Actions Speak Louder than Words : How Figurative Language and Gesturing in Entrepreneurial Pitches Influences Investment Judgments
| Autor: | Mark P. Healey, Joep Cornelissen, Jean Clarke |
|---|---|
| Přispěvatelé: | emlyon business school, Department of Business-Society Management, business school, emlyon |
| Jazyk: | angličtina |
| Rok vydání: | 2019 |
| Předmět: |
Entrepreneurship
Strategy and Management media_common.quotation_subject topic areas 050109 social psychology Passion entrepreneurship Literal and figurative language quantitative orientation Nonverbal communication research methods Management of Technology and Innovation 0502 economics and business 0501 psychology and cognitive sciences Product (category theory) Business and International Management [SHS.ECO] Humanities and Social Sciences/Economics and Finance media_common 05 social sciences [SHS.ECO]Humanities and Social Sciences/Economics and Finance General Business Management and Accounting Variation (linguistics) lab experiment Preparedness [SHS.GESTION]Humanities and Social Sciences/Business administration qualitative orientation [SHS.GESTION] Humanities and Social Sciences/Business administration Psychology 050203 business & management Cognitive psychology Gesture |
| Zdroj: | Academy of Management Journal Academy of Management Journal, 2019 Academy of Management Journal, 62(2). Academy of Management Healey, M, Clarke, J & Cornelissen, J 2018, ' Actions Speak Louder than Words: How Figurative Language and Gesturing in Entrepreneurial Pitches Influences Investment Judgments ', Academy of Management Journal, vol. 62, no. 2, pp. 335-360 . https://doi.org/10.5465/amj.2016.1008 |
| ISSN: | 0001-4273 |
| DOI: | 10.5465/amj.2016.1008 |
| Popis: | International audience; A key challenge for entrepreneurs is to convince investors of their business ideas in a pitch. Although scholars have started to explore how entrepreneurs convey their passion and preparedness in a pitch, they have overlooked the possible variation that exists in the verbal and nonverbal expressions of entrepreneurs. We build on research in cognitive science and entrepreneurship to examine the nature and influence of specific forms of speech and gesturing used by entrepreneurs when pitching. In an initial qualitative field study we identify distinct pitching strategies entrepreneurs use, involving different combinations of verbal tactics (using literal and figurative language to frame a venture) and gesture (using different types of hand gestures to emphasize parts of their pitch and convey product and venture ideas). In an experimental study with samples of investors and students, we examine the impact of these strategies on the propensity to invest. We found that although variation in the type of language entrepreneurs used had limited effects, using gestures to depict and symbolize business ideas had strong positive effects. Our findings indicate that the skilled use of gestures by entrepreneurs helps potential investors imagine aspects of a new venture for themselves, enhancing perception of its investment potential. |
| Databáze: | OpenAIRE |
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