Presenter passion and presentation design on reviewer assessment and subsequent success: An empirical study of high technology proposal and business plan presentations |
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| Authors: | Craig S Galbraith Alex F DeNoble Sanford B Ehrlich Alexandra Nadya Horowitz |
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| Institution: | 1. Department of Management, Cameron School of Business, University of North Carolina Wilmington, 601 South College Road, Wilmington, NC 28403-5664, United States;2. San Diego State University, Department of Management, College of Business Administration, 5500 Campanile Drive, San Diego, CA 92182-8236, United States;3. San Diego State University, Department of Management, College of Business Administration, 5500 Campanile Drive, San Diego, CA 92182, United States;4. Department of Psychology, Hofstra University, Hempstead, NY 11549-1000, United States |
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| Abstract: | We investigate two fundamental research questions related to the funding of early-stage technology enterprises. First, does presentation design, and the presenting entrepreneur's passion and preparedness, influence experts' assessment of the merit and commercialization potential of an emerging firm's technology? Second, are the entrepreneur's passion and preparedness during a formal presentation associated with future technology success? We analyze twenty-two video-taped presentations to a U.S. Department of Defense technology transfer and granting consortium, and track subsequent technology success. From the data it appears that both entrepreneurial passion and presentation design does influence expert assessment of a technology, and future commercialization success can be predicted to some extent by the level of entrepreneurial passion exhibited during the presentation. |
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