characteristics like attractiveness and ambition in male-male interactions. Thus, these evolutionary dynamics influence not only mate selection but also financial decision-making, as individuals navigate the complex interplay between attractiveness, status, and reproductive success.

This is supported by research showing that men tend to take greater financial risks when exposed to attractive male stimuli.

How does VCs own physical attractiveness matter to their risk-taking?

The study investigated the impact of VC physical attractiveness on financial risk-taking, hypothesizing two main effects. Firstly, it was anticipated that VCs with above-average attractiveness will exhibit greater tolerance for investment risks compared to their less attractive counterparts. This expectation is supported by prior research linking attractiveness to positive risk attitudes and higher self-esteem, which in turn correlates with increased trust, financial risk tolerance, and propensity for investment. Conversely, VCs with below-average attractiveness are expected to be more risk-averse due to lower self-esteem and a propensity to react negatively to ambiguous information. Secondly, VCs’ responses to entrepreneurs’ attractiveness are predicted to vary based on the VC’s own attractiveness level, with less attractive VCs showing heightened sensitivity to the attractiveness of the startup entrepreneur. This phenomenon is attributed to a perceived disparity in attractiveness, leading less attractive VCs to engage in compensatory behavior by taking greater financial risks and potentially experiencing threats to self-esteem. Overall, it was expected that while physically attractive VCs tend to take more risks in early-stage funding, they are less influenced by the attractiveness of entrepreneurs compared to their less attractive counterparts.

VCs, especially those with average or below-average attractiveness, tended to be positively swayed by the attractiveness of male entrepreneurs.

The study found that VCs, especially those with average or below-average attractiveness, tended to be positively swayed by the attractiveness of male entrepreneurs as evidenced by the first round of funding (see Figure 1). This confirms earlier research on how people assess risk in financial situations. However, this effect wasn’t seen in VCs of above-average attractiveness.

Additionally, the study looked at how this same-sex attractiveness dynamic played out over time by considering the second round of funding. Interestingly, as the funding process went on, VCs of below-average attractiveness seemed to become more cautious about attractive entrepreneurs (see Figure 2). This suggests a shift from initially positive impressions to later doubts, possibly due to what researchers call a “beauty penalty” effect. This beauty penalty idea suggests that highly attractive entrepreneurs might face extra scrutiny if they don’t meet the high expectations set by their looks.

As the funding process went on, VCs of below-average attractiveness seemed to become more cautious about attractive entrepreneurs.

What can we learn from this research?

Fundamentally speaking, this research’s findings suggest that VC risk-taking can be understood by using evolutionary explanations of human behavior. In more practical terms, the study’s findings may assist VCs in their risk-taking considerations. Particularly, this research may help VCs to understand the origins of their risk estimations and preferences.

Author

Marc Bahlmann
Vrije Universiteit Amsterdam

Marc Bahlmann is an assistant professor at the Management & Organization department of the Vrije Universiteit Amsterdam. His research centers on the role of irrationality in the context of innovation decision-making. Research contexts include VC investment and innovation decisions by CEOs and TMTs. Learn more about Marc’s research here. A previous blog post by Marc can be found here.

I’m Not So Tough: Entrepreneurs’ Confidence After Hard Times

In these times full of crises, we ask how does a crisis affect entrepreneurs in the long run? We find that, years after a crisis, they still feel less secure in their job. Furthermore, their confidence is required for the daring decisions that can help their venture manage the next crisis.

Authors

Joeri Van Hugten
VU School of Business and Economics
Johanna Vanderstraeten
UAntwerp
Wim Coreynen
Zhejiang University (ZJU) in Hangzhou, China
Arjen Van Witteloostuijn
VU School of Business and Economics

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van Hugten J, Vanderstraeten J, van Witteloostuijn A, Coreynen W (2023) When the going gets tough, the entrepreneurs get less entrepreneurial? PLoS ONE 18(12): e0290253. https://doi.org/10.1371/journal.pone.0290253

8 February 2024

The stereotype of the hardened entrepreneur

When asking entrepreneurs how they deal with crises, we often focus on the venture and how it is pulled from the brink of failure by some daring decisions. But we rarely ask how they, as a person, deal with their venture being on the brink of failure. By contrast, we can imagine employees’ fears when for instance AI threatens to replace their job. But for entrepreneurs we seem to assume the answer based on a stereotype.

