24656: Language Style Matching and Power Dynamics in Entrepreneurial Funding: Evidence from Shark Tank (session 26093)

Sunday, July 27, 2025

15:30 - 17:00 CEST (GMT+2)

Location: Bella Center: Hall B- B2-m7

Session Type: Paper Session
Orientation: Research
Shareable link: https://cdmcd.co/qdkD6Q

Author(s)

OP

Oleg V. Petrenko

University of Oklahoma, United States
PS

Paul Sanchez Ruiz

Iowa State U., United States
SG

Sheila Guo

University of Oklahoma, United States
AB

Andrew B. Blake

Texas Tech U., United States
AP

Amrit Panda

Texas Tech University, United States

Entrepreneurial pitches are pivotal moments in venture trajectories, blending compelling ideas with complex interpersonal dynamics. While strategies like storytelling are well-studied, less is known about the role of Language Style Matching (LSM)—the unconscious mirroring of linguistic patterns—in shaping investor perceptions. Our study highlights LSM as a double-edged sword: fostering alignment but potentially reinforcing power imbalances, leading to less favorable funding terms. By integrating resource dependency theory and LSM research, we uncover the nuanced impacts of LSM on funding outcomes, offering actionable insights for entrepreneurs navigating high-stakes negotiations.

view paper (if available)