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How entrepreneurs seduce business angels: An impression management approach

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Cited by:

  1. Chandra, Yanto, 2018. "New narratives of development work? Making sense of social entrepreneurs’ development narratives across time and economies," World Development, Elsevier, vol. 107(C), pages 306-326.
  2. Mi (Jamie) Zhou & Baozhou Lu & Weiguo (Patrick) Fan & G. Alan Wang, 2018. "Project description and crowdfunding success: an exploratory study," Information Systems Frontiers, Springer, vol. 20(2), pages 259-274, April.
  3. Johnson, Michael A. & Stevenson, Regan M. & Letwin, Chaim R., 2018. "A woman's place is in the… startup! Crowdfunder judgments, implicit bias, and the stereotype content model," Journal of Business Venturing, Elsevier, vol. 33(6), pages 813-831.
  4. Lerner, Daniel A., 2016. "Behavioral disinhibition and nascent venturing: Relevance and initial effects on potential resource providers," Journal of Business Venturing, Elsevier, vol. 31(2), pages 234-252.
  5. Yang, Jialiang & Li, Yaokuang & Calic, Goran & Shevchenko, Anton, 2020. "How multimedia shape crowdfunding outcomes: The overshadowing effect of images and videos on text in campaign information," Journal of Business Research, Elsevier, vol. 117(C), pages 6-18.
  6. Alex Murray & Suresh Kotha & Greg Fisher, 2020. "Community-Based Resource Mobilization: How Entrepreneurs Acquire Resources from Distributed Non-Professionals via Crowdfunding," Organization Science, INFORMS, vol. 31(4), pages 960-989, July.
  7. Lin Jiang & Dezhi Yin & Dong Liu & Richard Johnson, 2023. "The More Enthusiastic, the Better? Unveiling a Negative Pathway From Entrepreneurs’ Displayed Enthusiasm to Funders’ Funding Intentions," Entrepreneurship Theory and Practice, , vol. 47(4), pages 1356-1388, July.
  8. He Soung Ahn & Chiho Ok, 2019. "Good enough to move? Window-dressing performance impending turnover in inter-organizational mobility," Review of Managerial Science, Springer, vol. 13(2), pages 397-416, April.
  9. Wales William & Cox Kevin C. & Lortie Jason & Sproul Curtis R., 2019. "Blowing Smoke? How Early-Stage Investors Interpret Hopeful Discourse within Entrepreneurially Oriented Business Plans," Entrepreneurship Research Journal, De Gruyter, vol. 9(3), pages 1-16, July.
  10. Lukas Maier & Christian V. Baccarella & Jörn H. Block & Timm F. Wagner & Kai-Ingo Voigt, 2023. "The Legitimization Effect of Crowdfunding Success: A Consumer Perspective," Entrepreneurship Theory and Practice, , vol. 47(4), pages 1389-1420, July.
  11. Chan, C.S. Richard & Park, Haemin Dennis & Huang, Julie Y. & Parhankangas, Annaleena, 2020. "Less is more? Evidence for a curvilinear relationship between readability and screening evaluations across pitch competition and crowdfunding contexts," Journal of Business Venturing Insights, Elsevier, vol. 14(C).
  12. Vazirani, Ashish & Sarkar, Subhro & Bhattacharjee, Titas & Dwivedi, Yogesh K & Jack, Sarah, 2023. "Information signals and bias in investment decisions: A meta-analytic comparison of prediction and actual performance of new ventures," Journal of Business Research, Elsevier, vol. 155(PB).
  13. Fisch, Christian & Block, Jörn H., 2021. "How does entrepreneurial failure change an entrepreneur's digital identity? Evidence from Twitter data," Journal of Business Venturing, Elsevier, vol. 36(1).
  14. Benson, David F. & Brau, James C. & Cicon, James & Ferris, Stephen P., 2015. "Strategically camouflaged corporate governance in IPOs: Entrepreneurial masking and impression management," Journal of Business Venturing, Elsevier, vol. 30(6), pages 839-864.
  15. Clingingsmith, David & Shane, Scott, 2017. "Training Aspiring Entrepreneurs to Pitch Experienced Investors: Evidence from a Field Experiment in the United States," SocArXiv yzpvf, Center for Open Science.
  16. Jia, Fansheng & Li, Guangzhong & Lu, Xiaoyan & Xie, Sujuan, 2021. "CEO given names and corporate green investment," Emerging Markets Review, Elsevier, vol. 48(C).
  17. McSweeney, Jordan J. & McSweeney, Kevin T. & Webb, Justin W. & Devers, Cynthia E., 2022. "The right touch of pitch assertiveness: Examining entrepreneurs' gender and project category fit in crowdfunding," Journal of Business Venturing, Elsevier, vol. 37(4).
