Abstract
The act of entrepreneurial pitching has achieved global recognition through popular media in television shows like Shark Tank and Dragon’s Den, online pitching platforms such as Global Pitch, Kickstarter, GoFundMe, and Indiegogo. and the social phenomena of global startup incubators and university pitching competitions. In many of these instances the fate of a seemingly promising startup depends on the entrepreneur’s ability to attract resources from strangers, quite often through the entrepreneurial pitch. The stakes are high, not just for the fate of a single new venture, but for the practice of entrepreneurship and our understanding of the processes entrepreneurs use to signal legitimacy to attract resources. We summarize the literature on entrepreneurial pitching research and identify several promising approaches for improving both practice and research in entrepreneurship.
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