IDEAS home Printed from https://ideas.repec.org/a/bla/jomstd/v60y2023i2p346-371.html
   My bibliography  Save this article

The Valorising Pitch: How Digital Start‐ups Leverage Intermediary Coverage

Author

Listed:
  • Neil Pollock
  • Duncan Chapple
  • Suwen Chen
  • Luciana D’Adderrio

Abstract

As an unknown quantity, new ventures rely on influential intermediaries to endorse them. However, in some areas, like digital entrepreneurship, there is fierce competition for intermediary attention. Failing to garner intermediary support can mean ventures lack the resources needed to prosper. Still, it is unclear how they attract coverage, how intermediaries evaluate those vying for attention, and what influence this has on venture development. We conducted qualitative inductive research on how digital ventures sought coverage from industry analysts. Our process model of intermediary evaluation shows how ventures must perform a ‘valorising pitch’ to move from being an unknown quantity to engaging the intermediary to being valorised. Drawing on valuation studies scholarship, we propose an enhanced model of intermediary evaluation that depicts industry analysts as not just identifying but also ‘creating’ the value of ventures. We offer contributions to the literature on new venture development, intermediaries and digital entrepreneurship.

Suggested Citation

  • 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.
    • Handle: RePEc:bla:jomstd:v:60:y:2023:i:2:p:346-371
    DOI: 10.1111/joms.12805
    as

