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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
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    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. 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.
    3. 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.
    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. Karen Kaplan, 2009. "Start up and succeed," Nature, Nature, vol. 462(7272), pages 530-531, November.
    6. 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.
    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.
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    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.

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