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1	Understanding the human in stakeholder theory : a phenomenological approach to affect-based learning
	Painter, Mollie; Pérezts, Mar; Deslandes, Ghislain
	In: ISSN: 1350-5076 ; Management Learning ; https://hal.archives-ouvertes.fr/hal-03188192 ; Management Learning, SAGE Publications, 2020 (2020)
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2	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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3	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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4	Images of entrepreneurship : Using drawing to explore entrepreneurial experience
	Clarke, Jean; Holt, Robin
	In: ISSN: 2352-6734 ; Journal of Business Venturing Insights ; https://hal.archives-ouvertes.fr/hal-02312366 ; Journal of Business Venturing Insights, 2019 (2019)
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5	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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6	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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7	Trait emotional intelligence and social capital : The emotionally unintelligent may occasionally be better off
	Bozionelos, Georgios; Bozionelos, Nikos
	In: ISSN: 0191-8869 ; Personality and Individual Differences ; https://hal.archives-ouvertes.fr/hal-02312220 ; Personality and Individual Differences, 2018, 348-351 p (2018)
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8	Of counter spaces of provisioning : Reframing the sidewalk as a parasite heterotopia
	Roux, Dominique; Guillard, Valérie; Blanchet, Vivien
	In: ISSN: 1470-5931 ; Marketing Theory ; https://hal.archives-ouvertes.fr/hal-02312361 ; Marketing Theory, 2018, 218-233 p (2018)
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9	Why Books?
	Lindebaum, Dirk; Perezts, Mar; Andersson, Lynne
	In: ISSN: 0170-8406 ; Organization Studies ; https://hal.archives-ouvertes.fr/hal-02312125 ; Organization Studies, 2018, 135-141 p (2018)
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10	The Politics of Everyday
	Courpasson, David
	In: ISSN: 0170-8406 ; Organization Studies ; https://hal.archives-ouvertes.fr/hal-02312016 ; Organization Studies, 2017, 843-859 p (2017)
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11	Imagery of ad-venture : Understanding entrepreneurial identity through metaphor and drawing
	Clarke, Jean; Holt, Robin
	In: ISSN: 0883-9026 ; Journal of business venturing ; https://hal.archives-ouvertes.fr/hal-02312019 ; Journal of business venturing, 2017, 476-497 p (2017)
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12	Understanding Online Hotel Reviews Through Automated Text Analysis
	Mankad, Shawn; Han, Hyunjeong Spring; Goh, Joel...
	In: ISSN: 2164-3970 ; Service Science ; https://hal.archives-ouvertes.fr/hal-02311939 ; Service Science, Informs, 2016, 124-138 p (2016)
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13	Creativity and Cognitive Skills among Millennials : Thinking Too Much and Creating Too Little
	Corgnet, Brice; Espin, Antonio M.; Hernán-González, Roberto
	In: ISSN: 1664-1078 ; Frontiers in Psychology ; https://hal.archives-ouvertes.fr/hal-02312050 ; Frontiers in Psychology, Frontiers, 2016 (2016)
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14	Emergence of Cultural Intelligence and Global Mindset Capital : A Multilevel Model
	Ramsey, Jase; Abi Aad, Amine; Jiang, Chuandi...
	In: ISSN: 1525-383X ; Multinational Business Review ; https://hal.archives-ouvertes.fr/hal-02313411 ; Multinational Business Review, 2016, 106-122 p (2016)
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15	Twitter for Research, Handbook 2015-2016
	Levallois, Clément; Marchand, Morgane; Mata, Tiago. - : HAL CCSD, 2016
	In: https://hal.archives-ouvertes.fr/hal-01892824 ; 2016, 978-1523263394 (2016)
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16	Twitter for Research, Handbook 2015-2016
	Levallois, Clément; Marchand, Morgane; Mata, Tiago. - : HAL CCSD, 2016. : EM LYON, 2016
	In: https://hal.archives-ouvertes.fr/hal-02298235 ; EM LYON, pp.242 P., 2016, 978-1523263394 (2016)
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17	TMI: Signaling credible claims in crowdfunding campaign narratives
	Kim, Phillip H.; Buffart, Mickaël; Croidieu, Grégoire
	In: ISSN: 1059-6011 ; Group and Organization Management ; https://hal.archives-ouvertes.fr/hal-03188198 ; Group and Organization Management, SAGE Publications, 2016, 717-750 p (2016)
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18	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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19	Embodying Organizational Memory: Community Memory as a Pillar of Organizational Identity Formation and Stability
	Dérieux, Sébastien; Gomez, Pierre-Yves
	In: XIX Congreso Internacional de Investigación en Ciencias Administrativas ; https://hal-univ-lyon3.archives-ouvertes.fr/hal-01135786 ; XIX Congreso Internacional de Investigación en Ciencias Administrativas, Apr 2015, Durango, Mexico (2015)
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20	Analytical frames for studying power in strategy as practice and beyond
	Clegg, Stewart R.; Kornberger, Martin
	In: Cambridge Handbook of Strategy as Practice ; https://hal.archives-ouvertes.fr/hal-02311109 ; Cambridge Handbook of Strategy as Practice, Cambridge University Press, 389-404 p., 2015, 978-1-139-68103-2 (2015)
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