Too emotional to succeed: entrepreneurial narratives in a prosocial setting

Author Affiliation

  • Dr. Sahar Awan is Assistant Professor at Department of Management

Faculty / School

School of Business Studies (SBS)

Department

Department of Management

Was this content written or created while at IBA?

Yes

Document Type

Article

Source Publication

International Journal of Entrepreneurial Behavior & Research

ISSN

1355-2554

Disciplines

Cognitive Science | Entrepreneurial and Small Business Operations | Social Psychology

Abstract

Purpose

The purpose of this paper is to provide insight into the effectiveness of cognitive and emotional appeals to mobilize resources in prosocial crowdfunding settings that combine the creation of economic and social value.

Design/methodology/approach

The authors quantitatively measure the effectiveness of cognitive and emotional appeals in the entrepreneurial narratives of 2,098 entrepreneurs from 55 countries shared via the Kiva platform by performing multiple regression analysis.

Findings

The findings suggest that using cognitive appeals can attract more resources than using emotional appeals. In fact, using affective language in general, and negative emotion words specifically, can be detrimental and attract fewer resources.

Indexing Information

Scopus, Australian Business Deans Council (ABDC)

Journal Quality Ranking

5.995 (2021)

Citation/Publisher Attribution

Naimi, A., Arenas, D., Kickul, J. and Awan, S. (2022), "Too emotional to succeed: entrepreneurial narratives in a prosocial setting", International Journal of Entrepreneurial Behavior & Research, Vol. ahead-of-print No. ahead-of-print. https://doi.org/10.1108/IJEBR-11-2020-0800

Publication Status

Published

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