Finetuning Artificial Intelligence for Entrepreneurial Pitching Effectiveness

Research output: Chapters, Conference Papers, Creative and Literary WorksRGC 32 - Refereed conference paper (with host publication)peer-review

View graph of relations

Author(s)

Related Research Unit(s)

Detail(s)

Original languageEnglish
Title of host publicationAnnual Meeting Proceedings
Subtitle of host publicationChicago 2024
EditorsSonia Taneja
Publication statusPublished - Aug 2024

Publication series

NameAcademy of Management Proceedings
Volume2024
ISSN (Print)0065-0668
ISSN (electronic)2151-6561

Conference

Title84th Annual Meeting of the Academy of Management (AOM 2024)
PlaceUnited States
CityChicago
Period9 - 13 August 2024

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).

Research output: Chapters, Conference Papers, Creative and Literary WorksRGC 32 - Refereed conference paper (with host publication)peer-review