That stereotype is of the entrepreneur as a tenacious go-getter in the face of adversity; a portrayal based on Silicon Valley success stories. However, for most entrepreneurs, such a stereotype can be difficult to live up to, and not fitting the stereotype can be difficult to live down.

Studying the soft side

Our open-access publication in PLoS ONE reports on our empirically study of this stereotype. We asked 300 leaders of small businesses in Flanders how hard the 2010 financial crisis hit their venture. We also asked them about their self-confidence in being an entrepreneur and about the job security they experience. By analyzing the connection between these answers we hope to promote a more empathetic view on entrepreneurs.

By analyzing the connection between these answers we hope to promote a more empathetic view on entrepreneurs.

The first thing to realize is that the financial crisis is experienced very differently by different ventures. Some ventures could hire workers and enjoy profits as they please, while others experienced years of hardship before recovering from the crisis, similar to how small businesses are still failing today due to not being fully recovered from the Covid crisis. These differences in experience of hardship for the venture could influence entrepreneurs as a person.

What further sets our study apart is that we look at the long-term effect of the crisis. Specifically, we asked entrepreneurs about their current feelings and beliefs about themselves when the crisis was about five to ten years prior. This means we do not study how some entrepreneurs regulate their emotions to prioritize what is best for the venture, but rather focus on how the experience of hardship permanently shapes their baseline attitude.

What does the data say

We found that entrepreneurs whose venture experienced harder crisis times, still experienced lower job security years later. Note that we find this effect even though we only study ventures that survived the crisis. The entrepreneur’s self-confidence was also weakened by harder crisis times, but only slightly so.

Furthermore, we asked ourselves, does this effect on the entrepreneur as a person also impact the venture; specifically, do the affected entrepreneurs still making daring decisions? We found that self-confidence and job security are needed for the venture’s risk taking, innovativeness, and pro-activity, but job security only slightly so.

Bringing it all together, we see that ventures’ hardship in crisis times slightly reduces their daringness to this day via reducing entrepreneurs’ self-confidence and sense of job security. The relation is only weak because self-confidence is most related to the daringness while job security is most related to the crisis. However, it is striking that entrepreneurs are so affected by the financial crisis that it is still observable five to ten years later. The question arises whether the affected entrepreneurs have enough daringness to face the next crisis.

Entrepreneurs are so affected by the financial crisis that it is still observable five to ten years later.

Accept not only the threat of failure, but also your fear of it

In sum, entrepreneurs are not so tough as the stereotype suggests. Do not be discouraged by people saying that you cannot be an entrepreneur if you are afraid to fail; the data show that many entrepreneurs are still affected by their past brushes with bankruptcy.

Image by Freepik


Authors

Joeri Van Hugten
VU School of Business and Economics

Joeri van Hugten is an assistant professor of entrepreneurship at the M&O department of the VU School of Business and Economics. He is interested in how entrepreneurs’ actions result from social constructions. ‪Google ScholarLinkedInPURE

Johanna Vanderstraeten
UAntwerp

Johanna Vanderstraeten works at UAntwerp as associate professor in (International) Entrepreneurship at the Management department of the Faculty of Business and Economics (FBE). She focuses on Ambitious entrepreneurship, International entrepreneurship, Organizational sponsorship (e.g., business incubators), and Student-entrepreneurship. LinkedInUAntwerp profile

Wim Coreynen
Zhejiang University (ZJU) in Hangzhou, China

Wim Coreynen is an assistant professor at the Department of Innovation, Entrepreneurship and Strategy (IES) at the School of Management of Zhejiang University (ZJU) in Hangzhou, China. He obtained his PhD at the Faculty of Business and Economics of the University of Antwerp (UA) in Belgium. He has previously also worked for Antwerp Management School (AMS) in Belgium as well as the Jheronimus Academy of Data Science (JADS), Free University of Amsterdam (VU) and Utrecht University (UU) in the Netherlands. His research focuses on service, technology, intellectual property, and entrepreneurship. ‪Google ScholarLinkedIn

