The More Enthusiastic, the Better? Unveiling a Negative Pathway From Entrepreneurs’ Displayed Enthusiasm to Funders’ Funding Intentions
Abstract
Displaying enthusiasm (an emotional manifestation of passion) is a common practice for entrepreneurs to attract crowdfunding. However, we propose that funders may attribute an entrepreneur’s displayed enthusiasm to impression management motives, which can in turn reduce their funding intentions. Moreover, this negative pathway is more likely to occur when the entrepreneur is perceived to have lower domain expertise. We found consistent support for these hypotheses from a survey and an experiment. Our findings suggest that displaying enthusiasm may not always be effective for entrepreneurs because there are both positive and negative pathways underlying the influence of displayed enthusiasm on funders.
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Biographies
Lin Jiang (PhD, Georgia Institute of Technology) is an Assistant Professor in the Center for Entrepreneurship of the Muma College of Business at the University of South Florida. Her current research focuses on the roles of communication in entrepreneurship, social media, and innovation. Her research has appeared in journals such as the Academy of Management Journal, Strategic Management Journal, Research Policy, Science Advances, and Industrial and Corporate Change, and has been featured in outlets such as VoxEU.org, Inside Higher Ed, Wired.com, PhysicsWorld, and Science Daily.
Dezhi Yin (PhD, Georgia Institute of Technology) is an Associate Professor in the School of Information Systems and Management of the Muma College of Business at the University of South Florida. His research interests include user-generated content (e.g., online word-of-mouth, social media, Q&A sites, crowdfunding), emotional expression in online environments, and cognitive biases/heuristics in computer/algorithm-mediated communication. His research has appeared in journals such as MIS Quarterly, Information Systems Research, the Journal of Marketing Research, the Academy of Management Journal, and Production and Operations Management.
Dong Liu (PhD, University of Washington) is Thomas R. Williams Chair in Management and a Professor of Organizational Behavior at the Scheller College of Business, Georgia Institute of Technology. His research interests include event system theory, workplace proactive (creativity and citizenship behavior) and counterproductive (turnover and abusive supervision) behaviors, with a particular focus on examining the multilevel interface between individuals, teams, and organizations across cultures. His research has been published in the Academy of Management Journal, Academy of Management Review, Journal of Applied Psychology, Personnel Psychology, Organizational Behavior and Human Decision Processes, Journal of Management, Academy of Management Annals, Academy of Management Discoveries, and elsewhere.
Richard Johnson (PhD, Texas A&M University) is a Professor of Management at the Robert J. Trulaske, Sr. College of Business, University of Missouri. His research focuses on corporate restructuring and governance, IPOs and strategy and governance changes in the pre- and post-IPO firm, international diversification and corporate social performance. His publications appear in the Academy of Management Journal, Strategic Management Journal, Journal of Management, Journal of Business Venturing, Entrepreneurship Theory and Practice, and Journal of Management Studies, among others.
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