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Abstrakt
This article reviews psychological strategies that lead to revealing the potential of new business opportunities. One of the most effective means of finding investments is the art of right pitching. The procedure of persuading one to invest into a project is a soft skill with an interdisciplinary approach. One of the factors of successful pitching is choosing the right strategy. This theoretical paper addresses the question by analysing the strategies and psychological factors of a successful pitching process. The purpose of this article is to give the directions of how to build soft skills of pitching in the most efficient way. There has been made an analysis of the recent research in the field of pitching strategies and psychological factors. The findings of this paper show the effectiveness of uniting all the pitching strategies into one and contributes to the practical field of pitching.
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Autor (Autorzy) artykułu oświadcza, że przesłane opracowanie nie narusza praw autorskich osób trzecich. Wyraża zgodę na poddanie artykułu procedurze recenzji oraz dokonanie zmian redakcyjnych. Przenosi nieodpłatnie na Oficynę Wydawniczą SGH autorskie prawa majątkowe do utworu na polach eksploatacji wymienionych w art. 50 Ustawy z dnia 4 lutego 1994 r. o prawie autorskim i prawach pokrewnych – pod warunkiem, że praca została zaakceptowana do publikacji i opublikowana.
Oficyna Wydawnicza SGH posiada autorskie prawa majątkowe do wszystkich treści czasopisma. Zamieszczenie tekstu artykuły w repozytorium, na stronie domowej autora lub na innej stronie jest dozwolone o ile nie wiąże się z pozyskiwaniem korzyści majątkowych, a tekst wyposażony będzie w informacje źródłowe (w tym również tytuł, rok, numer i adres internetowy czasopisma).
Osoby zainteresowane komercyjnym wykorzystaniem zawartości czasopisma proszone są o kontakt z Redakcją.
Jak cytować
Redko, O., & Moskalenko, O. (2021). Psychological Strategies in the Process of Pitching New Business Opportunities. Edukacja Ekonomistów I Menedżerów, 59(1). https://doi.org/10.33119/EEIM.2021.59.6
Referencje
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Altizer, R., & Zagal, J. (2014). Designing inside the box or pitching practices in industry and education. University of Utah. Retrieved from: http://www.digra.org/wp-content/ uploads/digital-library/digra2014_submission_134.pdf
Ashford, S., & Detert, J. (2015, Jan–Feb). Get the boss to buy in. Harvard Business Review. Retrieved from: https://hbr.org/2015/01/get-the-boss-to-buy-in
Bloomer, S., & Croft, R. (1997, Nov–Dec). Pitching usability to your organization. Interactions, 19–26.
Cunningham, L. (2010). A Linguistic Analysis of the Entrepreneurial Pitch. Tiger Prints: Clemson University.
Ellis, P. (2016). To find a standard format that measures the activities of a Micro, Small or Medium Business Entity. A Pitch. Accounting and Management Information Systems, 15, 420–427.
Faff, R., Babakhani, N., Carrick, R., et al. ( (2017). Motivating Postgrad Research Students to Pitch their Ideas: What have we learned from “Pitching Research” Competitions at UQ? The University of Queensland. Retrieved from: https://www.researchgate.net/ publication/315034601_Motivating_Postgrad_Research_Students_to_Pitch_Their_ Ideas_What_Have_We_Learned_from_%27Pitching_Research%27_Competitions_ at_UQ
Faff, R., Ali, S., Atif, M., et al. (2017). Fantasy pitching. University of Wollongong. Retrieved from: https://ro.uow.edu.au/cgi/viewcontent.cgi?article=2580&context=buspapers Faff, R. (2015). A simple template for pitching research. Accounting and Finance, 55, 311–336.
Jadayel, R., & Medle, K. (2018). The pitching concept in contemporary education. International Journal of Arts&Sciences, 11 (01), 1–10.
Krukowski, K. (2019). Pitching power: increasing alternatives through signals in new venture funding. Oklahoma State University. Retrieved from: https://core.ac.uk/download/ pdf/289096188.pdf
Maxwell, A. (2011). Business angel decision making. University of Waterloo. Retrieved from: https://uwspace.uwaterloo.ca/bitstream/handle/10012/6484/Maxwell_ Andrew.pdf?sequence=1
Meiklejohn, D. (2017). Documentary pitching, pre-sales, and funding: succeeding in a transforming digital landscape. Queens land University of Technology. Retrieved from: https://eprints.qut.edu.au/114129/
Mullainathan, S., & Shleifer, A. (2005). Persuasion in finance. NBER Working Papers 11838, National Bureau of Economic Research, Inc.
