Abstract
Entrepreneurship research has considered the effects of passion and attractiveness in funding transactions; however, there has been little attention focused on the causal mechanisms responsible for these relationships. We explore these underlying mechanisms in a particularly timely type of funding transaction, crowdfunding. In doing so we propose and find a cognitive and an affective route, through which these displays influences pitching outcomes. Further, we find evidence that suggests the influence of these displays is conditional on the gender of the presenter. Our study offers theoretical contributions to entrepreneurship research and practical implications in light of emerging sources of venture funds.
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