{"id":"https://openalex.org/W3143524263","doi":null,"title":"Pitching Power: Increasing Alternatives Through Signals in New Venture Funding","display_name":"Pitching Power: Increasing Alternatives Through Signals in New Venture Funding","publication_year":2019,"publication_date":"2019-05-01","ids":{"openalex":"https://openalex.org/W3143524263","mag":"3143524263"},"language":"en","primary_location":{"id":"pmh:oai:openresearch.okstate.edu:20.500.14446/323354","doi":null,"is_oa":false,"landing_page_url":"https://hdl.handle.net/20.500.14446/323354","pdf_url":null,"source":{"id":"https://openalex.org/S4306402274","display_name":"SHAREOK (University of Oklahoma; Oklahoma State University; Central Oklahoma University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Dissertation"},"volume":null,"type":"dissertation","is_traditional":true,"indexed_in":[],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5047353318","display_name":"Kipp A. Krukowski","orcid":"https://orcid.org/0000-0002-0993-3566","observed_orcids":["https://orcid.org/0000-0002-0993-3566"]},"institutions":[],"countries":[],"is_corresponding":true,"raw_author_name":"Kipp Krukowski","raw_affiliation_strings":[],"raw_orcid":"https://orcid.org/0000-0002-0993-3566","affiliations":[]}],"institutions":[],"countries_distinct_count":0,"institutions_distinct_count":0,"corresponding_author_ids":["https://openalex.org/A5047353318"],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":null,"has_fulltext":false,"cited_by_count":1,"citation_normalized_percentile":null,"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":null,"last_page":null},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11903","display_name":"Private Equity and Venture Capital","score":0.9961000084877014,"subfield":{"id":"https://openalex.org/subfields/2003","display_name":"Finance"},"field":{"id":"https://openalex.org/fields/20","display_name":"Economics, Econometrics and Finance"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11903","display_name":"Private Equity and Venture Capital","score":0.9961000084877014,"subfield":{"id":"https://openalex.org/subfields/2003","display_name":"Finance"},"field":{"id":"https://openalex.org/fields/20","display_name":"Economics, Econometrics and Finance"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10058","display_name":"Entrepreneurship Studies and Influences","score":0.003000000026077032,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11995","display_name":"FinTech, Crowdfunding, Digital Finance","score":0.00019999999494757503,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/business-pitch","display_name":"business pitch","score":0.9210000038146973},{"id":"https://openalex.org/keywords/signaling-theory","display_name":"signaling theory","score":0.8389999866485596},{"id":"https://openalex.org/keywords/information-asymmetry","display_name":"information asymmetry","score":0.7570000290870667},{"id":"https://openalex.org/keywords/power-dependence-theory","display_name":"power-dependence theory","score":0.8479999899864197},{"id":"https://openalex.org/keywords/deal-structure","display_name":"deal structure","score":0.781000018119812},{"id":"https://openalex.org/keywords/venture-capital","display_name":"venture capital","score":0.5910000205039978},{"id":"https://openalex.org/keywords/sensegiving","display_name":"sensegiving","score":0.5009999871253967},{"id":"https://openalex.org/keywords/human-capital","display_name":"human capital","score":0.45399999618530273},{"id":"https://openalex.org/keywords/social-capital","display_name":"social capital","score":0.8790000081062317},{"id":"https://openalex.org/keywords/intellectual-capital","display_name":"intellectual capital","score":0.953000009059906},{"id":"https://openalex.org/keywords/financial-capital","display_name":"financial capital","score":0.7400000095367432},{"id":"https://openalex.org/keywords/automated-text-analysis","display_name":"computational text analysis","score":0.7929999828338623}],"concepts":[{"id":"https://openalex.org/C21279758","wikidata":"https://www.wikidata.org/wiki/Q219409","display_name":"Venture