This chapter presents a novel theoretical framework to explain how entrepreneurs in the Global South use storytelling in the resource acquisition process, addressing an important puzzle in the existing literature on entrepreneurial strategies in resource-constrained environments. Drawing on social identity theory, reflexivity, and cultural entrepreneurship literature, we propose a typology of entrepreneurial storytelling strategies: Community Champions, Cultural Ambassadors, Institutional Navigators, and Global Innovators. This typology is organized along two dimensions: narrative focus (local versus global) and sources of legitimacy (cultural capital versus institutional navigation). We advance three propositions suggesting that (1) alignment between narrative focus and legitimacy sources enhances resource acquisition success, (2) entrepreneurs’ reflexive capacity positively moderates storytelling effectiveness, and (3) institutional complexity amplifies the importance of entrepreneurial storytelling. The theoretical model explains how entrepreneurs leverage cultural and institutional competencies through their storytelling strategies, contributing to research on cultural entrepreneurship, social identity, and emerging economies. This study has implications for entrepreneurship support organizations, policymakers, and founders operating in resource-constrained environments.

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Navigating Resource Acquisition: The Role of Storytelling and Social Identity

  • Mauricio Mercado,
  • Jose A. Cerecedo Lopez,
  • Chris H. Willis

摘要

This chapter presents a novel theoretical framework to explain how entrepreneurs in the Global South use storytelling in the resource acquisition process, addressing an important puzzle in the existing literature on entrepreneurial strategies in resource-constrained environments. Drawing on social identity theory, reflexivity, and cultural entrepreneurship literature, we propose a typology of entrepreneurial storytelling strategies: Community Champions, Cultural Ambassadors, Institutional Navigators, and Global Innovators. This typology is organized along two dimensions: narrative focus (local versus global) and sources of legitimacy (cultural capital versus institutional navigation). We advance three propositions suggesting that (1) alignment between narrative focus and legitimacy sources enhances resource acquisition success, (2) entrepreneurs’ reflexive capacity positively moderates storytelling effectiveness, and (3) institutional complexity amplifies the importance of entrepreneurial storytelling. The theoretical model explains how entrepreneurs leverage cultural and institutional competencies through their storytelling strategies, contributing to research on cultural entrepreneurship, social identity, and emerging economies. This study has implications for entrepreneurship support organizations, policymakers, and founders operating in resource-constrained environments.