“…Consequently, they must be different but not appear radical and establish an identity that is both unique and familiar (Lounsbury and Glynn, 2001); in short, they must frame the unknown in a believable way (Middleton, 2013) and, ‘engineer consent, using powers of persuasion and influence to overcome the scepticism and resistance of guardians of the status quo’ (Dees and Starr, 1992: 96). Prior research has highlighted some of the strategies used by entrepreneurs to secure and manage this legitimacy; these include providing evidence of sales or finance (Orser et al, 2020; Tornikoski and Newbert, 2007), attaining certification (Rao, 2008), impression management (Nagy et al, 2016; Rutherford et al, 2009), storytelling (Garud et al, 2014; Lounsbury and Glynn, 2001) or building social capital by highlighting associations with key figures or networks (Alsos and Ljunggren, 2017). However, the identity of the entrepreneurial actor can also act as proxy for the nascent venture (Fisher et al, 2017; Überbacher, 2014), with the construction of an appropriate identity seen by some to be central to the process of securing legitimacy (Fisher et al, 2017; Greene et al, 2013; Swail and Marlow, 2018).…”