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Trust and controllability in venture capital fundraising

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  • Kollmann, Tobias
  • Kuckertz, Andreas
  • Middelberg, Nils

Abstract

This study discusses a model of success in venture capital (VC) fundraising. We develop this model based on agency and trust theory. The model is tested against quantitative data collected from 151 limited partners (LP) with headquarters predominantly in North America and Europe. Beyond the well-known criterion of the VC firm's track record, results suggest that trust and perceived controllability shape the investment decisions of those LPs. Moreover, antecedents of these main factors are evaluated. In sum, this study shows how fundraising VC firms can systematically manage the fundraising process.

Suggested Citation

  • Kollmann, Tobias & Kuckertz, Andreas & Middelberg, Nils, 2014. "Trust and controllability in venture capital fundraising," Journal of Business Research, Elsevier, vol. 67(11), pages 2411-2418.
    • Handle: RePEc:eee:jbrese:v:67:y:2014:i:11:p:2411-2418
    DOI: 10.1016/j.jbusres.2014.02.008
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    Cited by:

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    2. Kuckertz, Andreas & Kollmann, Tobias & Röhm, Patrick & Middelberg, Nils, 2015. "The interplay of track record and trustworthiness in venture capital fundraising," Journal of Business Venturing Insights, Elsevier, vol. 4(C), pages 6-13.
    3. Ji Liu & Zheng Xu & Yanmei Zhang & Wei Dai & Hao Wu & Shiping Chen, 2022. "Digging into Primary Financial Market: Challenges and Opportunities of Adopting Blockchain," Papers 2204.09544, arXiv.org.
    4. Robert Loos & Bernhard Schwetzler, 2017. "Fueling the buyout machine: fundraising in private equity," Financial Markets and Portfolio Management, Springer;Swiss Society for Financial Market Research, vol. 31(4), pages 397-443, November.
    5. Wang, Qing (Sophie) & Lai, Shaojie & Anderson, Hamish D., 2021. "VC fund preferences and exits of individual investors," Pacific-Basin Finance Journal, Elsevier, vol. 67(C).
    6. Elena Rivo-López & Mónica Villanueva-Villar & Alberto Vaquero-García, 2016. "Family office: a new category in family business research?," Working Papers. Collection C: Family business 1601, Universidade de Vigo, GEN - Governance and Economics research Network.
    7. Nicolas Bédu & Olivier Brossard & Matthieu Montalban, 2024. "Proximity relations and the fate of VC-backed startups: Evidence from a global 33-year-long dataset," Journal of Evolutionary Economics, Springer, vol. 34(2), pages 429-464, April.

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