Different pitches for different stages of entrepreneurial development: the practice of pitching to business angels. Issue 3 (14th March 2020)

• Record Type: Journal Article
• Authors: Teague, Bruce; Gorton, M. David; Liu, Yanxin
• Is Part Of: Entrepreneurship and regional development. Volume 32:Issue 3/4(2020)
• Page Start: 334
• Page End: 352
• Publication Date: 2020-03-14
• Subjects: Practice -- practice theory -- social practice theory -- angel investing -- pitching; Industrial promotion -- Periodicals; Entrepreneurship -- Periodicals; Regional planning -- Periodicals; 338.04
• DOI: 10.1080/08985626.2019.1641977
• Languages: English
• ISSNs: 0898-5626

Abstract

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.