The role of materially heterogeneous entities in the entrepreneurial network

• Published in: Industrial marketing management 2019-07, Vol.80, p.99-114
• Main Authors: Lamine, Wadid, Fayolle, Alain, Jack, Sarah, Byrne, Janice
• Format: Article
• Language: English
• Subjects: Actant; Actor-Network Theory; Business administration; Humanities and Social Sciences; New venture; Social networking
• ISSN: 0019-8501; 1873-2062; 1873-2062
• DOI: 10.1016/j.indmarman.2017.12.004

Few researchers have examined empirically the dynamics of human–non-human networking and its importance for strategic outcomes, particularly in the field of entrepreneurship. In this paper, we use Actor-Network Theory to observe and investigate the role of materially heterogeneous entities in the entrepreneurial network. Building on the results of a four-year, multi-case study, this paper describes how an entrepreneurial network, beyond its social nature, is also a socio-material constellation. The symmetric treatment of human and non-human actors enables us to move away from the figure of the heroic entrepreneur. Our findings reveal various roles that the heterogeneity of actor-networks can play in the entrepreneurial process. We see on the one hand their power to attract and recruit new allies when they are aligned with the entrepreneur's vision, and on the other their ability to repel and block the new venture creation process when they fail to effectively translate what the entrepreneur has in mind. •The heterogeneity of an entrepreneurial network can play a beneficial role for the start-up, while it can create obstacles.•Humans are not heroes who control the entrepreneurial path, the heterogeneity of agents is critical for start-ups•Cumulative capacities of agents become a structuring force of the hybrid network by feeding the entrepreneurial process•During the networking process, agents can act programmatically to help start-ups escape uncertainty.