A Neuroscience Approach to Women Entrepreneurs’ Pitch Performance: Impact of Inter-Brain Synchrony on Investment Decisions

Stephanie Balters (), Sohvi Heaton and Allan L. Reiss
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Stephanie Balters: Stanford University
Sohvi Heaton: Santa Clara University, Leavey School of Business
Allan L. Reiss: Stanford University

A chapter in Design Thinking Research, 2023, pp 213-225 from Springer

Abstract: Abstract Making a successful pitch to investors is vital to the success of startups. Improving pitch performance in women entrepreneurs might be an effective mechanism to close gender disparity in entrepreneurship. Drawing on social neuroscience studies, we present our scientific approach to shedding light on the role of “inter-brain synchrony” between women entrepreneurs and investors in pitch performance. Using functional near-infrared spectroscopy (fNIRS) hyperscanning, we will scan 40 entrepreneur-investor dyads who engage in naturalistic pitch events. We will elucidate patterns of inter-brain synchrony that are associated with pitch performance. Additionally, we will assess whether the sex composition of an entrepreneur-investor dyad affects these associations. A better understanding of the inter-brain signatures underlying successful (and unsuccessful) pitches will generate insights into the design of novel and effective interventions that can help catalyze the success of women entrepreneurs.

Date: 2023
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DOI: 10.1007/978-3-031-36103-6_11

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