What I learned from analyzing 789 ‘Shark Tank’ pitches: Narcissists get funding if they’re not arrogant or defensive

By Paul Sanchez Ruiz, Professor of Management and Entrepreneurship, Iowa State University

Entrepreneurs displaying narcissistic behavior are better able to convince investors to give them money when their grandiosity comes across as confidence as opposed to defensiveness or arrogance.

That’s what we learned from watching 12 seasons of the popular reality TV show “Shark Tank” to better understand how an entrepreneur’s psychological profile affects their ability to secure funding.

My research focuses on how…

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