Value Creation in Start-Up Discourse: Linking Pitch and Venture Through Logics of Justification

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dc.contributor.authorVaras, German
dc.contributor.authorSabaj-Meruane, Omar
dc.contributor.authorCabezas, Paula
dc.contributor.authorSpinuzzi, Clay
dc.contributor.authorFuentes, Miguel
dc.contributor.authorGerard, Valentin
dc.date.accessioned2025-08-29T14:55:14Z
dc.date.available2025-08-29T14:55:14Z
dc.date.issued2023
dc.description.abstractHow do start-ups create value through the language of their business pitches? In this article, we investigate that question by identifying the logics of justification they use, traditionally conceptualized as orders of worth. In this study of short written pitches in a 6-month Chilean accelerator program, we describe how we detected logics of justification through pitch language, and we identify (a) co-occurrence patterns among logics of justification, (b) associations between logics of justification and industry sectors, and (c) associations between logics and a firm’s customer segment (B2B, B2C). This study provides unique insights into how start-ups sometimes justify innovations by using specific patterns of language depending on a venture’s features.
dc.identifier.citationVaras, G., Sabaj, O., Spinuzzi, C., Fuentes, M., Gerard, V., & Cabezas, P. (2023). Value Creation in Start-Up Discourse: Linking Pitch and Venture Through Logics of Justification. International Journal of Business Communication, 0(0). https://doi.org/10.1177/23294884221147020
dc.identifier.urihttps://publicacionesabiertas.userena.cl/handle/123456789/378
dc.subject.otherMagister del discursospa
dc.titleValue Creation in Start-Up Discourse: Linking Pitch and Venture Through Logics of Justification

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