External capital plays an important role in financing entrepreneurial ventures, due to limited internal capital sources. An important external capital provider for entrepreneurial ventures are venture capitalists (VCs). VCs worldwide are often confronted with thousands of proposals of entrepreneurial ventures per year and must choose among all of these companies in which to invest. Not only do VCs finance companies at their early stages, but they also finance entrepreneurial companies in their later stages, when companies have secured their first market success. That is why this dissertation focuses on the decision-making behavior of VCs when investing in later-stage ventures. This dissertation uses both qualitative as well as quantitative research methods in order to provide answer to how the decision-making behavior of VCs that invest in later-stage ventures can be described.
Based on qualitative interviews with 19 investment professionals, the first insight gained is that for different stages of venture development, different decision criteria are applied. This is attributed to different risks and goals of ventures at different stages, as well as the different types of information available. These decision criteria in the context of later-stage ventures contrast with results from studies that focus on early-stage ventures. Later-stage ventures possess meaningful information on financials (revenue growth and profitability), the established business model, and existing external investors that is not available for early-stage ventures and therefore constitute new decision criteria for this specific context.
Following this identification of the most relevant decision criteria for investors in the context of later-stage ventures, a conjoint study with 749 participants was carried out to understand the relative importance of decision criteria. The results showed that investors attribute the highest importance to 1) revenue growth, (2) value-added of products/services for customers, and (3) management team track record, demonstrating differences when compared to decision-making studies in the context of early-stage ventures.
Not only do the characteristics of a venture influence the decision to invest, additional indirect factors, such as individual characteristics or characteristics of the investment firm, can influence individual decisions. Relying on cognitive theory, this study investigated the influence of various individual characteristics on screening decisions and found that both investment experience and entrepreneurial experience have an influence on individual decision-making behavior. This study also examined whether goals, incentive structures, resources, and governance of the investment firm influence decision making in the context of later-stage ventures. This study particularly investigated two distinct types of investment firms, family offices and corporate venture capital funds (CVC), which have unique structures, goals, and incentive systems. Additional quantitative analysis showed that family offices put less focus on high-growth firms and whether reputable investors are present. They tend to focus more on the profitability of a later-stage venture in the initial screening. The analysis showed that CVCs place greater importance on product and business model characteristics than other investors. CVCs also favor later-stage ventures with lower revenue growth rates, indicating a preference for less risky investments. The results provide various insights for theory and practice.
International private equity development is highly volatile with increasing global diversification. This thesis examines the transaction patterns of cross-border private equity investment with a particular focus on the affinity of country pairs. Analysis is based on a comprehensive dataset of 99 countries over 25 years. A three-dimensional gravity model analysis covering source and host country over time exposes the effects of the country determinants: economic mass, economic distance, banking system, corporate endowment, as well as legal, political, and institutional system on the transactions. A new method is developed to examine countries in their dual roles as investor and target. This approach verifies their global importance as source and host, and also makes possible an analysis of overall private equity investment. For private equity-specific multi-investor deals, a scheme is designed to measure cross-border activity with more precision by participation, proportional deal participation, and deal flow. The analysis identifies intense level of affinity between country pairs and reveals that no single country is ideal for private equity activity. Instead, the findings show that the specific push and pull factors within each country constellation define the optimal country as trading partner. The results verify a correlation between cross-border deals and economic masses and reduced economic distance of countries. Geographic distance and cultural similarities, such as language and legal system, intensify the likelihood of initiating transactions. International trade-oriented countries with a high level of development lower the entrance barriers and increase the chances of deal success. A well-funded financial system for the investor and an efficient and competitive banking system of target countries enhance the probability of investment between countries. Also relevant for the likelihood of starting cross-border deals are low corporate tax burdens and advanced scientific competitiveness, and a well-developed stock market in the investor country. Fundamental to frequency and likelihood of success are well-established, high standards of a country- social, political, and legal systems with widespread confidence in the rules of society. In particular, the reliability of contract enforcement, with proven quality of regulations that promote private sector development, proves to be crucial for deal success.