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| LEADER |
01655nam a2200313Ia 4500 |
| 001 |
10.1287-mnsc.2017.2882 |
| 008 |
220706s2018 CNT 000 0 und d |
| 020 |
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|a 00251909 (ISSN)
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| 245 |
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|a Training aspiring entrepreneurs to pitch experienced investors: Evidence from a field experiment in the United States
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| 260 |
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|b INFORMS Inst.for Operations Res.and the Management Sciences
|c 2018
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| 856 |
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|z View Fulltext in Publisher
|u https://doi.org/10.1287/mnsc.2017.2882
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|a Accredited investors finance more than 75,000 U.S. startups annually. We explain how training aspiring entrepreneurs to pitch their new business ideas to these investors a ects their odds of continued funding discussions. We model accredited investors’ decision to continue investigation as a real option whose value is a function of their experience and the information contained in the entrepreneurs’ pitches. We derive four hypotheses from the model, which we test through a field experiment that randomly assigns pitch training at four elevator pitch competitions. The data support all four hypotheses and are inconsistent with alternative explanations. © 2017 INFORMS.
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| 650 |
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|a Business idea
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| 650 |
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|a Data support
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| 650 |
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|a Experiment
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| 650 |
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|a Experiments
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| 650 |
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|a Field experiment
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| 650 |
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|a Investment
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| 650 |
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|a Investments
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| 650 |
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|a Management
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| 650 |
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|a Operations research
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| 650 |
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|a Personnel training
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| 650 |
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|a Pitching
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| 650 |
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|a Real Options
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| 650 |
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|a Startups
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| 650 |
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|a Training
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| 700 |
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|a Clingingsmith, D.
|e author
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| 700 |
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|a Shane, S.
|e author
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| 773 |
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|t Management Science
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