Article Title

THE ENTREPRENEUR-INVESTOR CHARISMATIC RELATIONSHIP: A DRAMATURGICAL FRAMEWORK

Abstract

One of the major challenges faced by new firms is gaining legitimacy in the eyes of its external stakeholders. Research has shown that when it comes to evaluating new ventures, external stakeholders often “bet on the jockey and not the horse,” focusing more on the entrepreneur than on the firm itself. As such, the entrepreneur must harness his/her skills of persuasion to establish credibility and gain legitimacy. We argue that the entrepreneur’s charisma plays an important role in persuading external stakeholders of his/her (and subsequently the firm’s) credibility and legitimacy. However, the connection between the entrepreneur’s charisma and the perceptions of external stakeholders regarding the credibility and legitimacy of the new firm has not been explored.

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