Abstract
This study examines the ways entrepreneurs influence stakeholders to form perceptions using intangibles disclosed on business websites. The study conducted interviews with 10 entrepreneurs, each representing an entrepreneurial business, and uncovered 17 intangible capabilities disclosed to impress three stakeholder groups using five impression management tactics. The study uses an entrepreneurship perspective to investigate entrepreneurs’ motivation to share their beliefs with stakeholders, and resource-based theory to posit that intangibles combined with business capabilities are competencies for such communication, in addition to stakeholder theory as targeting specific stakeholders.
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