Evaluating the Credibility of Entrepreneurs’ Impact Promises in Early-Stage Impact Investing

Abstract

This article investigates ethnographically how early-stage impact investors evaluate the credibility of the impact promises made by social entrepreneurs. Uncovering how investors carry out this task beyond observable characteristics and self-reported prosocial intentions, I propose that their evaluation of impact promises centers on four interrelated aspects of the entrepreneurs’ behavior: impact metrics, impact track record, impact management, and impact prospects. I articulate these aspects into a framework explaining how credible beliefs about entrepreneurs’ impact promises emerge among investors and embolden their investment decisions.