Constructing Entrepreneurial Opportunities: The Argumentative Structure of Early-Stage Business Pitch Problem Statements at an International Business Accelerator

Abstract

Background: This project investigates the persuasive strategies used when articulating the problem statement section of entrepreneurial business pitches. Literature review: Although there are many studies of the pitch genre, surprisingly few studies investigate the structural elements of the pitch. Our research fills this gap by structuring the pitch using data from Start Up Chile (SUP), a globally recognized business accelerator. Research questions: 1. Is there a relationship between certain industries and SUP's evaluation of exigence/opportunity? 2. In written problem statements, what rhetorical strategies appear most effective for articulating entrepreneurial exigencies to investors within SUP's business accelerator? Methodology: We analyze 44 written problem statements that scored highly on a metric of problem identification via an initial statistical analysis and a genre-based rhetorical move analysis. Results and discussion: We first establish that a relationship between SUP's ratings and the entrepreneurs' industries cannot be assumed, then detail rhetorical moves are used by entrepreneurs. Our findings indicate that when entrepreneurs effectively construct problems/opportunities, they employ a cause-and-effect argumentative structure. Their 'cause' is described as the result of a societal change or a shortcoming in current solutions to the problem, and the 'effects' of this problem are pain points, which frequently manifest as a loss of time, money, or other resources. Implications: By identifying rhetorical moves from real-world instantiations of the problem-statement genre, we offer entrepreneurs and other business communicators persuasive strategies for navigating the rhetorical situation of the pitch.