    Download full text from publisher

    File URL: https://doi.org/10.1111/joms.12805
    Download Restriction: no
    File URL: https://libkey.io/10.1111/joms.12805?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Rodolphe Durand & Lionel Paolella, 2013. "Category Stretching: Reorienting Research on Categories in Strategy, Entrepreneurship, and Organization Theory," Journal of Management Studies, Wiley Blackwell, vol. 50(6), pages 1100-1123, September.
    2. Durand , Rodolphe & Paolella , Lionel, 2013. "Category Stretching: Reorienting Research on Categories in Strategy, Entrepreneurship, and Organization Theory," HEC Research Papers Series 996, HEC Paris.
    3. Jean Clarke & Joep P. Cornelissen & Mark Healey, 2019. "Actions Speak Louder than Words : How Figurative Language and Gesturing in Entrepreneurial Pitches Influences Investment Judgments," Post-Print hal-02312189, HAL.
    4. 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.
    5. David H. Hsu, 2004. "What Do Entrepreneurs Pay for Venture Capital Affiliation?," Journal of Finance, American Finance Association, vol. 59(4), pages 1805-1844, August.
    6. Ghezzi, Antonio & Cavallo, Angelo, 2020. "Agile Business Model Innovation in Digital Entrepreneurship: Lean Startup Approaches," Journal of Business Research, Elsevier, vol. 110(C), pages 519-537.
    7. Beckert, Jens & Aspers, Patrik (ed.), 2011. "The Worth of Goods: Valuation and Pricing in the Economy," OUP Catalogue, Oxford University Press, number 9780199594658, Decembrie.
    8. Antoaneta P. Petkova & Violina P. Rindova & Anil K. Gupta, 2013. "No News Is Bad News: Sensegiving Activities, Media Attention, and Venture Capital Funding of New Technology Organizations," Organization Science, INFORMS, vol. 24(3), pages 865-888, June.
    9. Martin Kornberger & Lise Justesen & Jan Mouritsen & Anders Koed Madsen, 2015. "Making Things Valuable," Post-Print hal-01892822, HAL.
    10. Beckert, Jens & Musselin, Christine (ed.), 2013. "Constructing Quality: The Classification of Goods in Markets," OUP Catalogue, Oxford University Press, number 9780199677573, Decembrie.
    11. Rodolphe Durand & Lionel Paolella, 2013. "Category Stretching: Reorienting Research on Categories in Strategy, Entrepreneurship, and Organization Theory," Post-Print hal-01026129, HAL.
    12. Lucien Karpik, 2010. "Valuing the Unique: The Economics of Singularities," Economics Books, Princeton University Press, edition 1, number 9215.
    13. Rajiv Nag & Donald C. Hambrick & Ming‐Jer Chen, 2007. "What is strategic management, really? Inductive derivation of a consensus definition of the field," Strategic Management Journal, Wiley Blackwell, vol. 28(9), pages 935-955, September.
    14. Satish Nambisan, 2017. "Digital Entrepreneurship: Toward a Digital Technology Perspective of Entrepreneurship," Entrepreneurship Theory and Practice, , vol. 41(6), pages 1029-1055, November.
    15. Clyde Eiríkur Hull & Yu-Ting Caisy Hung & Neil Hair & Victor Perotti & Richard DeMartino, 2007. "Taking advantage of digital opportunities: a typology of digital entrepreneurship," International Journal of Networking and Virtual Organisations, Inderscience Enterprises Ltd, vol. 4(3), pages 290-303.
    16. Jean S. Clarke & Joep P. Cornelissen & Mark Healey, 2019. "Actions Speak Louder than Words : How Figurative Language and Gesturing in Entrepreneurial Pitches Influences Investment Judgments," Post-Print hal-02276704, HAL.
    17. Fisher, Greg & Neubert, Emily & Burnell, Devin, 2021. "Resourcefulness narratives: Transforming actions into stories to mobilize support," Journal of Business Venturing, Elsevier, vol. 36(4).
    18. Martin Kornberger & Lise Justesen & Jan Mouritsen & Anders Koed Madsen, 2015. "Making Things Valuable," Post-Print hal-02298227, HAL.
    19. Nambisan, Satish & Wright, Mike & Feldman, Maryann, 2019. "The digital transformation of innovation and entrepreneurship: Progress, challenges and key themes," Research Policy, Elsevier, vol. 48(8), pages 1-1.
    20. Christian Bessy & Pierre-Marie Marie Chauvin, 2013. "The Power of Market Intermediaries: From Information to Valuation Processes," Post-Print hal-01146622, HAL.
    21. Dustin J. Bluhm & Wendy Harman & Thomas W. Lee & Terence R. Mitchell, 2011. "Qualitative Research in Management: A Decade of Progress," Journal of Management Studies, Wiley Blackwell, vol. 48(8), pages 1866-1891, December.
    22. Arjalies, Diane-Laure & Grant, Philip & Hardie, Iain & MacKenzie, Donald & Svetlova, Ekaterina, 2017. "Chains of Finance: How Investment Management is Shaped," OUP Catalogue, Oxford University Press, number 9780198802945, Decembrie.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Jean‐François Soublière & Christi Lockwood, 2022. "Achieving cultural resonance: Four strategies toward rallying support for entrepreneurial endeavors," Strategic Management Journal, Wiley Blackwell, vol. 43(8), pages 1499-1527, August.
