IDEAS home Printed from https://ideas.repec.org/a/gam/jadmsc/v12y2022i2p47-d788435.html
   My bibliography  Save this article

The Pitch: Some Face-to-Face Minutes to Build Trust

Author

Listed:
  • Fabien Guimtrandy

    (StruKturerS, 69006 Lyon, France)

  • Thierry Burger-Helmchen

    (Université de Strasbourg, Université de Lorraine, AgroParisTech, CNRS, INRAE, BETA, 67000 Strasbourg, France)

Abstract

The pitch is an important part of the entrepreneur–investor relationship. To come to an agreement, entrepreneurs and investors need to trust each other. However, how does trust arise between them, and how does trust evolve during the few minutes of a pitch? With the aim to develop propositions, we build on previous studies in entrepreneurship and venture funding. Therefore, we rely on the main concepts of trust useful to analyze the interpersonal relationship during a pitch: behavioral trust and transformative trust. We discuss the place of formal documents diffused prior to the pitch and the importance of the oral presentation. We conclude by suggesting testable proposition on the evolution of trust during the pitch.

Suggested Citation

  • Fabien Guimtrandy & Thierry Burger-Helmchen, 2022. "The Pitch: Some Face-to-Face Minutes to Build Trust," Administrative Sciences, MDPI, vol. 12(2), pages 1-14, April.
  • Handle: RePEc:gam:jadmsc:v:12:y:2022:i:2:p:47-:d:788435
    as

    Download full text from publisher

    File URL: https://www.mdpi.com/2076-3387/12/2/47/pdf
    Download Restriction: no

    File URL: https://www.mdpi.com/2076-3387/12/2/47/
    Download Restriction: no
    ---><---

    Other versions of this item:

