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Actions Speak Louder than Words : How Figurative Language and Gesturing in Entrepreneurial Pitches Influences Investment Judgments

Citations

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Cited by:

  1. Aaron H. Anglin & Shane W. Reid & Jeremy C. Short, 2023. "More Than One Way to Tell a Story: A Configurational Approach to Storytelling in Crowdfunding," Entrepreneurship Theory and Practice, , vol. 47(2), pages 461-494, March.
  2. Karin Kreutzer, 2022. "On the Discursive Construction of Social Entrepreneurship in Pitch Situations: The Intertextual Reproduction of Business and Social Discourse by Presenters and Their Audience," Journal of Business Ethics, Springer, vol. 179(4), pages 1071-1090, September.
  3. David Clingingsmith & Will Drover & Scott Shane, 2023. "Examining the outcomes of entrepreneur pitch training: an exploratory field study," Small Business Economics, Springer, vol. 60(3), pages 947-974, March.
  4. Warnick, Benjamin J. & Davis, Blakley C. & Allison, Thomas H. & Anglin, Aaron H., 2021. "Express yourself: Facial expression of happiness, anger, fear, and sadness in funding pitches," Journal of Business Venturing, Elsevier, vol. 36(4).
  5. Vincenzo Butticè & Silvio Vismara, 2022. "Inclusive digital finance: the industry of equity crowdfunding," The Journal of Technology Transfer, Springer, vol. 47(4), pages 1224-1241, August.
  6. McSweeney, Jordan J. & McSweeney, Kevin T. & Webb, Justin W. & Devers, Cynthia E., 2022. "The right touch of pitch assertiveness: Examining entrepreneurs' gender and project category fit in crowdfunding," Journal of Business Venturing, Elsevier, vol. 37(4).
  7. Werner Liebregts & Pourya Darnihamedani & Eric Postma & Martin Atzmueller, 2020. "The promise of social signal processing for research on decision-making in entrepreneurial contexts," Small Business Economics, Springer, vol. 55(3), pages 589-605, October.
  8. Harrison, Spencer Huber & Nurmohamed, Samir, 2023. "Dirty creativity: An inductive study of how creative workers champion new designs that are stigmatized," Organizational Behavior and Human Decision Processes, Elsevier, vol. 175(C).
  9. Evila Piva & Silvia Stroe, 2023. "New ventures fighting the war for talents: the impact of product innovativeness and entrepreneurs’ passion on applicant attraction," Small Business Economics, Springer, vol. 61(3), pages 1133-1159, October.
  10. Liubertė, Irina & Dimov, Dimo, 2021. "“One tiny drop changes everything”: Constructing opportunity with words," Journal of Business Venturing Insights, Elsevier, vol. 15(C).
  11. Krukowski, Kipp A. & Pollack, Jeffrey M. & Rutherford, Matthew W., 2023. "Winning the opportunity to pitch: Piquing startup investors’ interest by sending the right signals in executive summaries," Business Horizons, Elsevier, vol. 66(1), pages 75-86.
  12. Leonie Baldacchino & Deniz Ucbasaran & Laure Cabantous, 2023. "Linking Experience to Intuition and Cognitive Versatility in New Venture Ideation: A Dual‐Process Perspective," Journal of Management Studies, Wiley Blackwell, vol. 60(5), pages 1105-1146, July.
  13. Schwarte, Ying & Song, Yue & Hunt, Richard A. & Lohrke, Franz T., 2023. "Passion as process: Three perspectives on entrepreneurial passion and an integrated path forward," Journal of Business Research, Elsevier, vol. 156(C).
  14. Jean‐François Soublière & Christi Lockwood, 2022. "Achieving cultural resonance: Four strategies toward rallying support for entrepreneurial endeavors," Strategic Management Journal, Wiley Blackwell, vol. 43(8), pages 1499-1527, August.
