A Neuroscience Approach to Entrepreneur Pitch Outcomes

Improving a startup’s ability to obtain funding is critical to the survival of the organization. Although existing studies have observed various biases in investment decisions, few have studied the neural mechanisms behind such behavioral observations. We propose to apply cutting-edge neuroscientific techniques to uncover the neural processes engaged during pitches by entrepreneurs to investors and to use this new knowledge to identify strategy artifacts promoting pitch success. We hypothesize that pitches are dynamically shaped by covert cognitive, emotional, and social processes, which are in turn influenced by tactical approach (story-telling vs dry facts), physical context (online vs in-person), and demographics (gender, ethnicity). The role of inter-brain synchrony (i.e., correlation of cortical activity between brains) – within the startup team or between the entrepreneurs and investors – in pitch outcomes remains unknown. By uncovering the covert processes that mediate pitch outcomes, we provide an evidence-based, scientific approach to improving pitch success.