    References listed on IDEAS

    as
    1. Bubna, Amit & Das, Sanjiv R. & Prabhala, Nagpurnanand, 2020. "Venture Capital Communities," Journal of Financial and Quantitative Analysis, Cambridge University Press, vol. 55(2), pages 621-651, March.
    2. Gompers, Paul A. & Gornall, Will & Kaplan, Steven N. & Strebulaev, Ilya A., 2020. "How do venture capitalists make decisions?," Journal of Financial Economics, Elsevier, vol. 135(1), pages 169-190.
    3. Macmillan, Ian C. & Siegel, Robin & Narasimha, P. N. Subba, 1985. "Criteria used by venture capitalists to evaluate new venture proposals," Journal of Business Venturing, Elsevier, vol. 1(1), pages 119-128.
    4. Christophe J. Godlewski & Bulat Sanditov & Thierry Burger-Helmchen, 2012. "Bank Lending Networks, Experience, Reputation, and Borrowing Costs: Empirical Evidence from the French Syndicated Lending Market," Journal of Business Finance & Accounting, Wiley Blackwell, vol. 39(1-2), pages 113-140, January.
    5. Christophe J. Godlewski & Bulat Sanditov & Thierry Burger-Helmchen, 2012. "Bank lending networks, experience, reputation, and borrowing costs : empirical evidence from the french syndicated lending market," Post-Print hal-01289953, HAL.
    6. Karen Kaplan, 2009. "Start up and succeed," Nature, Nature, vol. 462(7272), pages 530-531, November.
    7. Anokhin, Sergey & Wincent, Joakim & Oghazi, Pejvak, 2016. "Strategic effects of corporate venture capital investments," Journal of Business Venturing Insights, Elsevier, vol. 5(C), pages 63-69.
    8. Thierry Burger-Helmchen, 2007. "Rules of thumb and real option decision biases for optimally imperfect decisions : a simulation-based exploration," Post-Print hal-02153064, HAL.
    9. Yang Hongtao & Li Haiyan, 2018. "Trust Cognition of Entrepreneurs’ Behavioral Consistency Modulates Investment Decisions of Venture Capitalists in Cooperation," Entrepreneurship Research Journal, De Gruyter, vol. 8(3), pages 1-15, July.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Theo Renou & René Carraz & Thierry Burger-Helmchen, 2023. "Japan’s Corporate Governance Transformation: Convergence or Reconfiguration?," Administrative Sciences, MDPI, vol. 13(6), pages 1-17, May.
    2. Maurer, Joshua D. & Creek, Steven A. & Allison, Thomas H. & Bendickson, Joshua S. & Sahaym, Arvin, 2024. "Getting to know someone in ten seconds: Social role theory and perceived personality in entrepreneurial pitch videos," Journal of Business Research, Elsevier, vol. 174(C).
    3. Theo Renou & René Carrraz & Thierry Burger-Helmchen, 2023. "Japan’s Corporate Governance Transformation: Convergence or Reconfiguration? », Administrative sciences," Post-Print hal-04110803, HAL.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Jung Koo Kang & Christopher D. Williams & Regina Wittenberg-Moerman, 2021. "CDS trading and nonrelationship lending dynamics," Review of Accounting Studies, Springer, vol. 26(1), pages 258-292, March.
    2. Marie-Hélène Broihanne & Christophe J. GODLEWSKI, 2014. "Building reputation on the syndicated lending market: A participant bank perspective," Working Papers of LaRGE Research Center 2014-02, Laboratoire de Recherche en Gestion et Economie (LaRGE), Université de Strasbourg.
    3. Ohsung Kwon & Sung-guan Yun & Seung Hun Han & Yang Hon Chung & Duk Hee Lee, 2018. "Network Topology and Systemically Important Firms in the Interfirm Credit Network," Computational Economics, Springer;Society for Computational Economics, vol. 51(4), pages 847-864, April.
    4. Christophe J. Godlewski & Bulat Sanditov, 2018. "Financial Institutions Network and the Certification Value of Bank Loans," Financial Management, Financial Management Association International, vol. 47(2), pages 253-283, June.
    5. Godlewski, Christophe J., 2014. "Bank loans and borrower value during the global financial crisis: Empirical evidence from France," Journal of International Financial Markets, Institutions and Money, Elsevier, vol. 28(C), pages 100-130.
    6. Jian Mou & J. Christopher Westland & Tuan Q. Phan & Tianhui Tan, 2020. "Microlending on mobile social credit platforms: an exploratory study using Philippine loan contracts," Electronic Commerce Research, Springer, vol. 20(1), pages 173-196, March.
    7. Abdul Halim, Zairihan & Zakaria, Nadisah & Zakaria, Roza Hazli & Samsudin, Hazman, 2018. "Arrangers’ Identity and the Syndicate Structure of Sukuk," Jurnal Ekonomi Malaysia, Faculty of Economics and Business, Universiti Kebangsaan Malaysia, vol. 52(1), pages 243-256.
    8. Abdul Halim, Zairihan & How, Janice & Verhoeven, Peter & Hassan, M. Kabir, 2019. "The value of certification in Islamic bond offerings," Journal of Corporate Finance, Elsevier, vol. 55(C), pages 141-161.
    9. Alexandra Moritz & Walter Diegel & Joern Block & Christian Fisch, 2022. "VC investors’ venture screening: the role of the decision maker’s education and experience," Journal of Business Economics, Springer, vol. 92(1), pages 27-63, January.
    10. Christophe J. GODLEWSKI & Bulat SANDITOV, 2020. "Private debt renegotiation and financial institutions' network," Working Papers of LaRGE Research Center 2020-01, Laboratoire de Recherche en Gestion et Economie (LaRGE), Université de Strasbourg.
    11. Charl de Villiers & Matteo La Torre & Vida Botes, 2022. "Accounting and social capital: A review and reflections on future research opportunities," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 62(4), pages 4485-4521, December.
    12. Contreras, Gaby & Bos, Jaap & Kleimeier, Stefanie, 2018. "Link About It: Information Asymmetry, Knowledge Pooling and Syndication in Project Finance Lending," Research Memorandum 008, Maastricht University, Graduate School of Business and Economics (GSBE).
    13. Kostas Pappas & Alice Liang Xu, 2023. "Do foreign lenders' national cultures affect loan pricing?," International Journal of Finance & Economics, John Wiley & Sons, Ltd., vol. 28(2), pages 2006-2036, April.
    14. Fredj Jawadi & Abdoulkarim Idi Cheffou & Nabila Jawadi & Wael Louhichi, 2016. "On the Reputation of Islamic Banks: a Panel Data Qualitative Econometrics Analysis," Open Economies Review, Springer, vol. 27(5), pages 987-998, November.
    15. Kanno, Masayasu, 2020. "Credit rating migration risk and interconnectedness in a corporate lending network," Research in International Business and Finance, Elsevier, vol. 54(C).
    16. Lavanchy, Maude & Reichert, Patrick & Joshi, Amit, 2022. "Blood in the water: An abductive approach to startup valuation on ABC's Shark Tank," Journal of Business Venturing Insights, Elsevier, vol. 17(C).
    17. Chala, Alemu Tulu, 2018. "Syndicated Lending: The Role of Relationships for the Retained Share," Working Papers 2018:34, Lund University, Department of Economics.
    18. Dohyeon Kim & Su Yong Lee, 2022. "When venture capitalists are attracted by the experienced," Journal of Innovation and Entrepreneurship, Springer, vol. 11(1), pages 1-18, December.
    19. Bos, J.W.B. & Contreras, M.G. & Kleimeier, S., 2016. "Self-regulation in collaborative environments : the case of the equator principles in banking," Research Memorandum 007, Maastricht University, Graduate School of Business and Economics (GSBE).
    20. Bajo, Emanuele & Croci, Ettore & Marinelli, Nicoletta, 2020. "Institutional investor networks and firm value," Journal of Business Research, Elsevier, vol. 112(C), pages 65-80.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:gam:jadmsc:v:12:y:2022:i:2:p:47-:d:788435. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: MDPI Indexing Manager (email available below). General contact details of provider: https://www.mdpi.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.