The influence of a scientific approach on entrepreneurs' pre-pitch idea commitment and post-pitch pivot degree.
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2024-07-01
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en
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This research examines how a scientific approach to pitching moderates the relationship between commitment to an idea and the degree of a pivot after pitching. To investigate this, an survey was conducted among 61 Dutch entrepreneurs who had previously pitched. In addition to the survey, two pitches were attended and observed, and four pilot studies were conducted with a group of nine researchers. Based on existing literature, two hypotheses were developed and tested. The first hypothesis suggested a negative relationship between commitment to the idea and the degree of pivoting. The second hypothesis suggested that a scientific approach to a pitch would moderate the relationship between an entrepreneur's commitment to their idea and the degree of pivoting after the pitch. The results of the study showed that the expected negative relationship between commitment to the idea and the degree of pivoting was confirmed. However, contrary to expectations, the scientific approach to a pitch did not moderate the relationship between commitment to the idea and the degree of pivoting after the pitch. The control variables perceived quality of feedback, gender and innovativeness were significant or close to significant, indicating that they are important to explain variations in the degree of pivoting.
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Faculteit der Managementwetenschappen