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The More Enthusiastic, the Better? Unveiling a Negative Pathway From Entrepreneurs’ Displayed Enthusiasm to Funders’ Funding Intentions
Entrepreneurship Theory and Practice ( IF 10.5 ) Pub Date : 2022-05-06 , DOI: 10.1177/10422587221076391
Lin Jiang 1 , Dezhi Yin 1 , Dong Liu 2 , Richard Johnson 3
Affiliation  

Displaying enthusiasm (an emotional manifestation of passion) is a common practice for entrepreneurs to attract crowdfunding. However, we propose that funders may attribute an entrepreneur’s displayed enthusiasm to impression management motives, which can in turn reduce their funding intentions. Moreover, this negative pathway is more likely to occur when the entrepreneur is perceived to have lower domain expertise. We found consistent support for these hypotheses from a survey and an experiment. Our findings suggest that displaying enthusiasm may not always be effective for entrepreneurs because there are both positive and negative pathways underlying the influence of displayed enthusiasm on funders.



中文翻译:

越热情越好?揭示从企业家表现出的热情到资助者的资助意图的负面途径

表现热情(激情的情感表现)是企业家吸引众筹的常见做法。然而,我们建议资助者可能将企业家表现出的热情归因于印象管理动机,这反过来会降低他们的资助意图。此外,当企业家被认为具有较低的领域专业知识时,这种负面途径更有可能发生。我们从调查和实验中发现了对这些假设的一致支持。我们的研究结果表明,表现出热情可能并不总是对企业家有效,因为表现出的热情对资助者的影响既有正面的也有负面的。

更新日期:2022-05-08
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