    2. Plante, Maude & Free, Clinton & Andon, Paul, 2021. "Making artworks valuable: Categorisation and modes of valuation work," Accounting, Organizations and Society, Elsevier, vol. 91(C).
    3. Diane-Laure Arjaliès & Rodolphe Durand, 2019. "Product Categories as Judgment Devices: The Moral Awakening of the Investment Industry," Organization Science, INFORMS, vol. 30(5), pages 885-911, September.
    4. Rory McDonald & Cheng Gao, 2019. "Pivoting Isn’t Enough? Managing Strategic Reorientation in New Ventures," Organization Science, INFORMS, vol. 30(6), pages 1289-1318, November.
    5. Laura Toschi & Elisa Ughetto & Andrea Fronzetti Colladon, 2023. "The identity of social impact venture capitalists: exploring social linguistic positioning and linguistic distinctiveness through text mining," Small Business Economics, Springer, vol. 60(3), pages 1249-1280, March.
    6. Tobias Kollmann & Lucas Kleine-Stegemann & Katharina Cruppe & Christina Then-Bergh, 2022. "Eras of Digital Entrepreneurship," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 64(1), pages 15-31, February.
    7. Paolo Aversa & Annelore Huyghe & Giulia Bonadio, 2021. "First Impressions Stick: Market Entry Strategies and Category Priming in the Digital Domain," Journal of Management Studies, Wiley Blackwell, vol. 58(7), pages 1721-1760, November.
    8. Kornberger, Martin & Pflueger, Dane & Mouritsen, Jan, 2017. "Evaluative infrastructures: Accounting for platform organization," Accounting, Organizations and Society, Elsevier, vol. 60(C), pages 79-95.
    9. Paul, Justin & Alhassan, Ibrahim & Binsaif, Nasser & Singh, Prakash, 2023. "Digital entrepreneurship research: A systematic review," Journal of Business Research, Elsevier, vol. 156(C).
    10. Kornberger Martin & Pflueger Dane & Mouritsen Jan, 2017. "Evaluative infrastructures : Accounting for platform organization," Post-Print hal-02276737, HAL.
    11. Thomas Roulet, 2019. "Les Evaluations Sociales en Stratégie : Légitimité, Réputation, Statut, Stigmate et Cie," Post-Print hal-01970557, HAL.
    12. Peng Chen & Zhenjun Yan & Pengfei Wang, 2023. "How can the Digital Economy Boost the Performance of Entrepreneurs? A Large Sample of Evidence from China’s Business Incubators," Sustainability, MDPI, vol. 15(7), pages 1-24, March.
    13. Alaa Chaabo, 2022. "Semantic Multiplicity : How Lexical Ambiguity Elicit Imperfect Organizational Discourse Sustaining Category Ambiguity In Case of NPD," Post-Print hal-04090505, HAL.
    14. Magnus Schückes & Tobias Gutmann, 2021. "Why do startups pursue initial coin offerings (ICOs)? The role of economic drivers and social identity on funding choice," Small Business Economics, Springer, vol. 57(2), pages 1027-1052, August.
    15. Héloïse Berkowitz & Nils Brunsson & Michael Grothe-Hammer & Mikaela Sundberg & Bertrand Valiorgue, 2022. "Meta-Organizations: A Clarification and a Way Forward," Post-Print hal-03685386, HAL.
    16. Hayoun, Shaul, 2019. "How fair value is both market-based and entity-specific: The irreducibility of value constellations to market prices," Accounting, Organizations and Society, Elsevier, vol. 73(C), pages 68-82.
    17. Michael Lounsbury & Christine M. Beckman, 2015. "Celebrating Organization Theory," Journal of Management Studies, Wiley Blackwell, vol. 52(2), pages 288-308, March.
    18. Anila BEJKO (GJIKA) & Vezir MUHARREMAJ & Laura GABRIELLI, 2017. "Planning and Financing Services in the City Through Land Value Capture Instruments the Case of Tirana New Bazar," European Journal of Economics and Business Studies Articles, Revistia Research and Publishing, vol. 3, September.
    19. Angelo Cavallo & Antonio Ghezzi & Cristina Rossi-Lamastra, 2021. "Small-medium enterprises and innovative startups in entrepreneurial ecosystems: exploring an under-remarked relation," International Entrepreneurship and Management Journal, Springer, vol. 17(4), pages 1843-1866, December.
    20. Moshe Farjoun & Christopher Ansell & Arjen Boin, 2015. "PERSPECTIVE—Pragmatism in Organization Studies: Meeting the Challenges of a Dynamic and Complex World," Organization Science, INFORMS, vol. 26(6), pages 1787-1804, December.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:bla:jomstd:v:60:y:2023:i:2:p:346-371. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Wiley Content Delivery (email available below). General contact details of provider: http://www.blackwellpublishing.com/journal.asp?ref=0022-2380 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.