The Motivational Readiness Model of Entrepreneurship

2016

Steffen Jahn Mario Geissler

Existing theories of the entrepreneurial process are rather static and place much emphasis on feasibility as a driver of entrepreneurial action. By contrast, literature highlights that entrepreneurship is dynamic and sometimes fueled by desires alone. Building on recent advances in psychology we develop a theory of entrepreneurship based on motivational readiness that synthesizes these perspectives. Our model also distinguishes between push and pull entrepreneurship, thereby acknowledging differential motivational processes depending on entrepreneurial motives. In case of pull entrepreneurship, motivational readiness is primarily driven by entrepreneurial Wants, while expectancy moderates this relationship. In case of push entrepreneurship, Wants mediate the effect of expectancy on motivational readiness. Linking motivational readiness with entrepreneurial action and respective feedback effects, the motivational readiness model of entrepreneurship (MRME) aligns and extends several research streams, including opportunity exploitation and effectuation. Introducing the concept of motivational readiness helps us to better understand why some entrepreneurs are more likely to initiate entrepreneurial activities and continuously engage in these activities, while others do not. We also discuss potential dark side effects that are associated with high levels of motivational readiness.

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