Different pitches for different stages of entrepreneurial development: the practice of pitching to business angels

Bruce Teague, M. David Gorton and Yanxin Liu

Entrepreneurship & Regional Development, 2020, vol. 32, issue 3-4, 334-352

Abstract: In this paper, we draw upon social practice theory as a lens through which to challenge commonly held assumptions about the practice of pitching. This study presents evidence suggesting that the commonly studied investment pitch, may in fact be part of a larger relational practice that plays out across time as entrepreneurs and their new businesses develop. We present findings from twenty-seven months of participant observation in an active angel investment organization located in the United States. Based on our observations, we discuss four types of pitch: developmental, pre-investment, investment, and update.

Date: 2020
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Persistent link: https://EconPapers.repec.org/RePEc:taf:entreg:v:32:y:2020:i:3-4:p:334-352

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DOI: 10.1080/08985626.2019.1641977

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