Journal of Business and Technical Communication Jul 2020

Stasis in the <i>Shark Tank</i>: Persuading an Audience of Funders to Act on Behalf of Entrepreneurs

Elizabeth C. Tomlinson

Abstract

This study investigates the role of stasis, an ancient rhetorical tool with both heuristic and analytic capabilities, in entrepreneurial rhetoric, specifically in pitching and question-and-answer sessions. Drawing from a multiyear sample of Shark Tank pitches, the author found that funders expect entrepreneurs to account for stases of being, quality, quantity, and place. The findings suggest a series of associated questions within each stasis. When these questions are answered unsuccessfully, standstills occur within the funding argument; when they are successfully addressed, the stasis passes, and ventures are more likely to receive funding. The author discusses the implications of this study for entrepreneurship and professional communication.

Journal
Journal of Business and Technical Communication
Published
2020-07-01
DOI
10.1177/1050651920910219
Open Access
Closed
Topics
professional writing

Citation Context

Cited by in this index (3)

  1. Weber et al. (2025)
    Perspectives on UX Practices for American Entrepreneurs: A Survey of User Engag…
    Journal of Technical Writing and Communication
  2. Carlson (2023)
    “Who Am I Fighting For? Who Am I Accountable To?”: Comradeship as a Frame for N…
    Technical Communication Quarterly
  3. Gogan et al. (2022)
    Emotion, Rhetoric, and Entrepreneurial Experience: A Survey of Start-Up Communi…
    Journal of Business and Technical Communication

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CrossRef global citation count: 18 View in citation network →

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