Abstract

Researchers have studied the decision criteria used by venture capitalists to determine which independent start-ups receive funding (e.g., MacMillan, Zemann, & Narasimha, 1987; Siegel, Siegel, & MacMillan, 1988; Tyebjee & Bruno, 1984). Similar work focused on understanding what the important criteria are for corporate entrepreneurs to receive funding for a new product or service is virtually absent in the literature, however, these criteria are likely to be different from what we know from the venture capitalist literature. In contrast to independent entrepreneurs, start-ups in corporations have access to the relative wealth of their corporation, but are constrained by organizational strategies and structures. Therefore, this research addresses the research question: How can corporate entrepreneurs increase the likelihood of receiving funding for new products or services?

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