Niebuhr, O., Tegtmeier, S., & Brem, A. (2017). Advancing research and practice in entrepreneurship through speech analysis – from descriptive rhetorical terms to phonetically informed acoustic charisma metrics. Journal of Speech Sciences, 6 (1), 3–26.
Peacock, G. (2016). Persuasive Pitching – Make Them Listen & Win. Bennelong Publishing Pty Ltd.
Pittaway, L. (2010). Pitching for funds – the different routes. Georgia Southern University. Retrieved from: https://digitalcommons.georgiasouthern.edu/savannah/
Sherry, J. (1988). Market Pitching and The Ethnography of Speaking. Advances in Consumer Research, 15, 543–547.
Werven, R., Bouwmeester, O., & Cornellissen, J. (2019). Pitching a business idea to investors: How new venture founders use micro-level rhetoric to achieve narrative plausibility and resonance. International Small Business Journal: Researching Entrepreneurship, 37 (3), 193–214.
Wickert, C., & Bakker, F. (2015). Pitching for social change: towards a relational approach to selling and buying social issues. Academy of Management Discoveries, 4 (1), 50–73.
Williams, A. (2013). A study on the art and science of pitching new businesses. MIT Sloan School of Management. Retrieved from: https://dspace.mit.edu/handle/1721.1/80674
Referencje
Altizer, R., & Zagal, J. (2014). Designing inside the box or pitching practices in industry and education. University of Utah. Retrieved from: http://www.digra.org/wp-content/ uploads/digital-library/digra2014_submission_134.pdf
Ashford, S., & Detert, J. (2015, Jan–Feb). Get the boss to buy in. Harvard Business Review. Retrieved from: https://hbr.org/2015/01/get-the-boss-to-buy-in
Bloomer, S., & Croft, R. (1997, Nov–Dec). Pitching usability to your organization. Interactions, 19–26.
Cunningham, L. (2010). A Linguistic Analysis of the Entrepreneurial Pitch. Tiger Prints: Clemson University.
Ellis, P. (2016). To find a standard format that measures the activities of a Micro, Small or Medium Business Entity. A Pitch. Accounting and Management Information Systems, 15, 420–427.
Faff, R., Babakhani, N., Carrick, R., et al. ( (2017). Motivating Postgrad Research Students to Pitch their Ideas: What have we learned from “Pitching Research” Competitions at UQ? The University of Queensland. Retrieved from: https://www.researchgate.net/ publication/315034601_Motivating_Postgrad_Research_Students_to_Pitch_Their_ Ideas_What_Have_We_Learned_from_%27Pitching_Research%27_Competitions_ at_UQ
Faff, R., Ali, S., Atif, M., et al. (2017). Fantasy pitching. University of Wollongong. Retrieved from: https://ro.uow.edu.au/cgi/viewcontent.cgi?article=2580&context=buspapers Faff, R. (2015). A simple template for pitching research. Accounting and Finance, 55, 311–336.
Jadayel, R., & Medle, K. (2018). The pitching concept in contemporary education. International Journal of Arts&Sciences, 11 (01), 1–10.
Krukowski, K. (2019). Pitching power: increasing alternatives through signals in new venture funding. Oklahoma State University. Retrieved from: https://core.ac.uk/download/ pdf/289096188.pdf
Maxwell, A. (2011). Business angel decision making. University of Waterloo. Retrieved from: https://uwspace.uwaterloo.ca/bitstream/handle/10012/6484/Maxwell_ Andrew.pdf?sequence=1
Meiklejohn, D. (2017). Documentary pitching, pre-sales, and funding: succeeding in a transforming digital landscape. Queens land University of Technology. Retrieved from: https://eprints.qut.edu.au/114129/
Mullainathan, S., & Shleifer, A. (2005). Persuasion in finance. NBER Working Papers 11838, National Bureau of Economic Research, Inc.
Niebuhr, O., Tegtmeier, S., & Brem, A. (2017). Advancing research and practice in entrepreneurship through speech analysis – from descriptive rhetorical terms to phonetically informed acoustic charisma metrics. Journal of Speech Sciences, 6 (1), 3–26.
Peacock, G. (2016). Persuasive Pitching – Make Them Listen & Win. Bennelong Publishing Pty Ltd.
