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Attracting Early‐Stage Investors: Evidence from a Randomized Field Experiment
Author(s) -
BERNSTEIN SHAI,
KORTEWEG ARTHUR,
LAWS KEVIN
Publication year - 2017
Publication title -
the journal of finance
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 18.151
H-Index - 299
eISSN - 1540-6261
pISSN - 0022-1082
DOI - 10.1111/jofi.12470
Subject(s) - business , quality (philosophy) , stage (stratigraphy) , finance , paleontology , philosophy , epistemology , biology
ABSTRACT This paper uses a randomized field experiment to identify which start‐up characteristics are most important to investors in early‐stage firms. The experiment randomizes investors’ information sets of fund‐raising start‐ups. The average investor responds strongly to information about the founding team, but not to firm traction or existing lead investors. We provide evidence that the team is not merely a signal of quality, and that investing based on team information is a rational strategy. Together, our results indicate that information about human assets is causally important for the funding of early‐stage firms and hence for entrepreneurial success.