Tell me “how” and “why”: Mentor feedback framing, construal level, and entrepreneurial pivoting

Abstract

Entrepreneurial pivots can mean the difference between venture failure and survival. Mentor feedback often illuminates the essential need to pivot, but the manner in which feedback is delivered may determine whether entrepreneurs act on it and pivot. Drawing on the feedback literature and construal level theory, we hypothesize that mentor feedback provided in a concrete manner will increase the likelihood that entrepreneurs will pivot. Further, we examine how temporal distance, mentor expertise distance, and entrepreneurial experience, affect entrepreneurs' responses to feedback. We test our hypotheses using a conjoint analysis with a validation study; gain additional insights from a qualitative study of mentors; and test a way to improve entrepreneurial receptiveness to abstract feedback from mentors through a second conjoint analysis design. In doing so, we contribute to the entrepreneurship literature on pivoting and mentoring.