Portal de Periódicos da CAPES

Full Steam Ahead or Abandon Ship? An Empirical Investigation of Complete Pivot Decisions

2018; Wiley; Volume: 57; Issue: 4 Linguagem: Inglês

10.1111/jsbm.12437

0047-2778

Matthew Wood, Leslie E. Palich, Russell E. Browder,

Grit, Self-Efficacy, and Motivation

Journal of Small Business ManagementVolume 57, Issue 4 p. 1637-1660 Original Article Full Steam Ahead or Abandon Ship? An Empirical Investigation of Complete Pivot Decisions Matthew S. Wood, Corresponding Author Matthew S. Wood ms_wood@baylor.edu Matthew S. Wood is Associate Professor in the Department of Entrepreneurship, Hankamer School of Business, Baylor University.Address correspondence to: M. S. Wood, Department of Entrepreneurship, Hankamer School of Business, Baylor University, One Bear Place, Waco, TX 76798. E-mail: ms_wood@baylor.edu.Search for more papers by this authorLeslie E. Palich, Leslie E. Palich Leslie E. Palich is Professor in the Department of Entrepreneurship, Hankamer School of Business, Baylor University.Search for more papers by this authorRussell E. Browder, Russell E. Browder Russell E. Browder is Doctoral Candidate in the Department of Entrepreneurship, Hankamer School of Business, Baylor University.Search for more papers by this author Matthew S. Wood, Corresponding Author Matthew S. Wood ms_wood@baylor.edu Matthew S. Wood is Associate Professor in the Department of Entrepreneurship, Hankamer School of Business, Baylor University.Address correspondence to: M. S. Wood, Department of Entrepreneurship, Hankamer School of Business, Baylor University, One Bear Place, Waco, TX 76798. E-mail: ms_wood@baylor.edu.Search for more papers by this authorLeslie E. Palich, Leslie E. Palich Leslie E. Palich is Professor in the Department of Entrepreneurship, Hankamer School of Business, Baylor University.Search for more papers by this authorRussell E. Browder, Russell E. Browder Russell E. Browder is Doctoral Candidate in the Department of Entrepreneurship, Hankamer School of Business, Baylor University.Search for more papers by this author First published: 26 April 2018 https://doi.org/10.1111/jsbm.12437Citations: 14 Read the full textAboutPDF ToolsRequest permissionExport citationAdd to favoritesTrack citation ShareShare Give accessShare full text accessShare full-text accessPlease review our Terms and Conditions of Use and check box below to share full-text version of article.I have read and accept the Wiley Online Library Terms and Conditions of UseShareable LinkUse the link below to share a full-text version of this article with your friends and colleagues. Learn more.Copy URL Share a linkShare onFacebookTwitterLinkedInRedditWechat Abstract New products or services often misalign with customer preferences, and sometimes these initial offerings must be abandoned and replaced. Factors influencing these “complete pivot” decisions are poorly understood. We use behavioral decision theory to develop a theoretical model of pivot decisions that tests our predictions via a conjoint analysis experiment. We find that magnitude of the miss (revenues compared to plan), length of the runway (cash available/burn rate), and attribution for the miss (reason for customer misreads) significantly influence complete pivot decisions, and we simultaneously consider interactions. Individual grit and impulsiveness also shape the effects of some attributes. Citing Literature Volume57, Issue4October 2019Pages 1637-1660 RelatedInformation