How to pitch to and interact with business angels?

Rutger Kemper, Zenlin Kwee, Peter Roosenboom

Research output: Chapter in Book/Conference proceedings/Edited volumeChapterScientificpeer-review


In this study, we investigate the impact of entrepreneurial pitches and interactions between entrepreneurs and business angels (BAs) on investment outcomes. Instead of an experimental- or survey-based research sample, we use actual pitches to observe the delivery (preparedness, and passion) and content of the pitch and interaction (information on the product/service, market, and entrepreneur). We found that while preparedness has a significant positive influence on angel investing, passion does not. Furthermore, our empirical results show that the degree to which the pitch and interaction convey favorable information about the entrepreneur is positively related to angel investment decisions. Positive content about product characteristics and market attractiveness do not have a significant effect.
Original languageEnglish
Title of host publicationThe World Scientific Reference on Entrepreneurship
Subtitle of host publicationVolume 2: Entrepreneurial Finance — Managerial and Policy Implications
EditorsN. Dai
PublisherWorld Scientific Publishing
ISBN (Electronic)978-981-4733-32-8
ISBN (Print)978-981-4733-30-4
Publication statusPublished - 2017


Dive into the research topics of 'How to pitch to and interact with business angels?'. Together they form a unique fingerprint.

Cite this