How entrepreneurs seduce business angels: An impression management approach

The Schumpeterian entrepreneur: a review of the empirical evidence on the antecedents, behaviour and consequences of innovative entrepreneurship

“…A recent study by Parhankangas and Ehrlich (2014) shows that stressing innovation too much can be counterproductive. Using a sample of 595 young firms seeking funding from business angels, they find an inverted U-shaped relationship between the degree to which innovation is stressed in an investment proposal and the likelihood that a business angel invites the firm to give a presentation and that it provides financing.…”

Strategically camouflaged corporate governance in IPOs: Entrepreneurial masking and impression management

“…More recently, scholars have focused on the use of impression management (IM) strategies, particularly language and symbolic action, by entrepreneurs and their impact on the entrepreneurs' ability to raise funds (Lounsbury and Glynn, 2001;Martens et al, 2007;Parhankangas and Ehrlich, 2014;Zott and Huy, 2007). Although the broader psychological research on impression management has identified both positive and negative actions that individuals could use (Bolino et al, 2008;Leary and Kowalski, 1990;Levashina and Campion, 2007), the entrepreneurship literature on IM has largely focused on the positive-how entrepreneurs can "put their best foot forward" or "accentuate the positive" (Hoehn- Weiss et al, 2004).…”

Przedsiębiorczość w teorii i badaniach. Perspektywa młodych badaczy

“…Impression management is a conscious and subconscious process in which individuals present themselves and try to influence the perceptions of other people by regulating and controlling information in social interaction (Parhankangas and Ehrlich, 2014;Gleasure, 2015). Impression management tactics seem to be particularly relevant in situations in which entrepreneurs try to convince a powerful audience, as is the case on crowdfunding platforms.…”