capital","level":2,"score":0.6705547571182251},{"id":"https://openalex.org/C163258240","wikidata":"https://www.wikidata.org/wiki/Q25342","display_name":"Power (physics)","level":2,"score":0.5287784337997437},{"id":"https://openalex.org/C134827381","wikidata":"https://www.wikidata.org/wiki/Q261851","display_name":"Social venture capital","level":3,"score":0.4992992877960205},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.49764493107795715},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.28269410133361816},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.08043360710144043},{"id":"https://openalex.org/C62520636","wikidata":"https://www.wikidata.org/wiki/Q944","display_name":"Quantum mechanics","level":1,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"pmh:oai:openresearch.okstate.edu:20.500.14446/323354","doi":null,"is_oa":false,"landing_page_url":"https://hdl.handle.net/20.500.14446/323354","pdf_url":null,"source":{"id":"https://openalex.org/S4306402274","display_name":"SHAREOK (University of Oklahoma; Oklahoma State University; Central Oklahoma University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"Dissertation"},{"id":"pmh:oai:shareok.org:11244/323354","doi":null,"is_oa":false,"landing_page_url":"https://hdl.handle.net/11244/323354","pdf_url":null,"source":{"id":"https://openalex.org/S4306402274","display_name":"SHAREOK (University of Oklahoma; Oklahoma State University; Central Oklahoma University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"","raw_type":"Dissertation"},{"id":"mag:3143524263","doi":null,"is_oa":false,"landing_page_url":"https://shareok.org/bitstream/11244/323354/1/Krukowski_okstate_0664D_16309.pdf","pdf_url":null,"source":null,"license":null,"license_id":null,"version":null,"is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":null}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":176,"referenced_works":["https://openalex.org/W10959844","https://openalex.org/W151157839","https://openalex.org/W172149389","https://openalex.org/W204824853","https://openalex.org/W1483044734","https://openalex.org/W1486281603","https://openalex.org/W1498102422","https://openalex.org/W1502298842","https://openalex.org/W1506738637","https://openalex.org/W1516338402","https://openalex.org/W1546711585","https://openalex.org/W1547695961","https://openalex.org/W1572668910","https://openalex.org/W1573010155","https://openalex.org/W1576273487","https://openalex.org/W1585968738","https://openalex.org/W1596217245","https://openalex.org/W1612669784","https://openalex.org/W1652257166","https://openalex.org/W1675300156","https://openalex.org/W1849190772","https://openalex.org/W1851776203","https://openalex.org/W1965892031","https://openalex.org/W1969341120","https://openalex.org/W1969783025","https://openalex.org/W1972515196","https://openalex.org/W1972999672","https://openalex.org/W1980315095","https://openalex.org/W1981223723","https://openalex.org/W1982210139","https://openalex.org/W1984482123","https://openalex.org/W1986043396","https://openalex.org/W1987198850","https://openalex.org/W1987779043","https://openalex.org/W1990051703","https://openalex.org/W1990807656","https://openalex.org/W1994509916","https://openalex.org/W1997867398","https://openalex.org/W1999474358","https://openalex.org/W2001796988","https://openalex.org/W2002818000","https://openalex.org/W2006623576","https://openalex.org/W2008400183","https://openalex.org/W2011182142","https://openalex.org/W2011404000","https://openalex.org/W2013237359","https://openalex.org/W2013712095","https://openalex.org/W2014740757","https://openalex.org/W2016590350","https://openalex.org/W2017666137","https://openalex.org/W2018704953","https://openalex.org/W2020652238","https://openalex.org/W2021456419","https://openalex.org/W2021755694","https://openalex.org/W2022433083","https://openalex.org/W2027225182","https://openalex.org/W2028835013","https://openalex.org/W2029130595","https://openalex.org/W2029558394","https://openalex.org/W2030747846","https://openalex.org/W2034194646","https://openalex.org/W2036379689","https://openalex.org/W2037598132","https://