Skip to main content
SpringerLink
Log in

Intuition in Entrepreneurial Cognition

  • Chapter
  • First Online:
The Anatomy of Entrepreneurial Decisions

Part of the book series: Contributions to Management Science ((MANAGEMENT SC.))

Abstract

Intuition is widely claimed to play a central role in entrepreneurial cognition. Various well-known entrepreneurs have attributed many of their decisions and much of their success to their gut feelings, and these claims are supported to some extent by the academic literature. Although the past few years have witnessed a marked growth in the body of literature on entrepreneurial intuition, there are still numerous avenues to be explored in this research area because robust empirical evidence is scant, leaving some questions unanswered and others unasked. This chapter provides an overview of what is currently known about intuition in entrepreneurial cognition. It comprises three main sections, namely: ‘Understanding Intuition’, which aims at clarifying what intuition is (and is not), discussing its relationship with experience and expertise and elucidating the link between intuition as a cognitive style and as a cognitive strategy; ‘Appreciating Intuition’, which aims at fostering an appreciation for intuition by reporting some recent research findings which highlight how it may be beneficial in entrepreneurship, particularly in enabling opportunity identification and exploitation; and ‘Developing Intuition’, which consolidates a selection of principles, guidelines and methods that have been proposed by leading authors to foster intuition. The chapter ends with some suggestions for future research on intuition in entrepreneurship.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 84.99
Price excludes VAT (USA)
  • Available as EPUB and PDF
  • Read on any device
  • Instant download
  • Own it forever
Softcover Book
USD 109.99
Price excludes VAT (USA)
  • Compact, lightweight edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info
Hardcover Book
USD 109.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

References

  • Agor, W. H. (1986). The logic of intuition: How top executives make important decisions. Organizational Dynamics, 14(3), 5–18.

    Article  Google Scholar 

  • Allinson, C. W., Chell, E., & Hayes, J. (2000). Intuition and entrepreneurial behaviour. European Journal of Work and Organizational Psychology, 9(1), 31–43.

    Article  Google Scholar 

  • Ardichvili, A., Cardozo, R., & Ray, S. (2003). A theory of entrepreneurial opportunity identification and development. Journal of Business Venturing, 18(1), 105–123.

    Article  Google Scholar 

  • Baldacchino, L. (2013). Entrepreneurial experience and opportunity identification: The role of intuition and cognitive versatility. Unpublished PhD Thesis, University of Warwick, UK.

    Google Scholar 

  • Baldacchino, L., Ucbasaran, D., Cabantous, L., & Lockett, A. (2015). Entrepreneurship research on intuition: A critical analysis and research agenda. International Journal of Management Reviews, 17(1), 212–231.

    Article  Google Scholar 

  • Baldacchino, L., Ucbasaran, D., Lockett, A., & Cabantous, L. (2014). Capturing intuition through concurrent protocol analysis. In M. Sinclair (Ed.), Handbook of research methods on intuition (pp. 160–175). Cheltenham: Edward Elgar.

    Google Scholar 

  • Baron, R. A. (2007). Behavioral and cognitive factors in entrepreneurship: Entrepreneurs as the active element in the new venture creation. Strategic Entrepreneurship Journal, 1, 167–182.

    Article  Google Scholar 

  • Baron, R. A., & Ensley, M. D. (2006). Opportunity recognition as the detection of meaningful patterns: Evidence from comparisons of novice and experienced entrepreneurs. Management Science, 52, 1331–1344.

    Article  Google Scholar 

  • Blackman, D., & Sadler-Smith, E. (2009). The silent and the silenced in organizational knowing and learning. Management Learning, 40(5), 569–585.

    Article  Google Scholar 

  • Blume, B. D., & Covin, J. G. (2011). Attributions to intuition in the venture founding process: Do entrepreneurs actually use intuition or just say that they do? Journal of Business Venturing, 26(1), 137–151.

    Article  Google Scholar 

  • Boffa, N. (2017). The role of intuition in exploiting entrepreneurial opportunities. Unpublished Master’s Thesis, Edward de Bono Institute, University of Malta, Msida, Malta.

    Google Scholar 

  • Brigham, K. H., De Castro, J. O., & Shepherd, D. A. (2007). A person-organization fit model of owner-managers’ cognitive style and organizational demands. Entrepreneurship Theory and Practice, 31(1), 29–51.

    Article  Google Scholar 

  • Burke, L. A., & Miller, M. K. (1999). Taking the mystery out of intuitive decision making. Academy of Management Executive, 13(4), 91–99.