Arjen Van Witteloostuijn
VU School of Business and Economics

Arjen van Witteloostuijn is professor and dean at the VU School of Business and Economics. He is an interdisciplinary and highly productive researcher who is also active in political debate. The question that runs through his work is why some institutions (in a broad sense) are successful while others are not. ‪Google ScholarLinkedInPURE

Beyond Ping Pong Tables: Creating Community within Business Incubators

While global replication of business incubators seems effortless, incubators need to be adaptive to local contexts. Indeed, establishing a functioning incubator surpasses mimicking a Silicon Valley model, involving context-specific social practices. Our research finds that successfull incubators ensure creation of participation, flexibility, trust and reciprocity and balance between offering top-down support from management and adapting to bottom-up needs of members.

Authors

Amba Maria van Erkelens
Vrije Universiteit Amsterdam
Neil Aaron Thompson
Vrije Universiteit Amsterdam
Dominic Chalmers
Adam Smith Business School

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van Erkelens, A. M., Thompson, N. A., & Chalmers, D. (2023). The dynamic construction of an incubation context: a practice theory perspective. Small Business Economics, 1-23.

4 December 2023

Moving away from a recipe approach to collaborative and flexible incubation

People tend to associate incubators with coffee machines, printers and ping pong tables and often overlook the relational and intangible factors behind business incubation. While, these kinds of structural elements enable the replication of incubators, standardized solutions have been criticized for not being adaptive enough to local contexts. We studied how stakeholders build and reshape an incubator to be adaptive and meet the changing needs of its members. For our ethnographic study, published in the journal Small Business and Economics, we participated for four months in an incubator for social entrepreneurs. This helped us understand the details of the social practices that were central to the creation of an adaptive and collaborative incubator. 

The foundations of participation, flexibility, trust and reciprocity in an incubator

We found that entrepreneurs and incubator management perform four social practices – onboarding, gathering, lunching, and feedbacking – in which they try to find a sweet spot between entrepreneurial freedom and structured support. First, there’s onboarding – the initiation ritual that gets new members on the same page about the rules, values, and how things work around the incubator to foster participation. Second, incubator members and management come together to make shared decisions through formal gathering practice. This practice enables the incubator to flexibly adapt their services to the needs of their members. The third practice, lunching, is more than just grabbing a bite; it builds trust and fosters serendipitous encounters. And last, there’s feedbacking, where there is a purposeful co-creation of ideas, and a healthy give-and-take among members of the incubator is maintained (for a detailed description of the four practices, have a look at our full study). In other words, these social practices serve a range of purposes and have implications far beyond their surface meaning. They are foundational to the intangible, yet invaluable factors of a functional community: participation, flexibility, trust and reciprocity.

Finding the right balance

These social practices allow for multiple people involved in the incubator, from novice and expert entrepreneurs, to management and stakeholders, to shape and reshape an incubator. Ultimately, this helps keep the incubator aligned with members’ unexpected and changing needs and expectations. Each practice brings a balance between bottom-up needs and top-down structure. For example, in the onboarding practice, incubator management attempts to socialize newcomers into the incubator, but also provide space for entrepreneurs to share their stories and connect with the community. While in the gathering practice, entrepreneurs are given more agency to reshape formal support elements of the incubator. We suggest that this serves the function of preventing the incubator from being perceived as too rigid and formulaic. It’s all about finding the right balance, where the structure isn’t too strict and the freedom isn’t too wild.

Experimenting with social practices and reflecting on them

While the social practices work well for the incubator we studied, we don’t advise incubators to copy the social practices we’ve described in our study. On the contrary, we warn against the copying of practices developed elsewhere as practices need to be developed in context and in interaction with the people (their needs and desires) and the material world that are part of that context. It is important to experiment with different practices, and reflect on their effectiveness for creating desired outcomes such as participation, flexibility, trust and reciprocity. Furthermore, we hope to inspire incubators to reflect on the balance between bottom-up needs and desires and top-down structures, rather than copy them from a Silicon Valley context. We hope that this will help them to move towards a desired balance where entrepreneurs experience enough structured support, while having enough freedom to adapt the incubator to their specific and evolving needs.

