Matching entrepreneurs with coaches to ignite entrepreneurial learning

Abstract

Entrepreneur coaching is pervasive across startup ecosystems, yet the question remains as to whether the coach-entrepreneur match links to action and venture performance. Our study integrates coaching and entrepreneurial learning research to advance a theoretical logic of knowledge-based situations (between the coach and the entrepreneur) that convert to entrepreneur customer involvement. Drawing on a sample of 639 dyads of coaches and entrepreneurs, we find support for a mediating model where knowledge-based situations (between the coach and the entrepreneur) are associated with entrepreneur customer involvement and the exploitation of novel products. Although prior research focuses on the benefits of coach and coachee similarities, we shed light on the advantages of incongruent knowledge—defined as differences in customer knowledge.