Frontiers in Psychology 12 (2021)
AbstractThe effectiveness of trust has been extensively investigated in entrepreneurship studies. However, compared to the outcomes of trust, we still lack knowledge about the mechanisms underlying venture capitalists' initial trust in entrepreneurs. Drawing from signal theory and impression management theory, this study explores an impression management motivational explanation for the influencing factors of venture capitalists' initial trust. An empirical test is based on 202 valid questionnaires from venture capitalists, and the results indicate that the signal of five dimensions of entrepreneurial orientation has a significant impact on the initial trust of venture capitalists and that a signal of entrepreneurial orientation of perseverance or passion positively influences venture capitalists' initial trust through acquired impression management strategies, while a signal of entrepreneurial orientation of risk-taking, innovation, or proactivity positively affects the initial trust of venture capitalists through defensive impression management strategies. The perceptions of entrepreneurs' hypocrisy by venture capitalists negatively moderate the relationship between acquired impression management strategies and the initial trust of venture capitalists and negatively moderate the relationship between defensive impression management strategies and the initial trust of venture capitalists.
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References found in this work
Research on the Effects of Entrepreneurial Education and Entrepreneurial Self-Efficacy on College Students’ Entrepreneurial Intention.Xianyue Liu, Chunpei Lin, Guanxi Zhao & Dali Zhao - 2019 - Frontiers in Psychology 10.
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Exploring Creative Entrepreneurs’ IEO: Extraversion, Neuroticism and Creativity.Yang Gao, Dixuan Zhang, Hongjia Ma & Xiaomin Du - 2020 - Frontiers in Psychology 11.
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