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The language of optimism : how entrepreneurs sell the sizzle in business plan offer documents

James, Neil & Gudmundsson, Amanda (2012) The language of optimism : how entrepreneurs sell the sizzle in business plan offer documents. In 57th International Council for Small Business World Congress 2012 : Leading from the Edge, 10 – 13 June 2012, Wellington, New Zealand.

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Abstract

Existing macro level research on the new venture creation process recognises the entrepreneur as a central agent in the process yet generally avoids, at each stage of the process, an examination of the micro level psychological behaviour of the individual entrepreneur. By integrating two theoretical approaches to entrepreneurship research, the psychology of the entrepreneur and the entrepreneurship process, this paper examines, using content analysis, the language used by new venture founders in documents directly linked to their capital raising activity. The study examined the language of 108 offer documents (information memorandum’s) which were divided between 54 new ventures that were successful in raising capital and 54 new ventures that either did not proceed further or were not successful in raising capital through the Australian Small Scale Offerings Board. Specifically, we were interested in examining the level of optimism evident in these narratives given that entrepreneurs have been previously described in the literature as being excessively optimistic.

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ID Code: 53996
Item Type: Conference Paper
Keywords: Entrepreneurship, Optimism, Capital Raising, Process, New Ventures
ISBN: 9780981902845
Subjects: Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > BUSINESS AND MANAGEMENT (150300) > Entrepreneurship (150304)
Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > BUSINESS AND MANAGEMENT (150300) > Small Business Management (150314)
Divisions: Current > Research Centres > Australian Centre for Entrepreneurship
Current > QUT Faculties and Divisions > QUT Business School
Current > Schools > School of Management
Copyright Owner: Copyright 2012 [please consult the author]
Deposited On: 08 Oct 2012 09:28
Last Modified: 08 Mar 2013 12:24

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