The Power of Arguments: How Entrepreneurs Convince Stakeholders of the Legitimate Distinctiveness of their Ventures

R. van Werven, O. Bouwmeester, J.P. Cornelissen

Research output: Contribution to JournalArticleAcademicpeer-review

Abstract

Entrepreneurs gain positive evaluations when their stakeholders are convinced that a new venture is simultaneously legitimate and distinct. Prior research highlights that analogies are a powerful device for constructing such legitimate distinctiveness. We extend this work by providing a more comprehensive typology of arguments that, besides analogies, contains five additional arguments that entrepreneurs can use to gain legitimacy and support for their ventures. We use this rhetorical typology in turn to consider how the nature of the business concept associated with a new venture constrains the choice, and effects, of certain arguments. Our typology provides a base for future research on the micro-discursive processes through which entrepreneurs claim, and in turn achieve, legitimate distinctiveness for their ventures.
Original languageEnglish
Pages (from-to)616-631
JournalJournal of Business Venturing
Volume30
Issue number4
DOIs
Publication statusPublished - 2015

Bibliographical note

Volume 30, Issue 4, July 2015, Pages 616–631

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