Constructing Entrepreneurial Opportunities: The Argumentative Structure of Early-Stage Business Pitch Problem Statements at an International Business Accelerator

IF 1.6 2区 文学 Q2 COMMUNICATION
Mason Pellegrini;Paul Thompson Hunter
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引用次数: 0

Abstract

Background: This project investigates the persuasive strategies used when articulating the problem statement section of entrepreneurial business pitches. Literature review: Although there are many studies of the pitch genre, surprisingly few studies investigate the structural elements of the pitch. Our research fills this gap by structuring the pitch using data from Start Up Chile (SUP), a globally recognized business accelerator. Research questions: 1. Is there a relationship between certain industries and SUP's evaluation of exigence/opportunity? 2. In written problem statements, what rhetorical strategies appear most effective for articulating entrepreneurial exigencies to investors within SUP's business accelerator? Methodology: We analyze 44 written problem statements that scored highly on a metric of problem identification via an initial statistical analysis and a genre-based rhetorical move analysis. Results and discussion: We first establish that a relationship between SUP's ratings and the entrepreneurs’ industries cannot be assumed, then detail rhetorical moves are used by entrepreneurs. Our findings indicate that when entrepreneurs effectively construct problems/opportunities, they employ a cause-and-effect argumentative structure. Their “cause” is described as the result of a societal change or a shortcoming in current solutions to the problem, and the “effects” of this problem are pain points, which frequently manifest as a loss of time, money, or other resources. Implications: By identifying rhetorical moves from real-world instantiations of the problem-statement genre, we offer entrepreneurs and other business communicators persuasive strategies for navigating the rhetorical situation of the pitch.
构建创业机会:一家国际企业加速器的早期创业项目问题陈述的论证结构
背景:本项目调查了在阐述创业商业计划书中的问题陈述部分时所使用的说服策略。文献回顾:尽管有许多关于创业计划书类型的研究,但令人惊讶的是,很少有研究调查创业计划书的结构要素。我们的研究通过使用全球公认的企业加速器 "智利创业"(Start Up Chile,SUP)的数据来构建企业推介的结构,从而填补了这一空白。研究问题1.某些行业与 SUP 对必要性/机会的评估之间是否存在关系?2.在书面问题陈述中,什么样的修辞策略对向 SUP 创业加速器的投资者阐明创业迫切需要最为有效?研究方法:我们通过初步统计分析和基于体裁的修辞手法分析,对 44 篇在问题识别指标上得分较高的书面问题陈述进行了分析。结果与讨论:我们首先确定了 SUP 的评分与创业者所在行业之间的关系,然后详细介绍了创业者使用的修辞手法。我们的研究结果表明,当企业家有效地构建问题/机会时,他们会使用因果论证结构。他们的 "因 "被描述为社会变革的结果或当前问题解决方案的缺陷,而问题的 "果 "则是痛点,通常表现为时间、金钱或其他资源的损失。影响:通过识别现实世界中问题陈述体裁的修辞手法,我们为企业家和其他商业传播者提供了有说服力的策略,帮助他们驾驭演讲中的修辞情境。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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来源期刊
CiteScore
3.20
自引率
11.80%
发文量
45
期刊介绍: The IEEE Transactions on Professional Communication is a peer-reviewed journal devoted to applied research on professional communication—including but not limited to technical and business communication. Papers should address the research interests and needs of technical communicators, engineers, scientists, information designers, editors, linguists, translators, managers, business professionals, and others from around the globe who practice, conduct research on, and teach others about effective professional communication. The Transactions publishes original, empirical research that addresses one of these contexts: The communication practices of technical professionals, such as engineers and scientists The practices of professional communicators who work in technical or business environments Evidence-based methods for teaching and practicing professional and technical communication.
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