Attracted to the Hustle? An Impression Management Perspective on Entrepreneurial Hustle in New Venture Recruitment
研究提出创业者展示“奋斗精神”是一种有效的印象管理技巧，能提升求职者对其能力的感知，从而增加新创企业的吸引力，并探讨了求职者个人创业导向和创业者性别的影响。
Abstract Research has shown that impression management helps entrepreneurs access critical resources, but insights into applying concrete impression management techniques in new venture recruitment remain scarce. This knowledge gap represents a challenge for new ventures facing disadvantages in recruitment. We propose self‐presentations of entrepreneurial hustle as an effective impression management technique for entrepreneurs. Such self‐presentations to applicants increase the perceived competence and thereby the attractiveness of entrepreneurs' new ventures. We introduce applicants' individual entrepreneurial orientation and entrepreneurs' gender as factors influencing the relationship between entrepreneurial hustle and perceived entrepreneurial competence. Employing an experimental vignette methodology across three samples – a main sample drawn from mTurk (N = 613) and two additional samples from Prolific (N = 130) and German management students (N = 188) – we find that perceived competence mediates the relationship between entrepreneurial hustle and perceived organizational attractiveness. While individual entrepreneurial orientation weakens the effect of entrepreneurial hustle self‐presentations on perceived competence, we do not find an influence of entrepreneurs' gender. This research indicates mechanisms and contingencies regarding the effect of entrepreneurial hustle self‐presentations. Our results advance not only research on entrepreneurial hustle but also theory on interviewer‐level impression management and new venture recruitment.