Abstract
This paper uses the theory of speech acts to explore how entrepreneurs use language to construct the opportunities they set out to pursue. We use the case of Theranos (a journey from inspiring vision to criminal infamy) as a natural setting that draws a sharp contrast between words as the content of speech (“opportunity”) and world as its object (opportunity). Our analysis of communication from the early days of the company highlights locutionary content (framing, filling, connecting, and committing), illocutionary force (statements, claims, feelings, attitudes, vows, pledges), and perlocutionary effects (agitate, inspire, envisage, mobilize, and reassure) as distinct aspects of opportunity construction.
| Original language | English |
|---|---|
| Article number | e00242 |
| Number of pages | 8 |
| Journal | Journal of Business Venturing Insights |
| Volume | 15 |
| Early online date | 9 Apr 2021 |
| DOIs | |
| Publication status | Published - 30 Jun 2021 |
Acknowledgements
We thank the editor Pablo Munoz and anonymous reviewer for their constructive suggestions for developing the paper. We also thank the participants of a research seminar at University of Bath and Bogazici University for their helpful comments to an earlier version of the paper.Keywords
- Entrepreneurial communication
- Entrepreneurial journey
- Language
- Opportunity
- Opportunity construction
- Speech acts
ASJC Scopus subject areas
- Business and International Management
- Management of Technology and Innovation
