THE DARK SIDE OF ENTREPRENEURIAL FRAMING: A PROCESS MODEL OF DECEPTION AND LEGITIMACY LOSS

• 成果类型: Article
• 署名作者: Garud, Raghu; Snihur, Yuliya; Thomas, Llewellyn D. W.; Phillips, Nelson
• 署名单位: Pennsylvania Commonwealth System of Higher Education (PCSHE); Pennsylvania State University; Pennsylvania State University - University Park; University of Navarra; IESE Business School; Imperial College London; University of California System; University of California Santa Barbara
• 刊物名称: ACADEMY OF MANAGEMENT REVIEW
• ISSN/ISSBN: 0363-7425
• DOI: 10.5465/amr.2022.0213
• 发表日期: 2025
• 页码: 299-317
• 关键词: NARRATIVES; IDENTITY; stories; DISTINCTIVENESS; ORGANIZATIONS; expectations; management; INNOVATION; sociology; PARADOX

摘要

We develop a process model of how and why entrepreneurial framing can lead to deception and result in the loss of legitimacy in new ventures. We draw on the literature on framing and temporal construal theory to theorize how the emergence of a gap between expectations set during start-up and the realities that entrepreneurs encounter during implementation can trigger entrepreneurial deception when audiences seek concrete details in exchange for their continued support. Entrepreneurs may engage in further deception and moral disengagement to the extent that the gap remains as they pursue harder-to-accomplish stretch goals to maintain support. We also theorize what happens when entrepreneurial deception is publicly called out, resulting in a potentially catastrophic loss of legitimacy. Overall, we offer a cautionary note on entrepreneurship by exploring one aspect of its dark side.