Contrary to traditional thinking, a new study has found that investors are less likely to view a pitch as valuable when an entrepreneur speaks with too much passion and enthusiasm. The study, conducted by researchers from the University of California, Berkeley, found that investors are more likely to support pitches that are more measured, even if they are less enthusiastic.

The researchers analyzed 24 investor-entrepreneur meetings, and classified the amount of passion and enthusiasm in each pitch. The investors were surveyed for their impressions of the pitch, and its chances of success. The result showed that investors viewed pitches with more passion and enthusiasm less positively, perceiving them as less valuable.

The researchers believe several reasons exist for this phenomenon. One is that investors may perceive too much passion and enthusiasm as a lack of control and professionalism. Another is that overly passionate entrepreneurs may be seen as more likely to be driven by their own ego, rather than the interests of the investors.

The researchers suggest that entrepreneurs should be aware of the potential negative effects of excessive passion and enthusiasm in a pitch, and should aim for a more controlled, measured approach.