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The Role of Trust in the Informal Investor's Investment Decision: An Exploratory Analysis

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  • Richard T. Harrison
  • Mark R. Dibben
  • Colin M. Mason

Abstract

Research into the informal venture capital market is characterized by a focus on empirical research into the characteristics of the market and on the development and analysis of the public policy Implications of this empirical research. There has, however, been little systematic application or development of theoretical models and frameworks appropriate to the informal venture capital market. Nor, with a few recent exceptions, has the empirical analysis of the market moved on to examine issues surrounding the process of Informal investment rather than the outcomes of that process. In this paper we seek to rectify both of these deficiencies. First, we develop a framework for the elucidation of the concepts of swift trust and swift cooperation, and in so doing formalize and expand on the generally passing references to trust in the entrepreneurship and venture capital literatures. Second, we derive from this an operationable framework for analyzing trust and cooperation, which we apply to the informal Investment decision-making process. Using verbal protocol analysis of Investor reactions In real time to one particular investment opportunity, we empirically examine the role of trust and cooperation in the investors’ Initial screening of potential investment opportunities, and the investors’ assessment of the intermediary responsible for providing the initial referral of the Investment opportunity.

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  • Richard T. Harrison & Mark R. Dibben & Colin M. Mason, 1997. "The Role of Trust in the Informal Investor's Investment Decision: An Exploratory Analysis," Entrepreneurship Theory and Practice, , vol. 21(4), pages 63-81, July.
  • Handle: RePEc:sae:entthe:v:21:y:1997:i:4:p:63-81
    DOI: 10.1177/104225879702100405
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    3. Upasana Singh & Kailash B. L. Srivastava, 2009. "Nurturing Interpersonal Trust for Knowledge Sharing," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 34(2), pages 183-201, May.
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    6. Albert Irawan, 2014. "Factors that Determines the Success of Business Demon Value Added Management," Business and Economic Research, Macrothink Institute, vol. 4(1), pages 319-350, June.
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    8. Sanchez-Ruiz, Paul & Wood, Matthew S. & Long-Ruboyianes, Anna, 2021. "Persuasive or polarizing? The influence of entrepreneurs' use of ingratiation rhetoric on investor funding decisions," Journal of Business Venturing, Elsevier, vol. 36(4).
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    10. Al James, 2005. "Demystifying the role of culture in innovative regional economies," Regional Studies, Taylor & Francis Journals, vol. 39(9), pages 1197-1216.

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