openalex.org/W2038615382","https://openalex.org/W2038785677","https://openalex.org/W2042386911","https://openalex.org/W2044683788","https://openalex.org/W2049564942","https://openalex.org/W2049988107","https://openalex.org/W2050385256","https://openalex.org/W2051084274","https://openalex.org/W2051351862","https://openalex.org/W2051661757","https://openalex.org/W2056252778","https://openalex.org/W2058765400","https://openalex.org/W2059001513","https://openalex.org/W2061005168","https://openalex.org/W2062429640","https://openalex.org/W2062970679","https://openalex.org/W2065589549","https://openalex.org/W2069177800","https://openalex.org/W2072875486","https://openalex.org/W2073766519","https://openalex.org/W2076209385","https://openalex.org/W2077531162","https://openalex.org/W2077851417","https://openalex.org/W2078808258","https://openalex.org/W2080485735","https://openalex.org/W2082028772","https://openalex.org/W2083898265","https://openalex.org/W2087457888","https://openalex.org/W2093347216","https://openalex.org/W2093405221","https://openalex.org/W2093656843","https://openalex.org/W2094000890","https://openalex.org/W2097177076","https://openalex.org/W2097525814","https://openalex.org/W2100203907","https://openalex.org/W2100667046","https://openalex.org/W2103488286","https://openalex.org/W2104443484","https://openalex.org/W2104697321","https://openalex.org/W2105485775","https://openalex.org/W2109955173","https://openalex.org/W2112256230","https://openalex.org/W2112367557","https://openalex.org/W2115262103","https://openalex.org/W2115747715","https://openalex.org/W2119780569","https://openalex.org/W2121251109","https://openalex.org/W2122006260","https://openalex.org/W2124898613","https://openalex.org/W2125364437","https://openalex.org/W2126380843","https://openalex.org/W2127036993","https://openalex.org/W2127566439","https://openalex.org/W2127567866","https://openalex.org/W2130088202","https://openalex.org/W2131461436","https://openalex.org/W2141613794","https://openalex.org/W2145811713","https://openalex.org/W2146869130","https://openalex.org/W2148222547","https://openalex.org/W2149078923","https://openalex.org/W2149634314","https://openalex.org/W2151488742","https://openalex.org/W2153372894","https://openalex.org/W2153656501","https://openalex.org/W2154284287","https://openalex.org/W2154765346","https://openalex.org/W2155101728","https://openalex.org/W2155923163","https://openalex.org/W2156109180","https://openalex.org/W2157025396","https://openalex.org/W2160643210","https://openalex.org/W2161438793","https://openalex.org/W2161899020","https://openalex.org/W2163534880","https://openalex.org/W2169601162","https://openalex.org/W2170294390","https://openalex.org/W2170525759","https://openalex.org/W2179200719","https://openalex.org/W2186767723","https://openalex.org/W2305697261","https://openalex.org/W2317898023","https://openalex.org/W2322324549","https://openalex.org/W2328936737","https://openalex.org/W2334317552","https://openalex.org/W2339053911","https://openalex.org/W2479574756","https://openalex.org/W2529448783","https://openalex.org/W2529617261","https://openalex.org/W2554549814","https://openalex.org/W2566161898","https://openalex.org/W2580206407","https://openalex.org/W2587613536","https://openalex.org/W2593207000","https://openalex.org/W2602760598","https://openalex.org/W2609043918","https://openalex.org/W2620180104","https://openalex.org/W2621286955","https://openalex.org/W2734151919","https://openalex.org/W2735056142","https://openalex.org/W2751778071","https://openalex.org/W2759516091","https://openalex.org/W2765786321","https://openalex.org/W2781956785","https://openalex.org/W2792148101","https://openalex.org/W2793760250","https://openalex.org/W3121545263","https://openalex.org/W3124114405","https://openalex.org/W3125499115","https://openalex.org/W3126045164","https://openalex.org/W4238452350","https://openalex.org/W4250420895","https://openalex.org/W4294326487"],"related_works":["https://openalex.org/W6944190277","https://openalex.org/W7213931084","https://openalex.org/W2900581058","https://openalex.org/W3013080383","https://openalex.org/W4416006170","https://openalex.org/W2480353934","https://openalex.org/W7119287527","https://openalex.org/W2159301840","https://openalex.org/W7005558552","https://openalex.org/W7154065714"],"abstract_inverted_index":{"New":[0],"firms":[1],"face":[2],"challenging":[3],"financing":[4,24],"markets":[5],"due":[6],"to":[7,33,35,50,55,122,188,200,231,264,305,335],"their":[8,47,52,185,209],"liabilities":[9],"of":[10,60,70,85,149,163,217,235,244,259,271,293],"newness":[11],"(Stinchcombe":[12],"&":[13,27,65],"March,":[14],"1965).":[15],"As":[16],"a":[17,58,71,78,82,150,160,181,205,333],"result,":[18],"entrepreneurs":[19,300],"must":[20,155],"seek":[21],"out":[22],"alternative":[23,196],"avenues":[25],"(Berger":[26],"Udell,":[28],"1998)":[29],"and":[30,62,88,126,143,167,208,226,238,256,273,301,326],"surrender":[31],"equity":[32],"investors":[34,56],"receive":[36],"funds":[37],"needed":[38],"for":[39,197,280,314,329],"growth.":[40],"Entrepreneurs":[41],"use":[42],"the":[43,86,89,106,136,147,153,168,176,198,233,241,245,249,257,268,285,290,294,309,312,318],"business":[44,72,107,151],"pitch":[45,73,108],"as":[46,170],"primary":[48],"tool":[49],"present":[51],"value":[53],"proposition":[54],"through":[57,105],"combination":[59],"storytelling":[61],"sensegiving":[63],"(Lounsbury":[64],"Glynn,":[66],"2001).":[67],"The":[68,215,320],"content":[69],"can":[74,109],"be":[75,265,336],"crafted":[76],"in":[77,180,289,338],"way":[79,182],"that":[80,183,303],"delivers":[81],"favorable":[83],"impression":[84],"opportunity":[87,169,177,186],"entrepreneurial":[90,123],"team":[91],"(Pollack":[92],"et":[93],"al.,":[94],"2012).":[95],"What":[96],"has":[97],"not":[98,278],"been":[99],"investigated":[100],"is":[101,172],"whether":[102],"signals":[103,142,255],"sent":[104],"improve":[110,240],"an":[111,140],"entrepreneur's":[112,141],"negotiating":[113,242],"position.":[114],"This":[115],"analysis":[116,323],"builds":[117],"on":[118,135,204,284,317],"prior":[119],"research":[120,316],"relating":[121],"pitching":[124],"behaviors":[125],"decision":[127],"making":[128],"(Thompson,":[129],"2014;":[130],"Ellsberg,":[131],"1961)":[132],"by":[133,267,299],"focusing":[134],"unexplored":[137],"relationship":[138,250],"between":[139,251],"deal":[144,211],"structure.":[145],"At":[146],"stage":[148],"pitch,":[152],"entrepreneur":[154,199],"selectively":[156],"communicate":[157],"information":[158,174],"(in":[159],"finite":[161],"amount":[162],"time)":[164],"about":[165,175],"themselves":[166],"there":[171],"asymmetric":[173],"(signaling":[178],"theory)":[179],"makes":[184],"attractive":[187],"investors,":[189],"potentially":[190],"creating":[191],"more":[192],"than":[193],"one":[194],"investor":[195,207,236,260],"select":[201],"reducing":[202],"dependency":[203],"single":[206],"proposed":[210],"terms":[212],"(power-dependence":[213],"theory).":[214],"determinants":[216],"venture":[218,253],"quality":[219,254],"(human":[220],"capital,":[221,223,225],"social":[222],"intellectual":[224],"financial":[227],"capital)":[228],"were":[229],"theorized":[230,263],"increase":[232],"quantity":[234],"alternatives,":[237],"subsequently":[239],"position":[243],"entrepreneur.":[246],"In":[247],"addition,":[248],"high":[252],"number":[258],"alternatives":[261],"was":[262,277],"moderated":[266],"signal":[269],"characteristics":[270],"cost":[272],"honesty.":[274],"Though":[275],"support":[276],"found":[279],"these":[281,339],"hypotheses":[282],"based":[283],"selected":[286],"dataset":[287,310],"used":[288],"empirical":[291],"portion":[292],"study,":[295],"qualitative":[296],"responses":[297],"obtained":[298],"limitations":[302],"came":[304],"light":[306],"when":[307],"analyzing":[308],"create":[311],"need":[313],"further":[315],"topic.":[319],"computer-aided":[321],"text":[322],"linguistic":[324],"dictionaries":[325],"framework":[327],"established":[328],"this":[330],"investigation":[331],"provide":[332],"model":[334],"utilized":[337],"future":[340],"studies.":[341]},"counts_by_year":[{"year":2021,"cited_by_count":1}],"updated_date":"2026-11-04T10:54:05.112534","created_date":"2021-04-13T00:00:00"}