  18. Roccapriore, Ashley Y. & Imhof, Zoë & Cardon, Melissa S., 2021. "Badge of honor or tolerable reality? How previous firm failure and experience influences investor perceptions," Journal of Business Venturing Insights, Elsevier, vol. 16(C).
  19. Korzynski, Pawel & Haenlein, Michael & Rautiainen, Mika, 2021. "Impression management techniques in crowdfunding: An analysis of Kickstarter videos using artificial intelligence," European Management Journal, Elsevier, vol. 39(5), pages 675-684.
  20. Qamaruddin Maitlo & Frida Thomas Pacho & Jia Liu & Tahseen Ahmed Bhutto & Wang Xuhui, 2020. "The Role of Entrepreneurial Self-Efficacy in Resources Acquisition in a New Venture: The Mediating Role of Effectuation," SAGE Open, , vol. 10(4), pages 21582440209, October.
  21. Cottle, Griffin W. & Anderson, Brian S., 2020. "The temptation of exaggeration: Exploring the line between preparedness and misrepresentation in entrepreneurial pitches," Journal of Business Venturing Insights, Elsevier, vol. 14(C).
  22. Chan, C.S. Richard & Parhankangas, Annaleena & Sahaym, Arvin & Oo, Pyayt, 2020. "Bellwether and the herd? Unpacking the u-shaped relationship between prior funding and subsequent contributions in reward-based crowdfunding," Journal of Business Venturing, Elsevier, vol. 35(2).
  23. Jessica H. Yang & Siwen Liu, 2017. "Accounting narratives and impression management on social media," Accounting and Business Research, Taylor & Francis Journals, vol. 47(6), pages 673-694, September.
  24. Chien-Sheng Richard Chan & Haemin Dennis Park & Pankaj Patel, 2018. "The effect of company name fluency on venture investment decisions and IPO underpricing," Venture Capital, Taylor & Francis Journals, vol. 20(1), pages 1-26, January.
  25. Miguel Ángel Montañés-Del-Río & José Aurelio Medina-Garrido, 2020. "Determinants of the Propensity for Innovation among Entrepreneurs in the Tourism Industry," Sustainability, MDPI, vol. 12(12), pages 1-18, June.
  26. Eugine Tafadzwa Maziriri & Welcome Madinga & Thobekani Lose, 2017. "Entrepreneurial Barriers that are Confronted by Entrepreneurs Living with Physical Disabilities: A Thematic Analysis," Journal of Economics and Behavioral Studies, AMH International, vol. 9(1), pages 27-45.
  27. Fisher, Greg & Kuratko, Donald F. & Bloodgood, James M. & Hornsby, Jeffrey S., 2017. "Legitimate to whom? The challenge of audience diversity and new venture legitimacy," Journal of Business Venturing, Elsevier, vol. 32(1), pages 52-71.
  28. Simone Aresu & Luigi Rombi & Andrea Cardia, 2019. "Management accounting systems in venture capital-backed start-up companies," MANAGEMENT CONTROL, FrancoAngeli Editore, vol. 2019(3), pages 35-58.
  29. Sanchez-Ruiz, Paul & Wood, Matthew S. & Long-Ruboyianes, Anna, 2021. "Persuasive or polarizing? The influence of entrepreneurs' use of ingratiation rhetoric on investor funding decisions," Journal of Business Venturing, Elsevier, vol. 36(4).
  30. Collewaert, Veroniek & Vanacker, Tom & Anseel, Frederik & Bourgois, Dries, 2021. "The sandwich game: Founder-CEOs and forecasting as impression management," Journal of Business Venturing, Elsevier, vol. 36(1).
  31. Berger, Marius & Hottenrott, Hanna, 2021. "Start-up subsidies and the sources of venture capital," Journal of Business Venturing Insights, Elsevier, vol. 16(C).
  32. Natalya Vinokurova & Rahul Kapoor, 2020. "Converting inventions into innovations in large firms: How inventors at Xerox navigated the innovation process to commercialize their ideas," Strategic Management Journal, Wiley Blackwell, vol. 41(13), pages 2372-2399, December.
  33. Kibler, Ewald & Mandl, Christoph & Kautonen, Teemu & Berger, Elisabeth S.C., 2017. "Attributes of legitimate venture failure impressions," Journal of Business Venturing, Elsevier, vol. 32(2), pages 145-161.
  34. Gry Agnete Alsos & Elisabet Ljunggren, 2017. "The Role of Gender in Entrepreneur–Investor Relationships: A Signaling Theory Approach," Entrepreneurship Theory and Practice, , vol. 41(4), pages 567-590, July.
