Value Creation in Start-Up Discourse: Linking Pitch and Venture Through Logics of Justification

German Varas (), Omar Sabaj (), Clay Spinuzzi, Miguel Fuentes, Valentin Gerard and Paula Cabezas
Additional contact information
German Varas: UR - Université de Rennes
Omar Sabaj: USERENA - Universidad de La Serena
Clay Spinuzzi: University of Texas at Austin [Austin]
Miguel Fuentes: USERENA - Universidad de La Serena
Valentin Gerard: UR - Université de Rennes
Paula Cabezas: USERENA - Universidad de La Serena

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Abstract: How do start-ups create value through the language of their business pitches? In this article, we investigate that question by identifying the logics of justification they use, traditionally conceptualized as orders of worth. In this study of short written pitches in a 6-month Chilean accelerator program, we describe how we detected logics of justification through pitch language, and we identify (a) co-occurrence patterns among logics of justification, (b) associations between logics of justification and industry sectors, and (c) associations between logics and a firm's customer segment (B2B, B2C). This study provides unique insights into how start-ups sometimes justify innovations by using specific patterns of language depending on a venture's features.

Keywords: entrepreneurship; pitch; orders of worth; start-up discourse; accelerators (search for similar items in EconPapers)
Date: 2023
New Economics Papers: this item is included in nep-cse and nep-sbm
Note: View the original document on HAL open archive server: https://hal.science/hal-03972594
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Published in International Journal of Business Communication, 2023, ⟨10.1177/23294884221147020⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-03972594

DOI: 10.1177/23294884221147020

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