A recent study analyzed 789 entrepreneur pitches from Shark Tank, revealing that investor success hinges on the type of confidence exhibited by founders. Visionary founders displaying charm and persuasive skills attract investors, while combative individuals often deter funding despite having viable businesses. The research identified two types of narcissism: admiration, which fosters trust, and rivalry, which breeds skepticism. Emotional tone and perceived leadership were found to significantly influence investment decisions, indicating that strong fundamentals alone cannot guarantee success without the right presentation of confidence.
"Founders who radiate vision and charm tend to gain investor trust and interest," said Professor Veroniek Collewaert, co-author and professor of entrepreneurship at Vlerick Business School.
"It wasn't just about the product or the numbers," explained Professor Paul Sanchez-Ruiz of Iowa State University. "Investor sentiment was shaped by the emotional tone of the interaction. Trust, perceived leadership capability, and emotional intelligence played a central role."
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