    Google Scholar 

  • Chaston, I., & Sadler-Smith, E. (2012). Entrepreneurial cognition, entrepreneurial orientation and firm capability in the creative industries. British Journal of Management, 23, 415–432.

    Google Scholar 

  • Choi, Y. R., & Shepherd, D. A. (2004). Entrepreneurs’ decisions to exploit opportunities. Journal of Management, 30(3), 377–395.

    Article  Google Scholar 

  • Covin, J. G., Slevin, D. P., & Heeley, M. B. (2001). Strategic decision making in an intuitive vs. technocratic mode: Structural and environmental considerations. Journal of Business Research, 52, 51–67.

    Article  Google Scholar 

  • Crossan, M. M., Lane, H. W., & White, R. E. (1999). An organizational learning framework: From intuition to institution. Academy of Management Review, 24(3), 522–537.

    Article  Google Scholar 

  • Dane, E. (2011a). Capturing intuitions ‘in flight’: Observations from research on attention and mindfulness. In M. Sinclair (Ed.), Handbook of intuition research (pp. 217–226). Cheltenham: Edward Elgar.

    Google Scholar 

  • Dane, E. (2011b). Paying attention to mindfulness and its effects on task performance in the workplace. Journal of Management, 37(4), 997–1018.

    Article  Google Scholar 

  • Dane, E., & Pratt, M. G. (2007). Exploring intuition and its role in managerial decision making. Academy of Management Review, 32(1), 33–54.

    Article  Google Scholar 

  • Dane, E., & Pratt, M. G. (2009). Conceptualising and measuring intuition: A review of recent trends. In G. Hodgkinson & J. K. Ford (Eds.), International review of industrial and organizational psychology (Vol. 24, pp. 1–40).

    Google Scholar 

  • Dew, N., Read, S., Sarasvathy, S. D., & Wiltbank, R. (2009). Effectual versus predictive logics in entrepreneurial decision-making: Differences between experts and novices. Journal of Business Venturing, 24, 287–309.

    Article  Google Scholar 

  • Dimov, D. (2007a). From opportunity insight to opportunity intention: The importance of person-situation learning match. Entrepreneurship Theory and Practice, 31(4), 561–583.

    Article  Google Scholar 

  • Dimov, D. (2007b). Beyond the single-person, single-insight attribution in understanding entrepreneurial opportunities. Entrepreneurship Theory and Practice, 31(5), 713–731.

    Article  Google Scholar 

  • Dutta, D. K., & Crossan, M. (2005). The nature of entrepreneurial opportunities: Understanding the process using the 4I organizational learning framework. Entrepreneurship Theory and Practice, 29(4), 425–449.

    Article  Google Scholar 

  • Dutta, D. K., & Thornhill, S. (2008). The evolution of growth intentions: Toward a cognition-based model. Journal of Business Venturing, 23(3), 307–332.

    Article  Google Scholar 

  • Elbanna, S., Child, J., & Braga Rodriguez, S. (2010). Intuition in strategic decision-making: The role of context. Academy of Management Conference working paper.

    Google Scholar 

  • Ericsson, K. A., Prietula, M. J., & Cokely, E. T. (2007). The making of an expert. Harvard Business Review, July–August, 1–8.

    Google Scholar 

  • Ericsson, K. A., & Simon, H. A. (1993). Protocol analysis: Verbal reports as data. MA, USA: MIT Press.

    Book  Google Scholar 

  • Evans, J. S. (2008). Dual-processing accounts of reasoning, judgment and social cognition. Annual Review of Psychology, 59, 255–278.

    Article  Google Scholar 

  • Evans, J. S. (2010). Intuition and reasoning: A dual-process perspective. Psychological Inquiry, 21(4), 313–326.

    Article  Google Scholar 

  • Fiet, J. (2002). The systematic search for entrepreneurial discoveries. London: Quorum Books.

    Google Scholar 

  • Forbes, D. P. (2005). Are some entrepreneurs more overconfident than others? Journal of Business Venturing, 20, 623–640.

    Article  Google Scholar 

  • Gibcus, P., Vermeulen, P. A., & Radulova, E. (2008). The decision-making entrepreneur: A literature review. In P. A. Vermeulen & P. L. Curşeu (Eds.), Entrepreneurial strategic decision-making: A cognitive perspective (pp. 11–40). UK: Edward Elgar.