  35. Philip T. Roundy & Arben Asllani, 2018. "The Themes of Entrepreneurship Discourse: A Data Analytics Approach," Journal of Entrepreneurship, Management and Innovation, Fundacja Upowszechniająca Wiedzę i Naukę "Cognitione", vol. 14(3), pages 127-158.
  36. Vasilis Theoharakis & Seraphim Voliotis & Jeffrey M. Pollack, 2021. "Going Down the Slippery Slope of Legitimacy Lies in Early-Stage Ventures: The Role of Moral Disengagement," Journal of Business Ethics, Springer, vol. 172(4), pages 673-690, September.
  37. Anglin, Aaron H. & Short, Jeremy C. & Drover, Will & Stevenson, Regan M. & McKenny, Aaron F. & Allison, Thomas H., 2018. "The power of positivity? The influence of positive psychological capital language on crowdfunding performance," Journal of Business Venturing, Elsevier, vol. 33(4), pages 470-492.
  38. Daniela Defazio & Chiara Franzoni & Cristina Rossi-Lamastra, 2021. "How Pro-social Framing Affects the Success of Crowdfunding Projects: The Role of Emphasis and Information Crowdedness," Journal of Business Ethics, Springer, vol. 171(2), pages 357-378, June.
  39. Rose, Stefan & Wentzel, Daniel & Hopp, Christian & Kaminski, Jermain, 2020. "Launching for Success: The Effects of Psychological Distance and Mental Simulation on Funding Decisions and Crowdfunding Performance," SocArXiv fqbwk, Center for Open Science.
  40. Mojca Svetek, 2023. "The Role of Entrepreneurs’ Perceived Competence and Cooperativeness in Early-Stage Financing," Entrepreneurship Theory and Practice, , vol. 47(6), pages 2047-2076, November.
  41. Jermain C. Kaminski & Christian Hopp, 2020. "Predicting outcomes in crowdfunding campaigns with textual, visual, and linguistic signals," Small Business Economics, Springer, vol. 55(3), pages 627-649, October.
  42. Anglin, Aaron H. & Wolfe, Marcus T. & Short, Jeremy C. & McKenny, Aaron F. & Pidduck, Robert J., 2018. "Narcissistic rhetoric and crowdfunding performance: A social role theory perspective," Journal of Business Venturing, Elsevier, vol. 33(6), pages 780-812.
  43. Allison, Thomas H. & Warnick, Benjamin J. & Davis, Blakley C. & Cardon, Melissa S., 2022. "Can you hear me now? Engendering passion and preparedness perceptions with vocal expressions in crowdfunding pitches," Journal of Business Venturing, Elsevier, vol. 37(3).
  44. Weiqi Dai & Juelin Yin & Mingqing Liao & Felix Arndt, 2023. "Corporate philanthropy, political connections, and external corporate venturing: Evidence from a transitional economy," Asia Pacific Journal of Management, Springer, vol. 40(3), pages 1253-1287, September.
  45. Mi (Jamie) Zhou & Baozhou Lu & Weiguo (Patrick) Fan & G. Alan Wang, 0. "Project description and crowdfunding success: an exploratory study," Information Systems Frontiers, Springer, vol. 0, pages 1-16.
  46. Davis, Blakley C. & Hmieleski, Keith M. & Webb, Justin W. & Coombs, Joseph E., 2017. "Funders' positive affective reactions to entrepreneurs' crowdfunding pitches: The influence of perceived product creativity and entrepreneurial passion," Journal of Business Venturing, Elsevier, vol. 32(1), pages 90-106.
  47. C. S. Richard Chan & Annaleena Parhankangas, 2017. "Crowdfunding Innovative Ideas: How Incremental and Radical Innovativeness Influence Funding Outcomes," Entrepreneurship Theory and Practice, , vol. 41(2), pages 237-263, March.
  48. David Clingingsmith & Scott Shane, 2018. "Training Aspiring Entrepreneurs to Pitch Experienced Investors: Evidence from a Field Experiment in the United States," Management Science, INFORMS, vol. 64(11), pages 5164-5179, November.
  49. Elena-Loreni Baciu & Delia Vîrgă & Theofild-Andrei Lazăr & Delia Gligor & Cecilia-Nicoleta Jurcuț, 2020. "The Association between Entrepreneurial Perceived Behavioral Control, Personality, Empathy, and Assertiveness in a Romanian Sample of Nascent Entrepreneurs," Sustainability, MDPI, vol. 12(24), pages 1-16, December.
  50. Constantin von Selasinsky & Eva Lutz, 2021. "The Effects of Pro-Social and Pro-Environmental Orientation on Crowdfunding Performance," Sustainability, MDPI, vol. 13(11), pages 1-27, May.
