Using Digital Social Networks To Explore Term Sheet Negotiation Styles Of Women Entrepreneurs

Abstract

WHERE we look for data determines WHOM we find. Women entrepreneurs employ a much lower percentage of external equity capital to finance their firms; they are also largely invisible in dominant data sources. This paper explores new ways for researchers to connect with such ‘invisibles’ through the use of social networks. The paper reviews research on research methodology, incorporating a discussion of practices outside of the entrepreneurship discipline to identify effective practices for identifying respondents and data not currently captured in entrepreneurship data sources. We recommend optimal research design to include mixed methods and mixed modes that incorporate digital and conventional networks to identify and connect with women business owners of growth oriented firms who have negotiated external equity. Using these methods we were able to connect with women business owners who have negotiated external equity. The methodology works but is time intensive. We generated a small sample size and are encouraged that our results provides an example of how to use digital networks to connect with difficult to identify or “invisible” respondents.