  15. Adi Hoorvitch Lavi & Eyal Yaniv, 2023. "The Effect of Entrepreneur Attributes on Investment Evaluations in Pitch Competitions," Journal of Entrepreneurship and Innovation in Emerging Economies, Entrepreneurship Development Institute of India, vol. 32(1), pages 39-74, March.
  16. Shane, Scott & Drover, Will & Clingingsmith, David & Cerf, Moran, 2020. "Founder passion, neural engagement and informal investor interest in startup pitches: An fMRI study," Journal of Business Venturing, Elsevier, vol. 35(4).
  17. Yuliya Snihur & Llewellyn D. W. Thomas & Raghu Garud & Nelson Phillips, 2022. "Entrepreneurial Framing: A Literature Review and Future Research Directions," Entrepreneurship Theory and Practice, , vol. 46(3), pages 578-606, May.
  18. Denise Falchetti & Gino Cattani & Simone Ferriani, 2022. "Start with “Why,” but only if you have to: The strategic framing of novel ideas across different audiences," Strategic Management Journal, Wiley Blackwell, vol. 43(1), pages 130-159, January.
  19. McMullen, Jeffery S. & Fitzsimmons, Jason R. & Shetty, Khyati & Ramoglou, Stratos, 2024. "A temporal typology of entrepreneurial opportunities: Implications for the optimal timing of entrepreneurial action," Journal of Business Venturing, Elsevier, vol. 39(1).
  20. Indu Khurana & Daniel J. Lee, 2023. "Gender bias in high stakes pitching: an NLP approach," Small Business Economics, Springer, vol. 60(2), pages 485-502, February.
  21. Sanchez-Ruiz, Paul & Wood, Matthew S. & Long-Ruboyianes, Anna, 2021. "Persuasive or polarizing? The influence of entrepreneurs' use of ingratiation rhetoric on investor funding decisions," Journal of Business Venturing, Elsevier, vol. 36(4).
  22. Stroe, Silvia & Sirén, Charlotta & Parida, Vinit & Wincent, Joakim, 2022. "Framing ideas for new venture resources acquisition in crises: An fsQCA analysis," Journal of Business Venturing Insights, Elsevier, vol. 17(C).
  23. Greg Fisher & Emily Neubert, 2023. "Evaluating Ventures Fast and Slow: Sensemaking, Intuition, and Deliberation in Entrepreneurial Resource Provision Decisions," Entrepreneurship Theory and Practice, , vol. 47(4), pages 1298-1326, July.
  24. Zhe Zhang & Mijia Gong & Shanshan Zhang & Ming Jia, 2023. "Buffering or Aggravating Effect? Examining the Effects of Prior Corporate Social Responsibility on Corporate Social Irresponsibility," Journal of Business Ethics, Springer, vol. 183(1), pages 147-163, February.
  25. Matthew P. Mount & Markus Baer & Matthew J. Lupoli, 2021. "Quantum leaps or baby steps? Expertise distance, construal level, and the propensity to invest in novel technological ideas," Strategic Management Journal, Wiley Blackwell, vol. 42(8), pages 1490-1515, August.
  26. Allison, Thomas H. & Warnick, Benjamin J. & Davis, Blakley C. & Cardon, Melissa S., 2022. "Can you hear me now? Engendering passion and preparedness perceptions with vocal expressions in crowdfunding pitches," Journal of Business Venturing, Elsevier, vol. 37(3).
  27. Liu, Yipeng, 2020. "The micro-foundations of global business incubation: Stakeholder engagement and strategic entrepreneurial partnerships," Technological Forecasting and Social Change, Elsevier, vol. 161(C).
  28. Neil Pollock & Duncan Chapple & Suwen Chen & Luciana D’Adderrio, 2023. "The Valorising Pitch: How Digital Start‐ups Leverage Intermediary Coverage," Journal of Management Studies, Wiley Blackwell, vol. 60(2), pages 346-371, March.
  29. Jin, Xianzhe & Li, Jingnan & Gao, Jijun, 2022. "Joint effect of linguistic style and ethnicity on entrepreneurial fundraising: Evidence from equity crowdfunding," Journal of International Financial Markets, Institutions and Money, Elsevier, vol. 81(C).
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