Policy programs and regional ecosystem strategies have long focused on funding, infrastructure, and governance to ramp up entrepreneurial or startup ecosystems. These elements undoubtedly matter to create thriving ecosystems and, most importantly, to generate entrepreneurial output. But they’re only part of the picture. What happens after entrepreneurs succeed is often overlooked. Under what conditions do they choose to give back to the ecosystem that supported them?
Mentoring, investing, sharing knowledge, and being visible role models are powerful ways entrepreneurs can strengthen their local startup environments. However, these activities are typically voluntary and underleveraged, despite being critical for knowledge transfer, network resilience, and support for the next generation of founders. Understanding why entrepreneurs choose to contribute is key to making ecosystems more sustainable and self-reinforcing.
From elements and structures to social exchange
Most research on entrepreneurial ecosystems focuses on macro-level elements such as policies, institutions, and support systems. But ecosystems are also built through people, relationships, and daily interactions. In our paper, published in the Journal of Business Venturing Insights, we applied social exchange theory to highlight these aspects. This framework explores how individuals decide to engage in contribution behaviors based on reciprocal interactions, interdependent relationships, and the perceived rewards or costs of helping others. Our study shifts the focus toward micro-level mechanisms that encourage entrepreneurs to give back.
How we studied entrepreneurial motivations to give back
We conducted a metric conjoint experiment with 234 German entrepreneurs who were part of regional ecosystems supported by the country’s flagship startup program, EXIST, or equivalent state-based programs. These programs provide funding, infrastructure, and mentorship to tech startups across Germany, but always within local, university-anchored networks.
Participants were presented with decision-making scenarios that varied across six attributes, each reflecting a different type of social exchange motivation:
Reciprocity (“I want to give back”)
Personal benefit (“What’s in it for me?”)
Group gain (“Let’s strengthen our ecosystem”)
Altruism (“I can really help someone”)
Affiliation (“I feel I belong to the ecosystem”)
Relationships (“I have personal ties within the ecosystem”)
We found that all of these significantly influenced entrepreneurs’ willingness to contribute to their ecosystem. On top of this, we also found that personality traits matter:
Entrepreneurs high in self-interest were especially likely to contribute when they see a personal gain.
Those high in other-orientation are more driven by their ability to help others.
These insights reveal that motivations are not generalizable; rather, they differ from person to person and from context to context.
Implications for policy, practice, and entrepreneurs
Our findings offer a new perspective on ecosystem policy, practice, and entrepreneurial behavior. One overlooked strength of the EXIST program is that it not only provides funding, but also embeds entrepreneurs in stable, local support networks. This facilitates an ongoing exchange between entrepreneurs and other ecosystem actors. These exchanges and evolving relationships can motivate entrepreneurs to give back, help their peers, and strengthen community bonds. Accordingly, we suggest how to approach cultivating the social exchange flywheel:
Policy makers: Shift the focus beyond financial incentives and infrastructure. Invest in people, and programs that enable regular, meaningful exchange among founders. Define long-term relationship-building, not just short-term funding, as a core priority in all initiatives.
Ecosystem organizations and facilitators: Avoid generic, one-size-fits-all events. Get to know your local founders and understand their individual motivations. Create tailored opportunities for both benefit-driven and altruistic motivations. Recognize and celebrate all forms of contribution, making peer support truly valued.
Entrepreneurs: Pick your way to contribute and make it visible to inspire others. Mentor, share experiences, and help your peers. You can build resilience for both yourself and your ecosystem.
Read the full paper here: https://www.sciencedirect.com/science/article/pii/S2352673425000381
Author bios
Johannes Hähnlein is a Junior Professor for AI-powered Innovation Management at the University of Applied Sciences Ansbach and an entrepreneurship researcher at the University of Bayreuth. His work focuses on entrepreneurial ecosystems and entrepreneurial behavior. He also runs startup support and entrepreneurship teaching programs at University of Applied Sciences Ansbach and has experience in leadership roles in tech startups.
Matthias Baum is a professor and the chair of entrepreneurship and digital business models at the University of Bayreuth. He is also the director of the Entrepreneurship Institute for Entrepreneurship & Innovation, overseeing and coordinating the regional startup and innovation ecosystem. Prof. Baum’s research focuses on digital entrepreneurship, corporate management of startups and SMEs, and the growth behavior of young technology companies.
Carolin Durst is Professor of Digital Marketing at the University of Applied Sciences Ansbach. She teaches and researches strategic content marketing, B2B go-to-market strategies, and entrepreneurship. She leads the Master’s program in Digital Marketing, heads the Rothenburg campus, and oversees the university’s startup consulting services.
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