انجمن مدیریت راهبردی ایران فصلنامه مطالعات مدیریت راهبردی 2228-6853 17 65 2026 03 21 Providing framework for success in crowdfunding acceptance in startups ارائه چارچوبی برای موفقیت در پذیرش جمع‌سپاری مالی در کسب‌وکارهای نوپا 325 350 242701 10.22034/smsj.2025.527758.2163 FA محمدرضا فلاح دانشیار، دانشکده مدیریت و حسابداری، دانشگاه حضرت معصومه س، قم، ایران 0000-0003-2889-8492 محمد طالاری دانشیار، دانشکده مدیریت و حسابداری، دانشگاه حضرت معصومه س، قم، ایران 0000-0001-6346-2630 فاطمه میرکانی کارشناسی ارشد، دانشکده مدیریت و حسابداری، دانشگاه حضرت معصومه س، قم، ایران Journal Article 2025 06 01 Introduction: In the modern era, securing capital has always been one of the fundamental challenges of entrepreneurship in the early stages of establishing startups, and crowdfunding is one of the effective ways to provide the necessary funding for knowledge-based companies. Crowdfunding is a relatively new method for raising capital for new investments, facilitating the collection of funds from the public via the internet. Crowdfunding is an internet-based financing method used by project founders, enabling individuals to raise funds from the crowd to support their projects funding can also be referred to as a digital financial innovation that, by bypassing credit crises, banking system rigidities, and capital market limitations, allows new investments and established companies to obtain the necessary funding to support innovations. In essence, crowdfunding is the process of aggregating and distributing relatively small financial contributions from a large number of backers in exchange for equity, debt with returns, or non-financial rewards. In this method, the target community of backers consists of individuals or organizations typically networked through the internet to collectively support other individuals or organizations. Although the primary goal of many studies on crowdfunding is to provide strategies and tools to empower individuals in successfully utilizing crowdfunding so that they can ultimately meet the financial needs of projects through social participation, the success of a crowdfunding campaign depends on numerous factors. The main issue and theoretical gap in this field is how it is adopted by startups. Given this context, the main objective of this research is to answer the following questions: Who are the key players in the successful adoption of crowdfunding in the startup sector? What are the relationships between these key players? Ultimately, what is the appropriate framework for the successful adoption of crowdfunding in the startup sector? The research results demonstrate that the outcome of an equity-based crowdfunding campaign is significantly associated with the signals entrepreneurs provide through hard information (company characteristics, financial data, business features, and project details) and soft information (intellectual capital, human capital, social capital, and social media networks). Furthermore, this financing mechanism is accelerated through digital media platforms that facilitate personal interactions between entrepreneurs and investors. In a complementary finding, revealed that policymakers can effectively influence investor participation through persuasive messaging and by establishing secure crowdfunding ecosystems. Methodology: The present study adopts a qualitative approach, is developmental in terms of purpose, and descriptive in terms of nature and method. The statistical population of this research consists of experts, managers, and specialists in startups who have either used crowdfunding to finance their businesses or intend to do so. The sampling method in this study is non-probabilistic (theoretical sampling), with data saturation achieved through exploratory interviews involving 18 participants. For data analysis, the Grounded Theory method employed. Results and Discussion: Through three-stage coding (open, selective, and theoretical), the analysis identified 67 instances categorized into 11 key concepts - marketing capability enhancement, risk management development, process intelligence, ecosystem development, infrastructural foundations, firm/company characteristics, supporters, competitors, networking, momentum building, and institutionalization - which were further classified into four core categories: multi-dimensional empowerment, inclusive capacity building, collaborative synergy, and dynamic reinvention. Successful execution of crowdfunding in startups proves particularly complex due to their dynamic and uncertain nature, with oversight of critical factors potentially creating significant challenges for founders. The crowdfunding process comprises three distinct phases—pre-launch, active campaign, and post-campaign—each requiring specific prerequisites. This study identifies these fundamental requirements as "multi-dimensional empowerment" (pre-launch), "inclusive capacity building" (active phase), "collaborative co-creation" (post-campaign), and "dynamic reinvention" (ongoing adaptation), forming a comprehensive framework for startup crowdfunding implementation. Conclusion: Addressing the low success rate of crowdfunding among startups, this study develops an adoption framework, noting that while popular, its success factors remain understudied. The findings identify two key dimensions: multi-dimensional empowerment (internal factors within startups' control including risk management development, process intelligence, and marketing capability enhancement) and inclusive capacity building (external ecosystem factors comprising ecosystem development and infrastructural foundations, requiring collaboration with science parks, evaluation institutions, venture funds, NGOs, and government agencies). Crucially, the research highlights stakeholder co-creation as pivotal - a strategic approach engaging diverse actors in collaborative product/service design from ideation to implementation to generate shared value, ultimately determining crowdfunding success for startups. This study faced certain constraints, particularly regarding the complexity of success metrics in crowdfunding, which were mitigated through the integration of standardized terminology. Another limitation was the exclusive focus on startups, necessitating further research to generalize the findings to other domains. With minor modifications, the proposed model can be adapted to other crowdfunding contexts. در عصر حاضر تأمین سرمایه همواره یکی از چالش‌های اساسی کارآفرینی در مراحل اولیه تأسیس کسب‌وکارهای نوپا بوده و جمع‌سپاری مالی یکی از راه‌های مؤثر برای تأمین سرمایه موردنیاز شرکت‌های دانش‌بنیان است؛ در این راستا، هدف پژوهش حاضر شناسایی پیشران‌های موفقیت جمع‌سپاری مالی است. رویکرد پژوهش حاضر از نوع کیفی و این مطالعه ازنظر هدف، توسعه‌ای و ازلحاظ ماهیت و روش، توصیفی است. جامعه آماری این پژوهش را، خبرگان، مدیران و کارشناسان کسب‌وکارهای نوپا که از روش جمع‌سپاری برای تأمین مالی خود استفاده کرده یا قصد استفاده از این روش را دارند، تشکیل می‌دهد. روش نمونه‌گیری این تحقیق غیر احتمالی نظری بوده که با ابزار مصاحبه اکتشافی و با ۱۸ نفر مشارکت‌کننده، اشباع حاصل‌شده است. روش تجزیه‌وتحلیل داده‌ها در این تحقیق، نظریه داده‌بنیاد با رویکرد گلیزری است که درنتیجه آن 67 واقعه در 11 مفهوم و 4 مقوله اصلی شناسایی و برچسب‌گذاری شده است. یافته‌های پژوهش نشان می‌دهد برای موفقیت جمع‌سپاری مالی باید به چهار مقوله «توانمندسازی چندگانه»، «ظرفیت‌سازی فراگیر»، «هم‌افزایی مشترک» و «بازآفرینی پویا» توجه کرده که درنتیجه آن و با استفاده از این ابزارها، الزامات و پیشران‌های موفقیت جمع‌سپاری مالی در کسب‌وکارهای نوپا و شرکت‌های دانش‌بنیان ایجاد می‌شود.

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