Pittaway, L. (2010). Pitching for funds – the different routes. Georgia Southern University. Retrieved from: https://digitalcommons.georgiasouthern.edu/savannah/
Sherry, J. (1988). Market Pitching and The Ethnography of Speaking. Advances in Consumer Research, 15, 543–547.
Werven, R., Bouwmeester, O., & Cornellissen, J. (2019). Pitching a business idea to investors: How new venture founders use micro-level rhetoric to achieve narrative plausibility and resonance. International Small Business Journal: Researching Entrepreneurship, 37 (3), 193–214.
Wickert, C., & Bakker, F. (2015). Pitching for social change: towards a relational approach to selling and buying social issues. Academy of Management Discoveries, 4 (1), 50–73.
Williams, A. (2013). A study on the art and science of pitching new businesses. MIT Sloan School of Management. Retrieved from: https://dspace.mit.edu/handle/1721.1/80674
Ashford, S., & Detert, J. (2015, Jan–Feb). Get the boss to buy in. Harvard Business Review. Retrieved from: https://hbr.org/2015/01/get-the-boss-to-buy-in
Bloomer, S., & Croft, R. (1997, Nov–Dec). Pitching usability to your organization. Interactions, 19–26.
Cunningham, L. (2010). A Linguistic Analysis of the Entrepreneurial Pitch. Tiger Prints: Clemson University.
Ellis, P. (2016). To find a standard format that measures the activities of a Micro, Small or Medium Business Entity. A Pitch. Accounting and Management Information Systems, 15, 420–427.
Faff, R., Babakhani, N., Carrick, R., et al. ( (2017). Motivating Postgrad Research Students to Pitch their Ideas: What have we learned from “Pitching Research” Competitions at UQ? The University of Queensland. Retrieved from: https://www.researchgate.net/ publication/315034601_Motivating_Postgrad_Research_Students_to_Pitch_Their_ Ideas_What_Have_We_Learned_from_%27Pitching_Research%27_Competitions_ at_UQ
Faff, R., Ali, S., Atif, M., et al. (2017). Fantasy pitching. University of Wollongong. Retrieved from: https://ro.uow.edu.au/cgi/viewcontent.cgi?article=2580&context=buspapers Faff, R. (2015). A simple template for pitching research. Accounting and Finance, 55, 311–336.
Jadayel, R., & Medle, K. (2018). The pitching concept in contemporary education. International Journal of Arts&Sciences, 11 (01), 1–10.
Krukowski, K. (2019). Pitching power: increasing alternatives through signals in new venture funding. Oklahoma State University. Retrieved from: https://core.ac.uk/download/ pdf/289096188.pdf
Maxwell, A. (2011). Business angel decision making. University of Waterloo. Retrieved from: https://uwspace.uwaterloo.ca/bitstream/handle/10012/6484/Maxwell_ Andrew.pdf?sequence=1
Meiklejohn, D. (2017). Documentary pitching, pre-sales, and funding: succeeding in a transforming digital landscape. Queens land University of Technology. Retrieved from: https://eprints.qut.edu.au/114129/
Mullainathan, S., & Shleifer, A. (2005). Persuasion in finance. NBER Working Papers 11838, National Bureau of Economic Research, Inc.
Niebuhr, O., Tegtmeier, S., & Brem, A. (2017). Advancing research and practice in entrepreneurship through speech analysis – from descriptive rhetorical terms to phonetically informed acoustic charisma metrics. Journal of Speech Sciences, 6 (1), 3–26.
Peacock, G. (2016). Persuasive Pitching – Make Them Listen & Win. Bennelong Publishing Pty Ltd.
Pittaway, L. (2010). Pitching for funds – the different routes. Georgia Southern University. Retrieved from: https://digitalcommons.georgiasouthern.edu/savannah/
Sherry, J. (1988). Market Pitching and The Ethnography of Speaking. Advances in Consumer Research, 15, 543–547.
Werven, R., Bouwmeester, O., & Cornellissen, J. (2019). Pitching a business idea to investors: How new venture founders use micro-level rhetoric to achieve narrative plausibility and resonance. International Small Business Journal: Researching Entrepreneurship, 37 (3), 193–214.
Wickert, C., & Bakker, F. (2015). Pitching for social change: towards a relational approach to selling and buying social issues. Academy of Management Discoveries, 4 (1), 50–73.
Williams, A. (2013). A study on the art and science of pitching new businesses. MIT Sloan School of Management. Retrieved from: https://dspace.mit.edu/handle/1721.1/80674