Entrepreneurial hustle: navigating uncertainty and enrolling venture stakeholders through urgent and unorthodox action
Abstract
Entrepreneurs need to act under conditions of uncertainty and resource constraints to bring new, often‐unrecognizable products to market and convince an unknown set of stakeholders to support their endeavours. The type of action entrepreneurs take to navigate uncertain entrepreneurial contexts is underspecified. We analysed 48 interviews with entrepreneurs to inductively identify an action‐oriented construct we labelled as entrepreneurial hustle – an entrepreneur’s urgent, unorthodox actions that are intended to be useful in addressing immediate challenges and opportunities under conditions of uncertainty. In a follow‐up study, we use an experimental vignette approach to assess the impact of an entrepreneur’s hustle on venture stakeholders. Findings suggest that entrepreneurial hustle positively influences stakeholder perceptions of the entrepreneur’s leadership effectiveness and a venture’s legitimacy, mediated by perceptions of the entrepreneur’s ability‐based trustworthiness. We conclude that entrepreneurial hustle is a fundamental behaviour that enables entrepreneurs to enrol new venture stakeholders and lead their entrepreneurial efforts.
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Entrepreneurs invest substantial effort and time scanning their environments to generate new ideas.
“Entrepreneurs work hard and spend a commensurate amount of time scanning their environments to introduce novel ideas (Fisher et al., 2020;Shane and Venkataraman, 2000).”
From Work hard or play hard: the effect of leisure crafting on opportunity recognition and venture performance (2023) · cites this paper as Fisher et al., 2020
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- Authors
- Fisher, G., Stevenson, R., Neubert, E., Burnell, D., & Kuratko, D. F.
- Affiliations
- Indiana University (US)
- Corresponding author
- Fisher, Greg
- Venue
- Journal of Management Studies
- Publisher
- Wiley
- Published
- 2020-05-27
- Volume
- 57
- Issue
- 5
- Pages
- 1002-1036
- ISSN
- 0022-2380 (ISSN-L)
- 1467-6486
- OpenAlex
- W3023801940
- Cited by
- 200
- References
- 97
- Citations by year
- 2026: 28 · 2025: 26 · 2024: 47 · 2023: 42 · 2022: 30 · 2021: 20 · 2020: 7
- FWCI
- 22.64
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Journal of Management Studies (publishedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Management of Technology and Innovation › Entrepreneurship Studies and Influences
- Social Sciences › Business, Management and Accounting › Accounting › Private Equity and Venture Capital
- Social Sciences › Business, Management and Accounting › Strategy and Management › Innovation and Knowledge Management
- Keywords
- entrepreneurial uncertainty, leadership effectiveness, entrepreneurial action, resource constraints
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