Authors

Amba Maria van Erkelens
Vrije Universiteit Amsterdam

Amba Maria van Erkelens is Assistant Professor in Entrepreneurship at the Vrije Universiteit Amsterdam and is a member of the Groene Brein, a network of scientists that supports entrepreneurs who aim to take steps toward a new, sustainable economy. She conducts research in the fields of Social Entrepreneurship, Sustainable Entrepreneurship and Circular Entrepreneurship. (https://research.vu.nl/en/persons/amba-maria-van-erkelens)

Neil Aaron Thompson
Vrije Universiteit Amsterdam

Neil Aaron Thompson is Associate Professor in Entrepreneurship and Organization Studies at the Vrije Universiteit Amsterdam. His ongoing research covers topics about Entrepreneurship as Practice, Organizational Creativity, New Venture Creation and Sustainable Development. (https://research.vu.nl/en/persons/na-thompson)

Dominic Chalmers
Adam Smith Business School

Dominic Chalmers is Professor of Entrepreneurship and Innovation at the Adam Smith Business School. Dominic is principal investigator on a €1.2m European Union HIE project to support data-driven entrepreneurship across a consortium of European universities. His current research examines emerging digital entrepreneurship trends such as artificial intelligence, blockchain and multi-sided platforms. (https://www.gla.ac.uk/schools/business/staff/dominicchalmers/#researchinterests,biography)

Crisis or opportunity? Entrepreneurship and Covid-19 in Africa

The Covid-19 pandemic decreased entrepreneurial intentions in Africa, but at the same time entrepreneurs illustrated entrepreneurial resilience and innovativeness. Considering these contrasting effects, we urge practitioners to take local contextual dimensions into account and foster entrepreneurial resilience whilst designing entrepreneurial education and entrepreneurial support programmes in the aftermath of the pandemic.

Authors

Maud van Merriënboer (editor)
Vrije Universiteit Amsterdam
Hanâa Benchrifa
Université Hassan II de Casablanca
Steven Kator Iorfa
University of Portsmouth
Magnus Godvik Ekeland
Radboud University Nijmegen
Lotte-Marie Brouwer
Utrecht University
Neema Komba
Hanken School of Economics
Chanyoung Park
Hanken School of Economics

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van Merriënboer, M. (ed). (2022). Entrepreneurial Responses to Covid-19 in Africa. Utrecht: Eburon Academic Publishers.

11 September 2023

The Covid-19 pandemic and subsequent government measures decreased the number of people who wanted to or could become entrepreneurs in Africa. At the same time, the crisis yielded innovativeness and resilience among new and existing business owners. How can entrepreneurs and policy makers turn crisis into opportunity, and build back better through entrepreneurship?

The global crisis affected entrepreneurs all around the world, and Africa was no exception. Much focus was on the negative impact of the crisis: several relief funds were released by the donor community in the global North to support African entrepreneurs in these difficult times, and the pandemic was dubbed a “gendered” crisis as women entrepreneurs were said to be disproportionately affected through the increased time spent on childcare and other unpaid care tasks. There was little space for discussing the resilience demonstrated by African entrepreneurs, and the opportunities Covid-19 unlocked. The four studies in the edited volume ‘Entrepreneurial Responses to Covid-19 in Africa’ take a closer look at these two contrasting effects on entrepreneurship and Covid-19 in Africa: crisis on the one hand, and opportunity and resilience on the other.

Entrepreneurial intentions go down

Although the impact of the pandemic varied greatly across the continent, African economies generally were hit hard by the Covid-19 pandemic and subsequent measures, such as lockdowns and market closures. Entrepreneurial intentions and activities had a broad downturn due to substantial risks on both demand and supply side. Entrepreneurs were forced to downsize or (temporarily) quit their businesses, while fewer novel entrepreneurs started their own companies. Those that did engage with entrepreneurship seemingly did so out of necessity. A survey conducted by Hanâa Benchrifa and Steven Kator Iorfa amongst Moroccan university students (chapter 1), for example, found that students who felt threatened about their future due to the lockdown and subsequent scarcity of resources developed more positive attitudes towards entrepreneurial activities – considering it as the only viable option in a depleting job market.

