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| The Impact Mechanism of Technology Brokers′ Voice on Entrepreneurial Vigilance of Entrepreneurs:A Multiple-case Study Based on Grounded Theory |
| Zhang Yingying1,2,Cui Yifang1,Wang Jinfu1,2 |
| (1.School of Management, Xi′an Polytechnic University;2.Shaanxi Science and Technology Policy Innovation and Evaluation Soft Science Research Base, Xi′an 710048, China) |
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Abstract The Chinese government has insisted on taking scientific and technological self-reliance and self-improvement as a priority to shore up national development. There are millions of dormant patents without being put to any significant applications in China and the patent conversion rate is only 4.4%. Thus, technology brokers have indispensable roles in accelerating the commercialization of scientific research results, and technology brokers are increasingly becoming the main force in the field of scientific research achievement transformation services. However, a phenomenon that should not be ignored is that there is generally a lack of versatile talents who understand technology, law and business, and they have insufficient professional knowledge in service, leading to low industry recognition. The services provided tend to be simple with a narrow business scope and obvious substitutability, and there is a shortage of personalized service capabilities in communication and coordination. For this reason, how to cultivate technology brokers and improve the service effect of technology brokers has become a key issue to break through the plight of commercialization of scientific research achievements.#br#Most of the existing studies focus on the conceptual connotation, positioning, and the role of technology brokers, as well as the intermediary role played by technology brokers in the transformation of scientific and technological achievements of universities, and there is insufficient exploration of the enhancement of the service effect of technology brokers from the perspective of voice. Meanwhile, in the early stage of business incubation, the core entrepreneurial behavior of entrepreneurs is to further shape entrepreneurial opportunities with entrepreneurial alertness as a cognitive antecedent of opportunity shaping, it is precisely because of the enhancement of entrepreneurial alertness that valuable entrepreneurial projects are gradually shaped. Therefore, exploring the mechanism of technology brokers′ voice and its influence on entrepreneurs′ entrepreneurial alertness is a key issue for service effectiveness enhancement. Issue marketing theory provides a new perspective to address this issue. Issue marketing refers to the behavior of individuals who influence others to pay attention to and understand events, developments, and trends related to organizational performance. This study introduces the issue marketing theory from the perspective of voice to explore the influence mechanism of technology brokers′ admonition to enhance the entrepreneurial alertness of entrepreneurs. Meanwhile, the emotional experience of technology brokers is an important variable that affects entrepreneurial alertness; therefore, it is necessary to explore in depth the mechanisms by which technology brokers′ voice and emotional experience affect entrepreneurial alertness.#br#This study utilizes the exploratory research method of grounded theory to explore the mechanism of the influence of technology brokers′ advice on entrepreneurs′ entrepreneurial alertness from the perspective of emotional experience. By selecting three technology brokers with rich professional experience as the research subjects, the study obtains first-hand data through semi-structured interviews. The second-hand data totaling approximately 92 000 words is from government websites, some databases and news media. The theoretical saturation test is conducted to ensure the proposed theoretical framework has practical explanatory power. It is found that (1) technology brokers′ advice promotes entrepreneurial alertness mainly through issue perception strategy, issue selection strategy, and issue proposal strategy. (2) The emotional experience of technology brokers plays a mediating role in the process of technology brokers′ voice to promote entrepreneurial alertness. (3) The knowledge base of technology brokers moderates the relationship between brokers′ voice and their emotional experience.#br#This study takes the initiative to introduce issue marketing theory to explore the impact of technology brokers′ voice on entrepreneurs′ entrepreneurial alertness, which expands the applicable context of issue marketing theory; it further refines the emotion-as-social-information model by analyzing the emotional inferential processing in the context of technology brokers′ advice. Moreover, it introduces the moderating variable of the knowledge base, which interprets the context-dependence of the advice of the technology brokers from the perspective of knowledge, enriching the research in the field of knowledge base. Finally, it is advocated to make appropriate advice strategies, pay attention to the emotional experience of technology brokers, and strengthen the knowledge base of technology brokers, which are of positive significance for further enriching the training strategies of technology brokers and accelerating the commercialization of scientific research results.#br#
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Received: 07 August 2023
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