    Google Scholar 

  • Gustafsson, V. (2006). Entrepreneurial decision making: Individuals, tasks and cognitions. MA: Edward Elgar.

    Google Scholar 

  • Hmieleski, K. M., & Baron, R. A. (2008). When does entrepreneurial self-efficacy enhance versus reduce firm performance? Strategic Entrepreneurship Journal, 2(1), 57–72.

    Article  Google Scholar 

  • Hodgkinson, G. P., & Clarke, I. (2007). Exploring the cognitive significance of organizational strategizing: A dual-process framework and research agenda. Human Relations, 60(1), 243–255.

    Article  Google Scholar 

  • Hodgkinson, G. P., Langan-Fox, J., & Sadler-Smith, E. (2008). Intuition: A fundamental bridging construct in the behavioural sciences. British Journal of Psychology, 99, 1–27.

    Article  Google Scholar 

  • Hodgkinson, G. P., & Sadler-Smith, E. (2011). Investigating intuition: Beyond self-report. In M. Sinclair (Ed.), Handbook of intuition research (pp. 52–66). Cheltenham: Edward Elgar.

    Google Scholar 

  • Hodgkinson, G. P., Sadler-Smith, E., Burke, L. A., Claxton, G., & Sparrow, P. R. (2009). Intuition in organizations: Implications for strategic management. Long Range Planning, 42, 277–297.

    Article  Google Scholar 

  • Hogarth, R. (2001). Educating intuition. Chicago: University of Chicago Press.

    Google Scholar 

  • Hogarth, R. (2008). On the learning of intuition. In H. Plessner, C. Betsch, & T. Betsch (Eds.), Intuition in judgment and decision making (pp. 91–105). New York, NY: Taylor and Francis Psychology Press.

    Google Scholar 

  • Isenberg, D. J. (1984). How senior managers think. Harvard Business Review, November–December, 81–90.

    Google Scholar 

  • Iversen, J., Jørgensen, R., & Malchow-Møller, N. (2008). Defining and measuring entrepreneurship. Foundations and Trends® in Entrepreneurship, 4, 1–63.

    Article  Google Scholar 

  • Khatri, N., & Ng, H. A. (2000). The role of intuition in strategic decision making. Human Relations, 53, 57–86.

    Article  Google Scholar 

  • Kickul, J., Gundry, L. K., Barbosa, S. D., & Whitcanack, L. (2009). Intuition versus analysis? Testing differential models of cognitive style on entrepreneurial self-efficacy and the new venture process. Entrepreneurship Theory and Practice, 33(2), 439–453.

    Article  Google Scholar 

  • Klein, G. (2004). The power of intuition: How to use your gut feelings to make better decisions at work. New York: Currency Doubleday.

    Google Scholar 

  • Louis, M. R., & Sutton, R. I. (1991). Switching cognitive gears: From habits of mind to active thinking. Human Relations, 44, 55–76.

    Article  Google Scholar 

  • Matzler, K., Bailom, F., & Moordian, T. A. (2007). Intuitive decision making. MIT Sloan Management Review, 49(1), 12–15.

    Google Scholar 

  • Miller, C. C., & Ireland, R. D. (2005). Intuition in strategic decision making: Friend or foe in the fast-paced 21st century? Academy of Management Executive, 19(1), 19–30.

    Google Scholar 

  • Mitchell, R. K., Busenitz, L., Lant, T., McDougall, P. P., Morse, E. A., & Smith, J. B. (2002). Toward a theory of entrepreneurial cognition: Rethinking the people side of entrepreneurship research. Entrepreneurship Theory and Practice, 27(2), 93–104.

    Article  Google Scholar 

  • Mitchell, J. R., Friga, P. N., & Mitchell, R. K. (2005). Untangling the intuition mess: Intuition as a construct in entrepreneurship research. Entrepreneurship Theory and Practice, 29(6), 653–679.

    Article  Google Scholar 

  • Noddings, N., & Shore, P. J. (1998). Awakening the inner eye: Intuition in education. NY: Educator’s International Press.

    Google Scholar 

  • Penman, D. (2015). Mindfulness for creativity: Adapt, create and thrive in a frantic world. London: Piatkus.

    Google Scholar 

  • Peters, E., Västfjäll, D., Gärling, T., & Slovic, P. (2006). Affect and decision making: A “hot” topic. Journal of Behavioral Decision Making, 19, 79–85.

    Article  Google Scholar 

  • Ravasi, D., & Turati, C. (2005). Exploring entrepreneurial learning: A comparative study of technology development projects. Journal of Business Venturing, 20(1), 137–164.