Students who felt threatened about their future due to the lockdown and subsequent scarcity of resources developed more positive attitudes towards entrepreneurial activities – considering it as the only viable option in a depleting job market.

On the other side of the continent, Magnus Godvik Ekeland (chapter 2) spent one year in a South African township during Covid-19 times to better understand how the Covid-19 pandemic impacted the lives and livelihoods of young township residents. Specifically, his research aimed to uncover whether a government-dispensed Basic Income Grant would increase entrepreneurial intentions. Based on conversations with unemployed young men and observations on how they spent a temporary Covid-19 grant, Ekeland explains that entrepreneurial intentions are not likely to increase because of specific contextual dimensions. For these men, it was for instance less than desirable to become dependent on a (female) relative. This fear kept them from viewing entrepreneurship as a short-term solution to unemployment.

Entrepreneurial resilience and innovation go up

In both studies described above, entrepreneurship is considered second best to salaried employment in times of crisis. The final two chapters, however, shed light on a different outcome of the pandemic. These studies showcase entrepreneurs’ resilience in crisis, and the ability to come up with innovative solutions. When export numbers declined, Mercy Mwende, a Kenyan agri-business woman, developed a new product (affordable porridge) to appeal to the local community and diminish dependence on external markets. Mercy was part of a larger interview study conducted by Lotte-Marie Brouwer comprising twenty Kenyan female agri-entrepreneurs (chapter 3). Her chapter explores how these entrepreneurs demonstrated entrepreneurial resilience: “the ability of an entrepreneur to manage difficult personal and market conditions as well as destabilising events, and be future-oriented”[1]. Short-term strategies included reducing costs and working side jobs, and long-term adaptation strategies were changing target markets and implementing digital solutions. For this specific group of entrepreneurs, the Covid-19 pandemic even provided new markets that otherwise would have been more difficult to enter as they would have had to compete with (Northern) imported products.

When export numbers declined, Mercy Mwende, a Kenyan agri-business woman, developed a new product (affordable porridge) to appeal to the local community and diminish dependence on external markets.

Similarly, two medical innovations from Tanzania and Kenya were exemplary of how innovative responses can offer coping mechanisms in times of crisis. Neema Komba and Chanyoung Park (chapter 4) show us that, rather than becoming paralyzed by the fear that was instigated by the pandemic, the entrepreneurs in these cases were able to ‘fight’ instead of ‘flight’, provided they receive proper support. This resulted in the founding of Tiba-Vent, a low-mechanical ventilator built by fifteen students of Kenyatta University in Nairobi, and the Cubic Bupiji Sauna – a steam inhalation treatment invented by George Buchafwe of Star Natural Products from Tanzania. The development cycles of these inventions were quite different due to differences in institutional or policy support. Whereas Tiba-Vent had to wait a long time to receive the proper certification, the Bipiji Sauna was endorsed by local politicians and public media instantly, and as a result the invention was adopted by hospitals a lot sooner.

From crisis to opportunity – three tips for practitioners

On the one hand, the Covid-19 pandemic decreased entrepreneurial intentions in Africa. On the other hand, entrepreneurs illustrated entrepreneurial resilience and innovativeness in responses to the crisis. Based on our findings, we end with three tips for practitioners who want to build back better through entrepreneurship.

  1. Design proper entrepreneurial education.

In entrepreneurship education, it is important to consider the different motivations students have to engage in entrepreneurship. Students who consider entrepreneurship as the only viable option because there are no jobs, are inherently different from students who are opportunity-driven. Benchrifa and Iorfa encourage entrepreneurship educators to design educational programs such that both groups of students are activated to effectively increase entrepreneurial behaviour.

