Finetuning Artificial Intelligence for Entrepreneurial Pitching Effectiveness
Research output: Chapters, Conference Papers, Creative and Literary Works › RGC 32 - Refereed conference paper (with host publication) › peer-review
Author(s)
Related Research Unit(s)
Detail(s)
Original language | English |
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Title of host publication | Annual Meeting Proceedings |
Subtitle of host publication | Chicago 2024 |
Editors | Sonia Taneja |
Publication status | Published - Aug 2024 |
Publication series
Name | Academy of Management Proceedings |
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Volume | 2024 |
ISSN (Print) | 0065-0668 |
ISSN (electronic) | 2151-6561 |
Conference
Title | 84th Annual Meeting of the Academy of Management (AOM 2024) |
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Place | United States |
City | Chicago |
Period | 9 - 13 August 2024 |
Link(s)
Abstract
The rise of artificial intelligence (AI) presents challenges yet also opportunities to understand whether and how it can be deployed by entrepreneurs to tell better stories to attract resources. In this study, we first introduced the notion of AI-generated versus human-generated storytelling and explored the potential merit of LLM AI to enhance entrepreneur’s pitching effectiveness. In doing so, we fine-tuned ChatGPT GPT 4 that was fed with winning pitches from Shark Tank and had it transformed and refined losing pitches and evaluated their differences. We conducted three evaluations that involved two human experts to score the AI-refined versus original (losing) pitches using measures of pitch effectiveness, quantitative natural language analyses of the two types of pitches, and qualitative feedback from entrepreneurs and specialists (n=17) to make sense of the results. Overall, we found that AI-refined pitches generally outperformed their original human-generated (losing) pitches while also offering some caveats to the findings. We discuss what LLM AI will mean for entrepreneurship storytelling research and its implications for theory and practice and propose future research agendas. © 2025 Academy of Management. All rights reserved.
Citation Format(s)
Finetuning Artificial Intelligence for Entrepreneurial Pitching Effectiveness. / Chandra, Yanto.
Annual Meeting Proceedings: Chicago 2024. ed. / Sonia Taneja. 2024. (Academy of Management Proceedings; Vol. 2024).
Annual Meeting Proceedings: Chicago 2024. ed. / Sonia Taneja. 2024. (Academy of Management Proceedings; Vol. 2024).
Research output: Chapters, Conference Papers, Creative and Literary Works › RGC 32 - Refereed conference paper (with host publication) › peer-review