Focus
Many owner-managed companies, from startups to growth-oriented SMEs, must convince key stakeholders long before they are established, widely visible, or clearly assessable. In this knowledge area, we study how entrepreneurial communication builds trust, attracts attention, and influences the decisions of investors, customers, and other stakeholders.
Research questions
- Which linguistic signals and forms of expression increase credibility?
- How do public communication and personal presentation influence financing decisions?
- How can communication help overcome biases and preconceived judgments?
- How can entrepreneurs most effectively convince potential co-founders and early customers?
- How does AI change our communication and its perception?
- When and why do certain communication styles lead to overconfidence, misunderstandings, or negative evaluations?
Methods
We combine large-scale quantitative analyses of real decision data with experiments and the analysis of digital traces (e.g., social media, platform data, and public presentations). The goal is to generate evidence-based insights into when and why entrepreneurial communication persuades, and when it fails.
Key Publications
2026
Wesemann Lekkas, H., Antretter, T., Shepherd, D., Wincent, J. (2026). To Crush the Pitch, Skip the Suit. Harvard Business Review
2025
Wesemann Lekkas, H., Antretter, T., Shepherd, D., Souitaris, V., Wincent, J. (2025). Appearing Authentic: How Dress Formality Influences Perceived Authenticity in Investment Evaluations. Journal of Management
Wesemann Lekkas, H., Antretter, T., Shepherd, D., Wincent, J. (2025). Following in the Footsteps of Others: Social Proof in Angel Groups. Entrepreneurship Theory & Practice
Antretter, T., Wesemann Lekkas, H., Djokovic, D., Souitaris, V., Wincent, J. (2025). Not what you expected to see? Obesity stereotypes, expectancy violations, and angel investment decisions. Journal of Business Venturing
2024
Wesemann Lekkas, H., Antretter, T., Justo, R. (2024). From Skepticism to Support: Closing the Impact Investment Gap of Angel Investors. California Management Review Insights
Wesemann, H., He, V.F., Sirén, C., Grichnik, D., Wincent, J. (2024). The Two Faces of Hierarchy: CEO Power and TMT Learning Diversity in Technology Venture Innovation. Small Business Economics
2023
Wesemann, H., Antretter, T. (2023). Why Don’t You Like Me? Causes of the Social Venture Funding Gap in Angel Investing. Journal of Business Venturing Insights
Wesemann, H., Antretter, T. (2023). Business Angel Networks: A Path to Profitable Internationalization. Venture Capital
2022
Wesemann, H., Wincent, J., Mitchell, H. (2022). In Crowdfunding Campaigns, Being a Woman Might Be an Advantage. The Wall Street Journal
2021
Wesemann, H., Wincent, J. (2021). A Whole New World: Counterintuitive Crowdfunding Insights for Female Founders. Journal of Business Venturing Insights
2020
Sirén, C., He, F., Wesemann, H., Jonassen, Z., Grichnik, D., von Krogh, G. (2020). Leader Emergence in Nascent Venture Teams: The Critical Role of Individual Emotion Regulation and Team Emotions. Journal of Management Studies
Malmström, M., Wesemann, H., Wincent, J. (2020). How Women Can Improve Their Venture Pitch Outcomes. MIT Sloan Management Review
Impact and transfer
These insights feed into teaching, executive education, and ongoing exchange with founders, investors, and policy makers.
