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NOTE: Since 2009 the title of the International Journal of Entrepreneurship Education (IJEE) has been changed to the title above.  ISSN numbers: IJEE 1649-2269 and IRE 2009-2822

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ISSN Number: 2009-2822. Frequency: 4 Issues per year (online only)  

Article #1519 - Communication and Entrepreneurship: Influence Tactics in Business Support Situations

IRE Vol 13: Issue 4, 2015 , Pages 261-290

Author(s): Renaud Redien-Collot (Novancia Business School Paris, France) and Miruna Radu Lefebvre (Audencia Nantes School of Management, France)

Securing and improving the start-up process requires matching communicational strategies with business support objectives and situations. Over a period of five years, we did field research in a business incubator in the Paris area to identify the communicational strategies that business support professionals use in order to influence nascent entrepreneursí attitudes and behaviors. We categorized these strategies as persuasion, engagement, criticism, and provocation. We assessed their impact in terms of commitment, compliance, and resistance.

Keywords: entrepreneurial coaching, incubation, communicational strategies, performative communication

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