Valter da Silva Faia

Alerta Empreendedor e as abordagens causation e effectuation sobre empreendedorismo

According to Gartner (1985), to understand the dimensions and variables of entrepreneurship and how they relate to each other contributes to understanding the phenomenon of new venturing creation. Entrepreneurial alertness (Kirzner, 1997) explains how business opportunities are identified and contributes to the creation of new business. This study aimed to relate the level of entrepreneurial alertness to entrepreneurial approaches causation, consistent with the concept of planning and analysis, and effectuation, consistent with the exploitation of emerging opportunities in a non-predictive way, both presented by Sarasvathy (2001). As a specific objective, it intended to validate the entrepreneurial alertness scales developed by Tang, Kacmar and Busenitz (2012), and entrepreneurial approaches scales, developed by Chandler, Detienne, Mckelvie and Mumford (2011). The survey was realized with a sample of 123 entrepreneurs from various sectors who were participants of business associations. The scales were validated in terms of reliability and multidimensionality. The results present a positive relationship between entrepreneurial alertness and entrepreneurial approaches, especially in terms of causation. A quadratic nonlinear model was also identified in this relationship, indicating a middle point in which the relationship becomes reversed.

Generating sales while providing service: The moderating effect of the control system on ambidextrous behavior

Purpose The purpose of this paper is to extend the previous regulatory focus and sales force control literature suggesting that organizational control system not only moderates but also mediates the interactive effect of the assessment × locomotion on salesperson ambidextrous behavior. Organizational control system, which has behavior and outcome dimensions, moderates the effects of employee regulatory focus on their ambidextrous behavior, sales performance, and satisfaction. Design/methodology/approach The authors conducted a survey with 163 bank frontline employees (FLEs) who sell financial products to final consumers. Each respondent was approached by a professional interviewer who presented the questionnaire and collected the answers. These respondents are FLEs, who are the ones that sell financial services and are responsible for post-sales services, such as answering customer questions and account problems. In the sample, FLEs are the primary source of revenue generation and services activities (ambidextrous features) in banking sector, similar to Bailey et al. (2016). Findings First, the moderating and mediation analysis showed that the interactive effect of both regulatory focus, locomotion and assessment, predicts FLE ambidextrous behavior. Second, this interaction effect suffers a three-way interaction under organizational control system. Third, organizational control system also moderates the impact of ambidextrous behavior on performance, such that outcome-based control system amplifies the relationship. Fourth, the authors found a conditional indirect effect, in such ambidextrous behavior, mediates the indirect effect of control system on sales performance, generating stronger (vs weaker) results under an outcome-based control system (vs behavior-based control system). Research limitations/implications Since this study adopts the cross-sectional research design, the authors could not empirically demonstrate the causality of the relationships among constructs. The authors also analyzed the organizational control system from the FLEs perspective and not from the supervisors/managers perspective, who daily control employees activities. Originality/value The authors propose a conditioning indirect mediating impact of control system on performance and consumer satisfaction through ambidextrous behavior and explore the regulatory focus-ambidexterity-performance moderating chain, theorizing that this sequence depends on the level of control system.