Research suggests two critical activities for entrepreneurial firms: Pitching to secure external resources and learning to formulate entrepreneurial strategy. However, the literature has largely explored each separately. One–pitching – has focused on how projective narratives embodied in business pitches establish legitimacy, implicitly assuming that pitches reflect static entrepreneurial strategies. But, the other – learning – depicts entrepreneurial strategy as dynamic, adapting in response to new information. We integrate these two perspectives through an inductive study of entrepreneurial firms developing their pitches and strategies in nine U.S. accelerator programs. Our emergent theoretical framework reveals how creating a pitch influences entrepreneurial strategy through an iterative learning cycle where firms articulate their story, cast for feedback, anticipate evaluation, catalyze action, and revise recursively. Overall, we show how a projective narrative can serve as a minimal viable strategy to facilitate learning. We contribute to the narratives, entrepreneurial strategy, and organizational learning literatures by introducing the importance of using pliable, minimal narratives to solicit relevant feedback when learning complex strategies with interaction between components.
- 20 Jan 2021
Learning Narratives: How Creating a Pitch Influences Entrepreneurial Strategy
20 Jan 2021 - 3:00 pm - 4:30 pm
Technical University of Munich
TUM School of Management