The art of the elevator pitch: A qualitative study on the key rhetorical features of a successful venture capital pitch
Abstract
Entrepreneurs must know how to craft and deliver a 60-second elevator pitch in order to create opportunities for winning venture capital; however, research has yet to offer a clear-cut method for doing so. Therefore, this study seeks to fill this gap in research by offering entrepreneurs an actual method—or a blueprint—for creating and delivering a successful elevator pitch. This study uses rhetorical-thematic analysis on observational data from 58 successful elevator pitches, chosen by extreme case sampling, from videotaped recordings of the 2008-2012 MIT Pitch competitions. The prominent rhetorical features and overarching themes identified are used to construct the blueprint—a method for entrepreneurs to craft and deliver a successful 60-second elevator pitch.
Degree
M.S.
Advisors
Vorvoreanu, Purdue University.
Subject Area
Entrepreneurship|Communication|Rhetoric
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