Abstract
Resource acquisition is an essential activity during the early stages after establishing a new firm. Previous research argued that in order to succeed in persuading resource providers that their firm is worth investing in, entrepreneurs need to demonstrate how their firm conforms to industry norms and standards, as well as how it is distinct from other organizations in the industry. In this paper, we explore which types of argument entrepreneurs can use to claim conformance and distinctiveness. In so doing, we develop a typology of rhetorical strategies for resource acquisition. Furthermore, we argue that prior industry or founding experience and the novelty of the business idea affect an entrepreneur’s reasoning: whereas novice entrepreneurs may not possess the knowledge required to construct certain arguments, entrepreneurs who sell a conventional product or service might not need to establish legitimacy.
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