The entrepreneurial pitching process: A systematic review using topic modeling and future research agenda

Jordan J. McSweeney, Kevin T. McSweeney, Thomas H. Allison and Aaron H. Anglin

Journal of Business Venturing, 2025, vol. 40, issue 5

Abstract: Entrepreneurial pitching research has grown substantially over the last several decades. Despite this growth, prior research remains highly fragmented leaving us with a lack of conceptual clarity regarding what entrepreneurial pitching entails and how it unfolds over time. To address these issues, we conduct a systematic literature review of 173 articles examining entrepreneurial pitching from 2000 until 2024. Our review offers three important contributions to the entrepreneurship literature. First, we develop a process model of entrepreneurial pitching that provides a more holistic understanding of how entrepreneurial pitching unfolds over time by categorizing the 15 topics we identified into four stages: Pre-Pitch, Pitching, Post-Pitch, and Evaluation. Second, we leverage our review and integrative process model of entrepreneurial pitching to provide a roadmap to help guide future research. Third, we develop an integrative definition of entrepreneurial pitching that can conceptually anchor future studies.

Keywords: Entrepreneurial pitching; Entrepreneurial communication; Resource providers; Venture evaluation; Resource acquisition; Entrepreneurial finance; Topic modeling (search for similar items in EconPapers)
Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbvent:v:40:y:2025:i:5:s0883902625000473

DOI: 10.1016/j.jbusvent.2025.106519

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