Journal article
Decoding the nascent entrepreneurial pitch
International Journal of Entrepreneurial Behavior & Research, Vol.27(8), pp.1936-1957
2021
Abstract
Purpose:
This paper investigates how early-stage founders use the 60-s nascent pitch to attract co-founders, by applying the narrative paradigm.
Design/methodology/approach:
Videos of supported and non-supported pitches from Startup Weekend were analysed using the Grounded Theory Method.
Findings:
The findings were used to develop a framework for a successful nascent pitch. It shows that founders who can engage the audience, convey credibility and use symbols effectively are more likely to attract co-founders. Bringing these three elements together through personalisation, that is, making the startup concept tangible and personally relevant for co-founders to visualise, enables the founder to talk a venture into existence.
Practical implications:
This paper holds implications for founders and entrepreneurship mentors to craft a powerful, persuasive pitch by drawing on the framework.
Originality/value:
The framework brings a holistic understanding to the nascent pitch and explains how nascent founders acquire human resources at one of the earliest stages of venture formation. In this way, concerns of prior fragmented approaches focussed only on narrative elements of investment pitches are addressed.
Details
- Title
- Decoding the nascent entrepreneurial pitch
- Authors
- Margarietha de Villiers Scheepers (Author) - University of the Sunshine Coast, Queensland, School of Business and Creative IndustriesRenee Barnes (Author) - University of the Sunshine Coast, Queensland, School of Business and Creative IndustriesLaura Kate Garrett (Author) - University of the Sunshine Coast, Queensland, School of Business and Creative Industries
- Publication details
- International Journal of Entrepreneurial Behavior & Research, Vol.27(8), pp.1936-1957
- Publisher
- Emerald Publishing Limited
- DOI
- 10.1108/IJEBR-10-2020-0673
- ISSN
- 1758-6534
- Organisation Unit
- Sustainability Research Centre; University of the Sunshine Coast, Queensland; Engage Research Lab; School of Business and Creative Industries
- Language
- English
- Record Identifier
- 99565808902621
- Output Type
- Journal article
Metrics
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- Business
- Management
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