  51. Rui Hou & Leiming Li & Bingquan Liu, 2020. "Backers investment behavior on explicit and implicit factors in reward-based crowdfunding based on ELM theory," PLOS ONE, Public Library of Science, vol. 15(8), pages 1-29, August.
  52. Giancarlo Giudici & Massimiliano Guerini & Cristina Rossi-Lamastra, 2018. "Reward-based crowdfunding of entrepreneurial projects: the effect of local altruism and localized social capital on proponents’ success," Small Business Economics, Springer, vol. 50(2), pages 307-324, February.
  53. Allison, Thomas H. & Davis, Blakley C. & Webb, Justin W. & Short, Jeremy C., 2017. "Persuasion in crowdfunding: An elaboration likelihood model of crowdfunding performance," Journal of Business Venturing, Elsevier, vol. 32(6), pages 707-725.
  54. Lefebvre, Vincent & Certhoux, Gilles & Radu-Lefebvre, Miruna, 2022. "Sustaining trust to cross the Valley of Death: A retrospective study of business angels’ investment and reinvestment decisions," Technovation, Elsevier, vol. 109(C).
  55. Oo, Pyayt P. & Jiang, Lin & Sahaym, Arvin & Parhankangas, Annaleena & Chan, Richard, 2023. "Actions in words: How entrepreneurs use diversified and changing speech acts to achieve funding success," Journal of Business Venturing, Elsevier, vol. 38(2).
  56. Danilo Magno Marchiori & Silvio Popadiuk & Emerson Wagner Mainardes & Ricardo Gouveia Rodrigues, 2021. "Innovativeness: a bibliometric vision of the conceptual and intellectual structures and the past and future research directions," Scientometrics, Springer;Akadémiai Kiadó, vol. 126(1), pages 55-92, January.
  57. Parhankangas, Annaleena & Renko, Maija, 2017. "Linguistic style and crowdfunding success among social and commercial entrepreneurs," Journal of Business Venturing, Elsevier, vol. 32(2), pages 215-236.
  58. Chan, C.S. Richard & Park, Haemin Dennis, 2015. "How images and color in business plans influence venture investment screening decisions," Journal of Business Venturing, Elsevier, vol. 30(5), pages 732-748.
  59. Seyb, Stella K., 2022. "Red flags and rave reviews: Explaining too-good-to-be-true crowdfunding campaigns," Business Horizons, Elsevier, vol. 65(1), pages 69-78.
  60. Uparna, Jayaram & Bingham, Chris, 2022. "Breaking “Bad”: Negativity’s benefit for entrepreneurial funding," Journal of Business Research, Elsevier, vol. 139(C), pages 1353-1365.
  61. Joern H. Block & Christian O. Fisch & Mirjam van Praag, 2017. "The Schumpeterian entrepreneur: a review of the empirical evidence on the antecedents, behaviour and consequences of innovative entrepreneurship," Industry and Innovation, Taylor & Francis Journals, vol. 24(1), pages 61-95, January.
  62. Vincent Lefebvre & Gilles Certhoux & Miruna Radu-Lefebvre, 2022. "Sustaining trust to cross the Valley of Death: A retrospective study of business angels’ investment and reinvestment decisions," Post-Print hal-03545529, HAL.
  63. Rose, Stefan & Wentzel, Daniel & Hopp, Christian & Kaminski, Jermain, 2021. "Launching for success: The effects of psychological distance and mental simulation on funding decisions and crowdfunding performance," Journal of Business Venturing, Elsevier, vol. 36(6).
  64. Mei-Mei Lin, 2016. "Leaders’ Image Concerns Is Moderator to Interfere with Leader Career Role and Leader Impression Management," International Journal of Business and Management, Canadian Center of Science and Education, vol. 11(5), pages 121-121, April.
  65. Adi Hoorvitch Lavi & Eyal Yaniv, 2023. "The Effect of Entrepreneur Attributes on Investment Evaluations in Pitch Competitions," Journal of Entrepreneurship and Innovation in Emerging Economies, Entrepreneurship Development Institute of India, vol. 32(1), pages 39-74, March.
  66. Huang, Jin & Sena, Vania & Li, Jun & Ozdemir, Sena, 2021. "Message framing in P2P lending relationships," Journal of Business Research, Elsevier, vol. 122(C), pages 761-773.
  67. Yekini, Liafisu Sina & Wisniewski, Tomasz Piotr & Millo, Yuval, 2016. "Market reaction to the positiveness of annual report narratives," The British Accounting Review, Elsevier, vol. 48(4), pages 415-430.
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