A influência dos aspectos afetivos e cognitivos em empreendedores causation e effectuation

Abstract

This thesis aimed to identifyhow the affective and cognitive aspects influence the behavior of Causation and/or Effectuation entrepreneurs. Among the emerging approaches, outlined as one of the most prominent theoretical perspectives in the field of entrepreneurship is Effectuation, to study the entrepreneur and his behaviors. This approach is based on the assumptions of acceptable risk-taking, contingency overcoming and the establishment of mutually advantageous partnerships, as well as being an alternative and non-exclusionary logic to Causation, which has the predictability and formalization of action plansas itsfoundations. The use of cognition has been the predominant way to study the behavioral processes and heuristics of entrepreneurs, in situations where uncertainties prevail for action,fordecision making, stimulating creativity and generating innovation. On the other hand, affective aspects, considered as motors of action, influencing and being influenced by cognitions, have still been little addressed in entrepreneurshipstudies, especially in an integrated manner. By taking as premise the inseparability between cognition and affectivity, we seek to identify how the affective and cognitive aspects influence the behavior of Causation and Effectuation entrepreneurs. Therefore, we chose qualitative research, supported by a semi-structured script, through the Critical Incident Method. This is a method little addressed in the field of Applied Social Sciences, especially in the area of Entrepreneurship. This method contributedto the identification of difficulties, indicated as the most relevant and considered as negative critical incidents, which impact individuals on their entrepreneurial trajectories. Forty-three survey respondents,entrepreneurs of technology-based incubators andnon-incubatedentrepreneurs, with technological activities in their expertise. Regardless of the projects, the respondents are representative of all Brazilian regions. The results made it possible to confirm unequivocally that affection and cognition are interdependent, complementary and inseparable and, therefore, must be analyzed jointly, despite their complexities, since individuals are integralin their actions, whose feelings and action strategies interact in coping with difficulties. One of therecurring feelings in entrepreneurs' reports was fear. The ability to overcome this feeling was through reasoning, problem solving and decision making, that is, through cognitions. Another important finding was that technology entrepreneurs predominantly revealed actions characterized as Effectuation, mainly using experimentation as a strategy to cope with uncertainties, risk and difficulties characterized as Critical Incidents. The research brought important contributions by adding the affective aspects to the studies of entrepreneurship and Effectuation, which until then favor cognitive studies. In the same way, it reveals mechanisms with which entrepreneurs can be better prepared when facing difficulties and, therefore, can recognize that their feelings are as relevant as their decisions are and that this makes them complete beings, integralfor consolidation of their business and to achieve entrepreneurial success.