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1	Actions Speak Louder than Words : How Figurative Language and Gesturing in Entrepreneurial Pitches Influences Investment Judgments
	Clarke, Jean S.; Cornelissen, Joep P.; Healey, Mark
	In: ISSN: 0001-4273 ; Academy of Management Journal ; https://hal.archives-ouvertes.fr/hal-02276704 ; Academy of Management Journal, 2019 (2019)
	Abstract: 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.
	Keyword: [SHS.ECO]Humanities and Social Sciences/Economics and Finance; [SHS.GESTION]Humanities and Social Sciences/Business administration; entrepreneurship; lab experiment; qualitative orientation; quantitative orientation; research methods; topic areas
	URL: https://hal.archives-ouvertes.fr/hal-02276704 https://hal.archives-ouvertes.fr/hal-02276704/document https://hal.archives-ouvertes.fr/hal-02276704/file/257607-AMJ_Clarke_FORTH.pdf
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2	Actions Speak Louder than Words : How Figurative Language and Gesturing in Entrepreneurial Pitches Influences Investment Judgments
	Clarke, Jean; Cornelissen, Joep P.; Healey, Mark
	In: ISSN: 0001-4273 ; Academy of Management Journal ; https://hal.archives-ouvertes.fr/hal-02312189 ; Academy of Management Journal, 2019 (2019)
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3	Gesture Analysis and Organizational Research : The Development and Application of a Protocol for Naturalistic Settings
	Clarke, Jean; Llewellyn, Nicholas; Cornelissen, Joep P....
	In: ISSN: 1094-4281 ; Organizational Research Methods ; https://hal.archives-ouvertes.fr/hal-02299462 ; Organizational Research Methods, SAGE Publications, 2019 (2019)
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4	Gesture Analysis and Organizational Research : The Development and Application of a Protocol for Naturalistic Settings
	Clarke, Jean; Llewellyn, Nicholas; Cornelissen, Joep P....
	In: ISSN: 1094-4281 ; Organizational Research Methods ; https://hal.archives-ouvertes.fr/hal-02312392 ; Organizational Research Methods, 2019 (2019)
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5	Explaining Employees' Reactions towards a Cross-Border Merger : The Role of English Language Fluency
	Kroon, David; Cornelissen, Joep P.; Vaara, Eero
	In: ISSN: 0025-181X ; Management International Review ; https://hal.archives-ouvertes.fr/hal-02313401 ; Management International Review, Management International Review, 2015, pp.775-800 P (2015)
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6	Putting communication front and center in institutional theory and analysis
	Cornelissen, Joep P.; Durand, Rodolphe; Fiss, Peer. - 2015
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7	Explaining employees’ reactions towards a cross-border merger:the role of English language fluency
	Kroon, David P.; Cornelissen, Joep P.; Vaara, Eero. - 2015
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8	METAPHOR AND THE DYNAMICS OF KNOWLEDGE IN ORGANIZATION STUDIES: A CASE STUDY OF THE LEARNING ORGANIZATION Theme: The Nature of Learning and Knowledge
	Antonacopoulou Elena P; Cornelissen Joep P; Broekhuizen Susanne...
	In: http://www2.warwick.ac.uk/fac/soc/wbs/conf/olkc/archive/olk5/papers/paper2.pdf
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9	Putting Communication Front and Center in Institutional Theory and Analysis
	Cornelissen Joep P.; Rodolphe Durand; Fiss Peer.
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10	How organizational actors live out paradoxical tensions through power relations: The case of a youth prison
	Wenzel, Matthias; Koch, Jochen; Cornelissen, Joep P..
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