Entrepreneurial orientation and performance: investigating local requirements for entrepreneurial decision-making

Sebastiaan Van Doorn, Mariano Heyden, Christian Tröster, Henk Volberda

Research output: Chapter in Book/Report/Conference proceedingChapter (Book)Researchpeer-review

11 Citations (Scopus)


Entrepreneurial orientation (EO) plays an important role in explaining firm performance. In this study, we investigate the relation between EO and performance at the strategic business unit (SBU) level and examine the influence of decision-making mode and social capital of the focal business unit manager. Adopting the attention-based view (ABV) as our main theoretical perspective, we examine the impact of decision-making mode (i.e., participative vs. autocratic) on the EO-erformance relation. In addition, we investigate the extent to which strong network ties with actors at lower, similar, and higher hierarchical positions, respectively, enable SBU managers to effectively engage in participative decision-making processes when leveraging EO. Our findings based on 119 SBUs of one large international company provide nuanced insights into how local conditions interact to shape EO's influence on performance.

Original languageEnglish
Title of host publicationCognition and Strategy
EditorsGiovanni Gavetti, William Ocasio
Place of PublicationBingley UK
PublisherEmerald Group Publishing Limited
Number of pages29
ISBN (Print)9781784419462
Publication statusPublished - 19 Aug 2015
Externally publishedYes

Publication series

NameAdvances in Strategic Management
PublisherEmerald Group Publishing Limited
ISSN (Print)0742-3322


  • Business units
  • Decision-making
  • Entrepreneurial orientation
  • Performance
  • Strong network ties

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