A psychological rating instrument: The entrepreneurial pitching success scale and its reliability and validity

Entrepreneurial pitching success (EPS) is a behavioral observa-tion scale consisting of behaviorally anchored items developedto understand behavioral predictors of pitching success; it isbased on a scoping review of the empirical literature on pitch-ing, condensed to 13 important aspects. Similar to the elabora-tion likelihood theory and system 1/system 2 decision-making,we suggest two routes of persuasion in pitching—rational argu-ments and inspirational and affective approaches. Study 1 (N =100) on the first version of the scale established interraterreliability and improved the precision of the wording of theitems. Study 2 (N = 185) on the criterion validity correlated thepredictor items and factors with three success variables: 1) feel-ing inspired by the pitch; 2) convinced of good market oppor-tunities; and 3) advancing to the next level in the Slush PitchingCompetition as “objective” success. Study 2 proves clear criter-ion validity of the EPS. Thus, EPS can be used to bridge researchand practice.