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Investing in technology ventures: what do business angels look for at the initial screening stage?

Record type: Conference or Workshop Item (Paper)

Many businesses fail to raise external equity finance because they are not “investment ready.” One of the key aspects of being investment ready is the ability to effectively present their opportunity to investors. This paper examines the role of impression management skills on investor decisions by means of a case study of a presentation by an entrepreneur who was seeking funding for a software venture. The real-time reactions of business angels who watched the presentation on video were captured. Presentation-related issues dominated their reactions. Most investors were critical of the style, content and structure of the presentation. The failure of the entrepreneur to “sell” the opportunity raised doubts in the minds of investors about the ability of the company to sell their product. The implication is that entrepreneurs to develop their impression management skills so that potential investors draw the preferred conclusions. Policy-makers should consider developing initiatives to help entrepreneurs overcome these deficiencies.

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Citation

Mason, C.M. and Harrison, R.T., (2000) Investing in technology ventures: what do business angels look for at the initial screening stage? Reynolds, P.D., Autio, E., Brush, C.G., Bygrave, W.D., Manigart, S., Sapienza, H. and Shaver, K.D. (eds.) In Proceedings of the Twentieth Annual Entrepreneurship Research Conference: Frontiers of Entrepreneurship Research. Babson., pp. 293-304.

More information

Published date: 2000
Venue - Dates: Twentieth Annual Entrepreneurship Research Conference: Frontiers of Entrepreneurship Research, 2000-01-01 - 2000-01-01

Identifiers

Local EPrints ID: 16191
URI: http://eprints.soton.ac.uk/id/eprint/16191
PURE UUID: 310b4493-109e-4803-ae2d-cd71a28c80e5

Catalogue record

Date deposited: 28 Jun 2005
Last modified: 17 Jul 2017 16:44

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Contributors

Author: C.M. Mason
Author: R.T. Harrison
Editor: P.D. Reynolds
Editor: E. Autio
Editor: C.G. Brush
Editor: W.D. Bygrave
Editor: S. Manigart
Editor: H. Sapienza
Editor: K.D. Shaver

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