The DOI matches its Crossref record; 40 of the 40 references it cites were found in a registry or an index.
Investors prefer entrepreneurial ventures pitched by attractive men
Open accessAbstract
Significance: We identify a profound and consistent gender gap in entrepreneurship, a central path to job creation, economic growth, and prosperity. Across a field setting (three entrepreneurial pitch competitions in the United States) and two controlled experiments, we find that investors prefer entrepreneurial pitches presented by male entrepreneurs compared with pitches presented by female entrepreneurs, even when the content of the pitch is the same. This effect is moderated by male physical attractiveness: attractive males are particularly persuasive, whereas physical attractiveness does not matter among female entrepreneurs. These findings fundamentally advance the science related to gender, physical attractiveness, psychological persuasion, bias, role expectations, and entrepreneurship.
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Cites
The Promise of Entrepreneurship as a Field of Research
Shane, S., & Venkataraman, S. (2000) · Academy of Management Review · doi:10.5465/amr.2000.2791611 · Cited by 11,223
Global Entrepreneurship Monitor
Brown, W., Galloway, L., & Levie, J. (2002) · Cited by 2,931
Heilman, M. E. (2001) · Journal of Social Issues · doi:10.1111/0022-4537.00234 · Cited by 2,482
Grabe, S., Ward, L. M., & Hyde, J. S. (2008) · Psychological Bulletin · doi:10.1037/0033-2909.134.3.460 · Cited by 2,053
Why Research on Women Entrepreneurs Needs New Directions
Ahl, H. (2006) · Entrepreneurship Theory and Practice · doi:10.1111/j.1540-6520.2006.00138.x · Cited by 2,036
Who Creates Jobs? Small versus Large versus Young
Haltiwanger, J., Jarmin, R. S., & Miranda, J. (2013) · Review of Economics and Statistics · doi:10.1162/rest_a_00288 · Cited by 1,936
Groesz, L. M., Levine, M. P., & Murnen, S. K. (2002) · International Journal of Eating Disorders · doi:10.1002/eat.10005 · Cited by 1,772
Research on Women Business Owners: Past Trends, a New Perspective and Future Directions
Brush, C. G. (1992) · Entrepreneurship Theory and Practice · doi:10.1177/104225879201600401 · Cited by 1,622
Kaplan, S. N., & Stromberg, P. (2003) · Review of Economic Studies · doi:10.1111/1467-937x.00245 · Cited by 1,533
Does female representation in top management improve firm performance? A panel data investigation
Dezsö, C. L., & Ross, D. G. (2012) · Strategic Management Journal · doi:10.1002/smj.1955 · Cited by 1,424
Cited by
Newman, A., Obschonka, M., Schwarz, S., Cohen, M., & Nielsen, I. (2019) · Journal of Vocational Behavior · doi:10.1016/j.jvb.2018.05.012 · Cited by 875
Huang, L., & Pearce, J. L. (2015) · Administrative Science Quarterly · doi:10.1177/0001839215597270 · Cited by 465
Self-citationDon’t Pitch Like a Girl!: How Gender Stereotypes Influence Investor Decisions
Balachandra, L., Briggs, T., Eddleston, K., & Brush, C. (2019) · Entrepreneurship Theory and Practice · doi:10.1177/1042258717728028 · Cited by 384
Are early stage investors biased against women?
Ewens, M., & Townsend, R. R. (2020) · Journal of Financial Economics · doi:10.1016/j.jfineco.2019.07.002 · Cited by 353
Masculine defaults: Identifying and mitigating hidden cultural biases.
Cheryan, S., & Markus, H. R. (2020) · Psychological Review · doi:10.1037/rev0000209 · Cited by 328
Metadata
- Authors
- Brooks, A. W., Huang, L., Kearney, S. W., & Murray, F. E.
- Venue
- Proceedings of the National Academy of Sciences
- Published
- 2014-03-10
- Volume
- 111
- Issue
- 12
- Pages
- 4427-4431
- ISSN
- 0027-8424 (ISSN-L)
- 1091-6490
- OpenAlex
- W1981114063
- Cited by
- 493
- References
- 40
- FWCI
- 45.55
- Type
- journal article
- Language
- en
- Open access
- bronze
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- Brooks, A. W., Huang, L., Kearney, S. W., & Murray, F. E. (2014). Investors prefer entrepreneurial ventures pitched by attractive men. Proceedings of the National Academy of Sciences. https://doi.org/10.1073/pnas.1321202111
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