  1. Take contextual dimensions into consideration.

Entrepreneurs come in all shapes and sizes. On a continent with more than 50 unique countries, there are many factors such as gender, class, sector, and national context that play a role in how well entrepreneurs respond to crises. Whereas schemes such as Basic Income Grants might have been proven successful in other regions to promote entrepreneurial behaviour, Ekeland’s research shows that it is important to also consider local notions of personhood whilst designing these policies. Depending on contextual perspectives of for example masculinity and dependency, programs that are supposed to increase entrepreneurial behaviour might not prove effective.

  1. Foster entrepreneurial resilience and innovation.

Policy makers and ecosystem stakeholders have the potential to create positive framework conditions to foster entrepreneurial resilience. Brouwer, for example, demonstrates how the Northern donor community should be careful in approaching “African women entrepreneurs” as a homogenous group portraying them as “victims” during crises. Instead, they should analyse them in their specific context to uncover their particular needs while acknowledging their adaptive resilience. Komba and Park also show the importance of peer- and institutional support in fostering resilient entrepreneurial communities.


[1] Fatoki, O. (2018). “The Impact of Entrepreneurial Resilience on the Success of Small and Medium Enterprises in South Africa,” Sustainability 10-7: 2527.

Authors

Maud van Merriënboer (editor)
Vrije Universiteit Amsterdam

Maud van Merrienboer is a PhD student at the department of Management and Organisation of the Vrije Universiteit Amsterdam. Her research focuses on the experiences of visible minority entrepreneurs in the Dutch tech start-up scene. Learn more about Maud’s research here.

Hanâa Benchrifa
Université Hassan II de Casablanca

Hanâa Benchrifa is an Assistant professor at Université Hassan II de Casablanca. Hanâa does research on entrepreneurship and corporate entrepreneurship inside SMEs.

Steven Kator Iorfa
University of Portsmouth

Steven Kator is a PhD student at the University of Portsmouth. He is a positive psychologist and researcher pioneering research in the field of value for life. His other research interests are human well-being/thriving, grief, trauma, substance abuse, environmental sustainability and climate change.

Magnus Godvik Ekeland
Radboud University Nijmegen

Magnus Godvik Ekeland is a PhD student at Radboud University Nijmegen. His research focuses on survival strategies, distribution and aspirations towards the good life in rural South Africa. The data is collected from ethnographic fieldwork conducted in several townships, before and during South Africa’s lockdown. How residents lives were impacted by pandemic and the subsequent lockdown will be given due attention.

Lotte-Marie Brouwer
Utrecht University

Lotte-Marie Brouwer is a PhD student at Utrecht University conducting research in gender and entrepreneurship among agri-businesswomen in Kenya. She is also the Women’s Entrepreneurship Lead of Bopinc. As such she helps to ensure that Bopinc’s entrepreneurship programs, innovative products and services and related business models are beneficial to everyone.

Neema Komba
Hanken School of Economics

Neema Komba is a poet, writer, and PhD student at Hanken School of Economics interested in entrepreneurship, corruption, gender and Tanzania. She is the founder of Amimeita Ventures Limited (irashoptz) making natural mosquito repellents, soaps, lotions, oils and co-founder of Lapoetista Arts Initiative.

Chanyoung Park
Hanken School of Economics

Chanyoung Park works at Hanken School of Economics and is interested in Health Psychology, Positive Psychology, Clinical Psychology, Entrepreneurial Economics, Business Economics and Business Administration.

Learning the hard way: how entrepreneurs move from overconfidence to confidence

Authors

Joeri van Hugten
VU School of Business and Economics
Wim Coreynen
Zhejiang University (ZJU) in Hangzhou, China
Johanna Vanderstraeten
UAntwerp
Arjen van Witteloostuijn
VU School of Business and Economics

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Joeri van Hugten, Wim Coreynen, Johanna Vanderstraeten, Arjen van Witteloostuijn, The Dunning-Kruger effect and entrepreneurial self-efficacy: How tenure and search distance jointly direct entrepreneurial self-efficacy, Journal of Business Research, Volume 161, 2023.

22 May 2023

You would assume that gaining experience in a domain builds confidence. However, our open access publication at the Journal of Business Research shows that it does not work like this in the context of entrepreneurship. Instead, some of the 281 entrepreneurs we studied show the Dunning-Kruger effect; that is, inexperience makes people overconfident, experience gives the awareness to correct this, and thus experience initially reduces confidence.

