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Linking anxiety to passion: Emotion regulation and entrepreneurs' pitch performance

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  • Zhu, Lily Yuxuan
  • Young, Maia J
  • Bauman, Christopher W.

Abstract

We investigate a strategy entrepreneurs can use to manage their emotions prior to pitching: linking anxiety to passion. We theorize that internally acknowledging anxiety and interpreting it as a reflection of one's passion for the venture can make passionate feelings salient, facilitate expressions of passion during pitches, and increase judges' evaluations of pitch performance. A field study and a randomized experiment support the theory, offering insights for how entrepreneurs can mentally reframe their seemingly detrimental emotional experiences for beneficial outcomes. More broadly, this work demonstrates the utility of fostering beneficial emotions rather than just alleviating negative ones.

Suggested Citation

  • Zhu, Lily Yuxuan & Young, Maia J & Bauman, Christopher W., 2024. "Linking anxiety to passion: Emotion regulation and entrepreneurs' pitch performance," Journal of Business Venturing, Elsevier, vol. 39(5).
    • Handle: RePEc:eee:jbvent:v:39:y:2024:i:5:s0883902624000430
    DOI: 10.1016/j.jbusvent.2024.106421
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    Cited by:

    1. Portocarrero, Florencio & Newbert, Scott & Young, Maia & Zhu, Lily, 2025. "The affective revolution in entrepreneurship: an integrative conceptual review and guidelines for future investigation," LSE Research Online Documents on Economics 126090, London School of Economics and Political Science, LSE Library.

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