[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"doc-detail-173535-en":3,"doc-seo-173535-105":30,"detail-sidebar-cat-1-en-105":92},{"code":4,"msg":5,"data":6},0,"success",{"doc_id":7,"user_id":8,"nickname":9,"user_avatar":10,"doc_module":11,"category_id":12,"category_name":13,"doc_title":14,"doc_description":15,"doc_content":16,"file_id":17,"file_url":18,"file_type":19,"file_size":20,"view_count":11,"is_deleted":4,"is_public":11,"is_downloadable":11,"audit_status":11,"page_count":21,"language":22,"language_code":23,"site_id":24,"html_lang":23,"table_of_contents":25,"faqs":26,"seo_title":27,"seo_description":15,"update_tm":28,"read_time":29},173535,1099513958607,"Jiven","https://ap-avatar.wpscdn.com/avatar/100002390cf8733938c?x-image-process=image/resize,m_fixed,w_180,h_180&k=1778829742770036399",1,11,"Presentations","Strategic Entrepreneurial Storytelling - An Applied Framework for Better Pitches","Entrepreneurs must bring innovative products and services to market, yet securing funding is often essential to unlock consumer value. The paper focuses on the entrepreneur’s story as a core element of resource acquisition and notes that limited research has examined the narrative structure of effective pitches. Through qualitative analysis of actual pitches, it synthesizes prior work and proposes a parsimonious framework—SES—organized by context, content, and execution.","Strategic Entrepreneurial Storytelling: An Applied Framework for Better Pitches\nThomas Martin Key\nCollege of Business, University of Colorado Colorado Springs, US\nE-Mail: \u0013 HYPERLINK \"mailto:tkey@uccs.edu\" \u0014tkey@uccs.edu\u0015\nThomas N Duening\nCollege of Business, University of Colorado Colorado Springs, US\nE-Mail: \u0013 HYPERLINK \"mailto:tduening@uccs.edu\" \u0014tduening@uccs.edu\u0015\nABSTRACT\nEntrepreneurs are responsible for bringing innovative products and services to market. However, in order to bring new value to consumers, most entrepreneurs must secure funding. An integral component in the process of resource acquisition is the entrepreneur’s story. Very little research has dealt with the storytelling structure that a good pitch should use. Stories are a fundamental part of the way human beings understand themselves and the world around them. This paper synthesizes the current state of entrepreneurial storytelling and builds a parsimonious framework for strategic entrepreneurial storytelling (SES) through qualitative analysis of actual pitches. Our framework will help entrepreneurs build intentional and compelling stories for their investment pitch through the concepts of SES context, content, and execution.\nKeywords: Storytelling, Entrepreneurship, Resource acquisition, Investment pitch, Angel investors\nINTRODUCTION\nStories (narrative) are one of the fundamental ways in which humans organize and make sense of their lives and the circumstances around them \u0013 ADDIN EN.CITE \u003CEndNote>\u003CCite>\u003CAuthor>Bruner\u003C/Author>\u003CYear>1991\u003C/Year>\u003CRecNum>14\u003C/RecNum>\u003Crecord>\u003Crec-number>14\u003C/rec-number>\u003Cforeign-keys>\u003Ckey app=\"EN\" db-id=\"s0zs9ze25saxr8e2ascvddd2spwr5zx2edsv\">14\u003C/key>\u003C/foreign-keys>\u003Cref-type name=\"Journal Article\">17\u003C/ref-type>\u003Ccontributors>\u003Cauthors>\u003Cauthor>Bruner, J.\u003C/author>\u003C/authors>\u003C/contributors>\u003Ctitles>\u003Ctitle>The narrative construction of reality\u003C/title>\u003Csecondary-title>Critical inquiry\u003C/secondary-title>\u003C/titles>\u003Cperiodical>\u003Cfull-title>Critical inquiry\u003C/full-title>\u003C/periodical>\u003Cpages>1-21\u003C/pages>\u003Cvolume>18\u003C/volume>\u003Cnumber>1\u003C/number>\u003Cdates>\u003Cyear>1991\u003C/year>\u003C/dates>\u003Curls>\u003C/urls>\u003C/record>\u003C/Cite>\u003CCite>\u003CAuthor>McAdams\u003C/Author>\u003CYear>1997\u003C/Year>\u003CRecNum>28\u003C/RecNum>\u003Crecord>\u003Crec-number>28\u003C/rec-number>\u003Cforeign-keys>\u003Ckey app=\"EN\" db-id=\"s0zs9ze25saxr8e2ascvddd2spwr5zx2edsv\">28\u003C/key>\u003C/foreign-keys>\u003Cref-type name=\"Book\">6\u003C/ref-type>\u003Ccontributors>\u003Cauthors>\u003Cauthor>McAdams, D. P.\u003C/author>\u003C/authors>\u003C/contributors>\u003Ctitles>\u003Ctitle>The stories we live by: Personal myths and the making of the self\u003C/title>\u003C/titles>\u003Cdates>\u003Cyear>1997\u003C/year>\u003C/dates>\u003Cpublisher>The Guilford Press\u003C/publisher>\u003Curls>\u003C/urls>\u003C/record>\u003C/Cite>\u003C/EndNote>\u0014(Bruner, 1991; McAdams, 1997)\u0015. Storytelling constitutes a distinct form of communication that is recognizable across cultural and geographic divides and is deemed an innate social skill of the human species \u0013 ADDIN EN.CITE \u003CEndNote>\u003CCite>\u003CAuthor>Prince\u003C/Author>\u003CYear>1982\u003C/Year>\u003CRecNum>34\u003C/RecNum>\u003Crecord>\u003Crec-number>34\u003C/rec-number>\u003Cforeign-keys>\u003Ckey app=\"EN\" db-id=\"s0zs9ze25saxr8e2ascvddd2spwr5zx2edsv\">34\u003C/key>\u003C/foreign-keys>\u003Cref-type name=\"Journal Article\">17\u003C/ref-type>\u003Ccontributors>\u003Cauthors>\u003Cauthor>Prince, G.\u003C/author>\u003C/authors>\u003C/contributors>\u003Ctitles>\u003Ctitle>Narrative Analysis and Narratology\u003C/title>\u003Csecondary-title>New Literary History\u003C/secondary-title>\u003C/titles>\u003Cperiodical>\u003Cfull-title>New Literary History\u003C/full-title>\u003C/periodical>\u003Cpages>179-188\u003C/pages>\u003Cvolume>13\u003C/volume>\u003Cnumber>2\u003C/number>\u003Cdates>\u003Cyear>1982\u003C/year>\u003C/dates>\u003Curls>\u003C/urls>\u003C/record>\u003C/Cite>\u003C/EndNote>\u0014(McNeil, 1996; Prince, 1982)\u0015. Stories we tell ourselves provide us with a sense of identity. They allow us to share our identity with others, and they enable a wide range of social interactions and affectivities. Without the richness of storytelling in everyday life, communication would be reduced to explicative reasoning with no affective color or context. Telling stories contextualizes information in a form that engages emotions, provokes communal action, and influences social change. 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