Value creation in start-up discourse: linking pitch and venture through logics of justification

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dc.creatorVaras, Germán
dc.creatorSabaj, Omar
dc.creatorSpinuzzi, Clay
dc.creatorFuentes, Miguel
dc.creatorGerard, Valentin
dc.creatorCabezas, Paula
dc.date.accessioned2023-01-16T15:44:46Z
dc.date.available2023-01-16T15:44:46Z
dc.date.issued2023-01
dc.descriptionThe final, published version of this article can be found at: https://doi.org/10.1177/23294884221147020en_US
dc.descriptionORCID information: Germán Varas: 0000-0001-5426-9839; Omar Sabaj: 0000-0002-7075-9384; Clay Spinuzzi: 0000-0002-9629-6189; Miguel Fuentes: 0000-0003-0063-7688; Valentine Gerard: 0000-0002-1378-8947; Paula Cabezas: 0000-0003-2257-1907
dc.description.abstractHow 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 conceptualised as orders of worth. In this study of short written pitches in a six-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.en_US
dc.description.departmentEnglishen_US
dc.description.departmentIC2 Institute
dc.identifier.citationVaras, G., Sabaj, O., Spinuzzi, C., Fuentes, M., Gerard, V., & Cabezas, P. (2023). Value Creation in Start-Up Discourse: Linking Pitch and Venture Through Logics of Justification. International Journal of Business Communication, 0(0). https://doi.org/10.1177/23294884221147020en_US
dc.identifier.doihttps://doi.org/10.1177/23294884221147020
dc.identifier.urihttps://hdl.handle.net/2152/117240
dc.identifier.urihttp://dx.doi.org/10.26153/tsw/44121
dc.language.isoengen_US
dc.publisherInternational Journal of Business Communicationen_US
dc.relation.ispartofIC2 Articlesen_US
dc.rights.restrictionOpenen_US
dc.subjectentrepreneurshipen_US
dc.subjectpitchen_US
dc.subjectorders of worthen_US
dc.subjectstart-up discourseen_US
dc.subjectacceleratorsen_US
dc.titleValue creation in start-up discourse: linking pitch and venture through logics of justificationen_US
dc.typeArticleen_US

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