The Role of Framing Specificity in Entrepreneurial Funding

Le résumé fourni par la source

Entrepreneurial ventures often use linguistic framing to communicate their offerings. While prior research highlights the importance of framing in securing support, it has primarily focused on general claims, overlooking contextual details that shape audience evaluations. Drawing on cognitive linguistics and sensemaking literature, this study examines how framing specificity influences funding outcomes. We distinguish between generic frames, which present claims without context, and specific frames, which embed claims within concrete features such as product attributes. Using crowdfunding data, we find that specific frames outperform generic frames in funding outcomes. However, the effectiveness of both types of frames depends on the competitive framing environment. These findings advance research on entrepreneurial framing by emphasizing the role of contextual information in audience evaluations and resource acquisition.

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