Entrepreneurs, effectual logic, and over-trust

Sanjay Goel, Ranjan Karri

Research output: Contribution to journalReview articlepeer-review

141 Scopus citations


This article complements extant literature on entrepreneurship and trust by proposing a model of over-trust (the tendency to trust more than what is warranted) using entrepreneurial characteristics and effectual logic. We trace how entrepreneurs following effectual processes may tend to over-trust. More formally, we propose that specific personality characteristics of the entrepreneur interact with effectual logic to make the entrepreneur more susceptible to over-trust. The proposed model is value neutral in that we do not imply that over-trust has negative consequences for entrepreneurs. In fact, it may be part of the overall risk that entrepreneurs assume in a new venture creation.

Original languageEnglish (US)
Pages (from-to)477-493
Number of pages17
JournalEntrepreneurship: Theory and Practice
Issue number4
StatePublished - Jul 2006


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