CAIRN-INT.INFO : International Edition

This contribution proposes a reflection on the ambivalent effects of the pitch, a tool that is now a must in entrepreneurship training. It is based on an exercise of deconstruction of this spectacular form of entrepreneurial discourse, by questioning its symbolic power. The cross-analysis of interviews, observations and experiences between three entrepreneurship researchers shows that the pitch is a performed, normative and standardised narrative, conveying a model of the entrepreneur as he or she should be (“fictitious entrepreneur”), and thereby favouring a certain type of project. While underlining the interests of the practice of pitching, it highlights certain problematic effects, such as the homogenization of the discourse, and beyond that, the standardization of entrepreneurial support practices resulting from it.

Laëtitia Gabay-Mariani
Romain Buquet
Sylvain Bureau
This is the latest publication of the author on cairn.
This is the latest publication of the author on cairn.
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