Pitching a business idea to investors: How new venture founders use micro-level rhetoric to achieve narrative plausibility and resonance

Werven, Ruben van; Bouwmeester, Onno; Cornelissen, Joep

doi:10.1177/0266242618818249

Cited by 43 publications

(51 citation statements)

References 96 publications

(192 reference statements)

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“…Pitchers who confront journalists, investors, judges, the public, and senior entrepreneurs try to argue that there is a well-prepared team and that customers and envi-ronments that are hospitable for the team and its performance can bring be beneficial, so investors must invest in the venture (van Werven et al, 2019). To support these kinds of claims, explicit arguments and data are not always better than their implicit counterparts (van Werven et al, 2019). Although it looks more like back-up and clarity make arguments more plausible, more materials often make room for audiences to find their weaknesses.…”

Section: Discussionmentioning

confidence: 99%

“…For example, they need to persuade inner members of the necessity of structural reform of the organization such as downsizing and relieve the dissatisfaction of members for smoother structural reform (Hossfeld, 2018). Corporations also need to get support from investors in two different scenarios; 1) When corporations need to keep and sustain their business, as they need to show how their business is healthy, they need to maintain their trust and loyalty (Al-Hindawi & Naji, 2018), and 2) When corporations need to start their new a project or business, they need to show how their plan is plausible and possible and how they can guarantee profits for investors (Spinuzzi et al, 2014;van Werven, Bouwmeester, & Cornelissen, 2019). Society and governments can implement and abolish laws and policies that can decide the rise and fall of a specific market (Schmidt, 1986).…”

Section: Domain: What Kinds Of Matters Are Focused On and Researched?mentioning

confidence: 99%

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Uses of Rhetorical Reasoning Theories in Business Communication Researches

Lee¹,

Lee²

2019

Bus. Commun. Res. Pract.

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Objectives: By literature review, this paper tries to find how rhetorical reasoning models and theories have been used in business communication both in industry and academia and answer the following questions: 1) Is rhetorical reasoning important for persuasion in business? 2) What kinds of rhetorical reasoning methods have been used in business communication? Methods: Dissertations and journal articles from RISS (Research Information Sharing Service) and Google Scholar were gathered. Academic sources were reviewed based on the basic frame of research: Domain, Method, and Results. Results: Theories and models of Perelman, Toulmin, and van Eemeren have been used to explain various phenomena in the field of business. Business fields in this paper include advertising, bank annual reports, downsizing reports, and policy decision making processes. Conclusions: Rhetorical reasoning is a widely used method in business communication. Several suggestions for future researches are: First, more rhetorical theories and models are needed to be used to business communication research. Second, existing rhetorical reasoning models like the argumentation model of Toulmin need to be tested in more diverse fields of business communication. Third, in addition to text, rhetorical, content analysis, other kinds of research methods such as experiments will be useful for expanding the boundaries of business communication research based on rhetorical reasoning theories.

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Section: Discussionmentioning

confidence: 99%

Section: Domain: What Kinds Of Matters Are Focused On and Researched?mentioning

confidence: 99%

Uses of Rhetorical Reasoning Theories in Business Communication Researches

Lee¹,

Lee²

2019

Bus. Commun. Res. Pract.

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“…This type of studies focuses on the description of linguistic or discursive features of the pitch or on the artifacts used (e.g., slide desks). (Blazkova, 2011;Cunningham, 2010;Daly & Davy 2016a;Daly & Davy 2016b, Parhankangas & Renko, 2017Moreau, 2018;van Werven, Bouwmeester & Cornelissen, 2019) C. Process, evolutionary, dialogical research…”

Section: Linguistic and Discursive Featuresmentioning

confidence: 99%

Empirical Literature on the Business Pitch: Classes, Critiques and Future Trends

Sabaj

Cabezas

Varas

et al. 2020

Journal of Technology Management & Innovation

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The growing importance of entrepreneurship and innovation for economic growth has propitiated a discursive genre that nowadays is almost omnipresent, i.e., the pitch. As with other emerging genres used in professional settings (e.g., selling presentations, business plans, etc.), several instructional discourses regarding the pitch have come out in the form of manuals and courses offering training on "how to make a pitch more powerful". Empirical research, however, is less common. The aim of this paper is to qualitatively review and sort out the existing empirical research on the pitch. For this, three classifying categories are proposed according to its reception (mainly by investors), the focus on discursive features, and its evolution. Finally, some critiques to the empirical research on the pitch and a description of some future trends on the field are provided. This work may be useful for professionals interested in innovation and entrepreneurship, areas in which this emerging discourse broadly circulates.

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“…There are analytical narrative methods which use the right rhetoric and give an opportunity to get plausibility and resonance (Werven et al, 2019). Additionally, there is a need to analyse the type of investors, there is a need to know the "final customer" and how he or she will react to one or the other chosen strategy (Williams, 2013).…”

Section: Introductionmentioning

confidence: 99%

Psychological Strategies in the Process of Pitching New Business Opportunities

Redko

Moskalenko

2021

EEiM

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This article reviews psychological strategies that lead to revealing the potential of new business opportunities. One of the most effective means of finding investments is the art of right pitching. The procedure of persuading one to invest into a project is a soft skill with an interdisciplinary approach. One of the factors of successful pitching is choosing the right strategy. This theoretical paper addresses the question by analysing the strategies and psychological factors of a successful pitching process. The purpose of this article is to give the directions of how to build soft skills of pitching in the most efficient way. There has been made an analysis of the recent research in the field of pitching strategies and psychological factors. The findings of this paper show the effectiveness of uniting all the pitching strategies into one and contributes to the practical field of pitching.

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Pitching a business idea to investors: How new venture founders use micro-level rhetoric to achieve narrative plausibility and resonance

Cited by 43 publications

References 96 publications

Uses of Rhetorical Reasoning Theories in Business Communication Researches

Uses of Rhetorical Reasoning Theories in Business Communication Researches

Empirical Literature on the Business Pitch: Classes, Critiques and Future Trends

Psychological Strategies in the Process of Pitching New Business Opportunities

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