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

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  • Bruce Teague
  • M. David Gorton
  • Yanxin Liu

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.

Suggested Citation

  • Bruce Teague & M. David Gorton & Yanxin Liu, 2020. "Different pitches for different stages of entrepreneurial development: the practice of pitching to business angels," Entrepreneurship & Regional Development, Taylor & Francis Journals, vol. 32(3-4), pages 334-352, March.
    • Handle: RePEc:taf:entreg:v:32:y:2020:i:3-4:p:334-352
    DOI: 10.1080/08985626.2019.1641977
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    Cited by:

    1. Grete Hagebakken & Christian Reimers & Elsa Solstad, 2021. "Entrepreneurship Education as a Strategy to Build Regional Sustainability," Sustainability, MDPI, vol. 13(5), pages 1-17, February.
    2. Neil Pollock & Duncan Chapple & Suwen Chen & Luciana D’Adderrio, 2023. "The Valorising Pitch: How Digital Start‐ups Leverage Intermediary Coverage," Journal of Management Studies, Wiley Blackwell, vol. 60(2), pages 346-371, March.

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