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How Pitch Order Affects Investor Interest

Author

Listed:
  • David Clingingsmith
  • Mark Conley
  • Scott Shane

Abstract

The rise of business accelerators, angel groups, and startup competitions has meant that founders increasingly pitch their businesses to investors in group settings, raising the question of whether the order in which ideas are pitched affects outcomes. We test in a field experiment whether range-frequency theory or the theory of bounded rationality better predicts the effect of serial position on pitch outcomes. We find that range frequency theory better predicts the empirical patterns than the theory of bounded rationality. JEL Codes: M13, G30, G40

Suggested Citation

  • David Clingingsmith & Mark Conley & Scott Shane, 2022. "How Pitch Order Affects Investor Interest," Journal of Innovation Economics, De Boeck Université, vol. 0(1), pages 139-175.
    • Handle: RePEc:cai:jiedbu:jie_pr1_0112
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    More about this item

    Keywords

    Entrepreneurship; Venture Capital; Order Effects; Field Experiment;
    All these keywords.

    JEL classification:

    • M13 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - New Firms; Startups
    • G30 - Financial Economics - - Corporate Finance and Governance - - - General
    • G40 - Financial Economics - - Behavioral Finance - - - General

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