Helping small businesses and going beyond the simple approach

We are part of a consulting project for small businesses by the Flemish government. Small businesses who need help (e.g., with surviving, with growing, succession, and other aspects of strategic change) can sign up for a relatively small fee. The entrepreneurs that lead such a business fill in our survey, which serves as input for their coaches, as well as serving as data for us as researchers.

The resulting dataset contains people with a variety of years working as an entrepreneur, as well as a variety of confidence in their ability to do entrepreneurial tasks successfully. We go two steps beyond simply correlating those data. First, we argue that experience is more than ‘the number of years ; some entrepreneurs encounter more challenges in one year than others in their lifetime. To capture such differences, we distinguish small businesses with an ambitious strategy (i.e., often add or replace offerings) and those with a safe strategy (i.e., keep or only slightly change the same offerings). Second, we test for the possibility that the relation between experience and confidence may not be linear.

The story we see in the data

Entrepreneurs who start a venture with high confidence tend to have an ambitious strategy. Such a strategy exposes them to challenging encounters which make them lose confidence over experience for the first fifteen years. By contrast, those who start a venture with neutral confidence choose a safe strategy. They have familiar encounters which causes their confidence to be stable over experience.

At fifteen years of tenure, we see the two groups converge at neutral confidence. Thereafter, the groups diverge again. Only now, confidence starts to build for those with an ambitious strategy as their challenging encounters lead to strong learning, and they don’t have many shortcomings left to become aware of. Meanwhile, those with a safe strategy remain at the same neutral confidence.

Learning the hard way

An invitation for compassion and lifelong learning

For entrepreneurs, this means compassion when others or they themselves lose confidence when engaging in ambitious strategies. For a longer time span than one might intuit, it can still turn around! Second, to increase confidence, choosing an ambitious strategy can help, but expect to endure experiences that seem too challenging for quite some years.

The increase in confidence from experience after fifteen years affirms the importance of a mindset of lifelong learning.

For educators, this means that exposing students to entrepreneurial experiences may not help them build confidence in entrepreneurial ability. Especially challenging experiences might even harm their confidence before it starts to build their confidence (even among those who proactively choose it). Furthermore, losing confidence after such experience does not mean that entrepreneurship is not fitting for the student, because that happens even among real entrepreneurs. Finally, the increase in confidence from experience after fifteen years affirms the importance of a mindset of lifelong learning.

Authors

Joeri van Hugten
VU School of Business and Economics

Joeri van Hugten is an assistant professor of entrepreneurship at the M&O department of the VU School of Business and Economics. He is interested in how entrepreneurs’ actions result from social constructions. ‪Google Scholar, LinkedIn, PURE

Wim Coreynen
Zhejiang University (ZJU) in Hangzhou, China

Wim Coreynen is an assistant professor at the Department of Innovation, Entrepreneurship and Strategy (IES) at the School of Management of Zhejiang University (ZJU) in Hangzhou, China. He obtained his PhD at the Faculty of Business and Economics of the University of Antwerp (UA) in Belgium. He has previously also worked for Antwerp Management School (AMS) in Belgium as well as the Jheronimus Academy of Data Science (JADS), Free University of Amsterdam (VU) and Utrecht University (UU) in the Netherlands. His research focuses on service, technology, intellectual property, and entrepreneurship. ‪Google Scholar, LinkedIn

Johanna Vanderstraeten
UAntwerp

Johanna Vanderstraeten works at UAntwerp as associate professor in (International) Entrepreneurship at the Management department of the Faculty of Business and Economics (FBE). She focuses on Ambitious entrepreneurship, International entrepreneurship, Organizational sponsorship (e.g., business incubators), and Student-entrepreneurship. LinkedIn, UAntwerp profile

Arjen van Witteloostuijn
VU School of Business and Economics

Arjen van Witteloostuijn is professor and dean at the VU School of Business and Economics. He is an interdisciplinary and highly productive researcher who is also active in political debate. The question that runs through his work is why some institutions (in a broad sense) are successful while others are not. ‪Google Scholar, LinkedIn, PURE