Narratives offer rich insight into the dynamic processes of new venture development. The salience of these narratives has encouraged growing attention to how the contents of these narratives influence entrepreneurial outcomes such as attracting new venture financing. While previous studies have focused primarily on rhetoric related to positive characteristics, sparse attention has been paid to the role of rhetoric from potentially ‘negative’ characteristics. To build knowledge concerning the role of potentially negative characteristics, we draw from source credibility theory and examine how the use of narcissistic rhetoric in entrepreneurial funding appeals influences the ability to raise financial capital. In line with source credibility theory we argue that narcissistic rhetoric will lead to increased crowdfunding performance.
Pidduck, Robert J.; Anglin, Aaron H.; Short, Jeremy C.; Wolfe, Marcus T.; and McKenny, Aaron F.
"THE ROLE OF NARCISSISTIC RHETORIC IN ENTREPRENEURIAL FUNDRAISING: AN EXPLORATION USING CROWDFUNDING (INTERACTIVE PAPER),"
Frontiers of Entrepreneurship Research: Vol. 37
, Article 18.
Available at: https://digitalknowledge.babson.edu/fer/vol37/iss2/18