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Value Creation in Start-Up Discourse: Linking Pitch and Venture Through Logics of Justification

Author

Listed:
  • German Varas

    (UR - Université de Rennes)

  • Omar Sabaj

    (USERENA - Universidad de La Serena)

  • Clay Spinuzzi

    (University of Texas at Austin [Austin])

  • Miguel Fuentes

    (USERENA - Universidad de La Serena)

  • Valentin Gerard

    (UR - Université de Rennes)

  • Paula Cabezas

    (USERENA - Universidad de La Serena)

Abstract

How do start-ups create value through the language of their business pitches? In this article, we investigate that question by identifying the logics of justification they use, traditionally conceptualized as orders of worth. In this study of short written pitches in a 6-month Chilean accelerator program, we describe how we detected logics of justification through pitch language, and we identify (a) co-occurrence patterns among logics of justification, (b) associations between logics of justification and industry sectors, and (c) associations between logics and a firm's customer segment (B2B, B2C). This study provides unique insights into how start-ups sometimes justify innovations by using specific patterns of language depending on a venture's features.

Suggested Citation

  • German Varas & Omar Sabaj & Clay Spinuzzi & Miguel Fuentes & Valentin Gerard & Paula Cabezas, 2023. "Value Creation in Start-Up Discourse: Linking Pitch and Venture Through Logics of Justification," Post-Print hal-03972594, HAL.
    • Handle: RePEc:hal:journl:hal-03972594
    DOI: 10.1177/23294884221147020
    Note: View the original document on HAL open archive server: https://hal.science/hal-03972594
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    References listed on IDEAS

    as
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    Keywords

    entrepreneurship; pitch; orders of worth; start-up discourse; accelerators;
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