Business angels spend around six minutes before reaching an investment decision in a pitch context. When examining an investment opportunity, the perceived trustworthiness of the entrepreneur and/or the entrepreneurial team was emphasized as a major trigger of investment decisions. Evidence exists that the entrepreneur’s and the team’s personal characteristics, social competences and communicational skills are crucial in influencing business angels’ trust inferences. This research measures the impact of entrepreneurs’ pitch presentations on business angels’ investment decisions in France and Germany. We question the role of pitch presentations as antecedent factors of business angels’ trust judgments and examine the moderator role of trust inferences in investment decision making.
Lefebvre, Miruna Radu; Lefebvre, Vincent; and Delécolle, Thierry
"TRUST AT FIRST SIGHT? THE IMPACT OF ENTREPRENEURS’ PITCH PRESENTATIONS ON BUSINESS ANGELS’ INVESTMENT DECISIONS IN FRANCE AND GERMANY (SUMMARY),"
Frontiers of Entrepreneurship Research: Vol. 33
, Article 6.
Available at: http://digitalknowledge.babson.edu/fer/vol33/iss1/6