    Article  Google Scholar 

  • Sadler-Smith, E. (2004). Cognitive style and the management of small and medium-sized enterprises. Organization Studies, 25(2), 155–181.

    Article  Google Scholar 

  • Sadler-Smith, E. (2008). Inside intuition. Oxon: Routledge.

    Google Scholar 

  • Sadler-Smith, E. (2010). The intuitive mind: Profiting from the power of your sixth sense. West Sussex: Wiley.

    Google Scholar 

  • Sadler-Smith, E., & Shefy, E. (2004). The intuitive executive: Understanding and applying ‘gut feel’ in decision-making. Academy of Management Executive, 18(4), 76–91.

    Google Scholar 

  • Sadler-Smith, E., & Shefy, E. (2007). Developing intuitive awareness in management education. Academy of Management Learning and Education, 6(2), 186–205.

    Article  Google Scholar 

  • Shane, S., & Venkataraman, S. (2000). The promise of entrepreneurship as a field of research. Academy of Management Review, 25(1), 217–226.

    Google Scholar 

  • Simon, H. A. (1987). Making management decisions: The role of intuition and emotion. Academy of Management Executive, 1(1), 57–64.

    Google Scholar 

  • Simon, H. A. (2000). Bounded rationality in social science: Today and tomorrow. Mind and Society, 1(1), 29–39.

    Google Scholar 

  • Sinclair, M., & Ashkanasy, N. (2005). Intuition: Myth or a decision-making tool? Management Learning, 36(3), 353–370.

    Article  Google Scholar 

  • Ucbasaran, D., Baldacchino, L., & Lockett, A. (2015). Do it again! Recent developments in the study of habitual entrepreneurship and a look to the future. In F. Welter & T. Baker (Eds.), Routledge companion to entrepreneurship (pp. 131–145). Oxon: Routledge.

    Google Scholar 

  • Ucbasaran, D., Wright, M., Westhead, P., & Busenitz, L. (2003). The impact of entrepreneurial experience on opportunity identification and exploitation: Habitual and novice entrepreneurs. In J. A. Katz & D. A. Shepherd (Eds.), Cognitive approaches to entrepreneurship. Advances in entrepreneurship, firm emergence and growth (Vol. 6, pp. 231–263). Bingley, UK: Emerald.

    Google Scholar 

  • Unger, J. M., Keith, N., Hilling, C., Gielnik, M. M., & Frese, M. (2009). Deliberate practice among South African small business owners: Relationships with education, cognitive ability, knowledge and success. Journal of Occupational and Organizational Psychology, 82, 21–44.

    Article  Google Scholar 

  • Vaghley, I. P., & Julien, P. A. (2010). Are opportunities recognized or constructed? An information perspective on entrepreneurial opportunity identification. Journal of Business Venturing, 25, 73–86.

    Article  Google Scholar 

  • Weisberg, R. W. (1999). Creativity and knowledge: A challenge to theories. In R. J. Sternberg (Ed.), Handbook of creativity. Cambridge: Cambridge University Press.

    Google Scholar 

  • Wymenga, P., Spanikova, V., Barker, A., Konings, J., & Canton, E. (2012). EU SMEs in 2012: At the crossroads. Annual Report on Small and Medium-Sized Enterprises in the EU, 2011/12. Rotterdam: Ecorys.

    Google Scholar 

Download references

Author information

Authors and Affiliations

  1. The Edward de Bono Institute for the Design and Development of Thinking, University of Malta, Msida, Malta

    Leonie Baldacchino

Authors
  1. Leonie Baldacchino
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Leonie Baldacchino .

Editor information

Editors and Affiliations

  1. International Business School, University of Lincoln, Lincoln, UK

    Andrea Caputo

  2. Management and Law Department, University of Rome “Tor Vergata”, Rome, Italy

    Massimiliano M. Pellegrini

Rights and permissions

Reprints and permissions

Copyright information

© 2019 Springer Nature Switzerland AG

About this chapter

Check for updates. Verify currency and authenticity via CrossMark

Cite this chapter

Baldacchino, L. (2019). Intuition in Entrepreneurial Cognition. In: Caputo, A., Pellegrini, M.M. (eds) The Anatomy of Entrepreneurial Decisions. Contributions to Management Science. Springer, Cham. https://doi.org/10.1007/978-3-030-19685-1_3

Download citation

Publish with us

Policies and ethics

Search

Navigation