Betting on the Coachable Entrepreneur: Signaling and Social Exchange in Entrepreneurial Pitches

Autor:	Regan M. Stevenson, Chaim Letwin, Sean R. McMahon, Michael P. Ciuchta, M. Nesij Huvaj
Rok vydání:	2017
Předmět:	Economics and Econometrics Social exchange theory Capital (economics) 0502 economics and business 05 social sciences 050211 marketing Monetary economics Business Commit Business and International Management 050203 business & management
Zdroj:	Entrepreneurship Theory and Practice. 42:860-885
ISSN:	1540-6520 1042-2587
DOI:	10.1177/1042258717725520
Popis:	Given that stakeholders often commit more than capital to a startup, they commonly stress how important it is for entrepreneurs to be “coachable.” To date, however, coachability has received little attention in entrepreneurship research. We address this gap by first establishing the entrepreneurial coachability construct and validating a measurement scale. Then, drawing on social exchange and signaling theories, we develop and test a novel framework in which coachability influences a potential investor’s willingness to invest. We find that entrepreneurial coachability functions as a viable signal in a pitch setting, but this impact is conditional on the investor’s prior coaching experience.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::72fc2632393584a5d2f57cd83d17aa58 https://doi.org/10.1177/1042258717725520 Zobrazit plný text záznamu