Female entrepreneurs have been found to face disadvantages when compared with male entrepreneurs, especially in acquiring the financial resources needed to sustain and grow their ventures. Across three studies, we examine how disparities in funding outcomes may be due to differences in how entrepreneurs communicate their ventures, whereby female entrepreneurs have a tendency to use more concrete language when describing their ventures than their male counterparts. We find that the use of abstract speech affects investors’ perceptions of which ventures are oriented toward long-term growth and scalability, which in turn affects the likelihood that a venture will receive investment. We conclude with a discussion of the important role of communication style as a key mediating mechanism in influencing investor cognition.

中文翻译：

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评估创业潜力：沟通中的性别差异以及投资者对长期增长和可扩展性的看法

与男性企业家相比，女性企业家面临着劣势，尤其是在获得维持和发展企业所需的财政资源方面。在三项研究中，我们研究了融资结果的差异可能是如何由于企业家沟通风险的方式不同造成的，因此女性企业家在描述自己的风险时比男性企业家更倾向于使用更具体的语言。我们发现抽象语言的使用会影响投资者对哪些风险投资面向长期增长和可扩展性的看法，进而影响风险投资获得投资的可能性。我们最后讨论了沟通风格作为影响投资者认知的关键中介机制的重要作用。