A foot in the door: Field-experiments on entrepreneurs’ network activation strategies for investor referrals

• Main Authors: NAI, Jared, LIN, Yimin, KOTHA, Reddi, BALAGOPAL, Vissa
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2022
• Subjects: Entrepreneurship; Social networks; Network activation; Venture financing; Field experiments; Entrepreneurial and Small Business Operations; Strategic Management Policy
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/6879; https://ink.library.smu.edu.sg/context/lkcsb_research/article/7878/viewcontent/Activation_Accept_Manuscript.pdf
• Institution: Singapore Management University

We investigate entrepreneurial network activation—the processes by which entrepreneurs select specific contacts from their existing personal network and persuade the selected contacts to provide referrals to access targeted early-stage investors (venture capitalists or angel-investors). We different...