Factors that determine the level of individual entrepreneurial orientation: profiles of

Abstract

Using the Individual Entrepreneurial Orientation (IndEO) theory as a basis, this research: (i) establishes the dimensions (Autonomy, Innovativeness, Risk Taking, Competitive Aggressiveness) that best explain the level of IndEO; (ii) identifies the individual items in each of the dimensions that best predict the level of IndEO, and (iii) examines whether sociodemographic variables and entrepreneurial experiences predispose the level of IndEO. A quantitative longitudinal survey of 477 aspiring young entrepreneurs was conducted using the IndEO measurement instrument. Data analysis carried out utilising the Chi-square Automatic Interaction Detection (CHAID) algorithm and decision tree modelling, revealed significant insights into the profiles of emerging entrepreneurs. The results reveal that those segments with a propensity for a high level of IndEO increase with rising levels of Competitive Aggressiveness and participation in prior entrepreneurial experiences. Even at medium levels of Competitive Aggressiveness, a high level of IndEO is more likely if Autonomy is high. Medium levels of IndEO were, meanwhile, associated with the absence of previous entrepreneurial experiences, medium levels of Competitive Aggressiveness, medium-high levels of Innovativeness, and medium-low levels of Autonomy. However, low levels of IndEO corresponded to low levels of Competitive Aggressiveness, Autonomy and Innovativeness. These findings suggest that IndEO levels can be influenced by Competitive Aggressiveness, Autonomy, Innovativeness and prior entrepreneurial experiences, particularly among emerging entrepreneurs. The relevance of the findings has practical implications in both the academic and professional worlds regarding talent-attraction policies, identifying the profiles of emerging entrepreneurs and, above all, developing formulas with which to evoke and stimulate IndEO.