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Towards a conceptual framework for analysing impression management during face-to-face communication

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  • Hellmann, Andreas
  • Ang, Lawrence
  • Sood, Suresh

Abstract

The purpose of this paper is to generate a framework for investigating direct face-to-face interactions during corporate results presentations from senior executives. This is important because face-to-face communications represent opportunities for impression management owing to cognitive biases and constraints arising from the interplay of non-verbal and verbal cues. Our Behavioural Impression Management Framework combines eight ways of non-verbal communication augmenting verbal cues. This framework paves the way for helping professional analysts and executives pay attention to critical moments during financial presentations expressed through verbal and non-verbal communication. Further, our framework lends itself to the design of authentic yet artificial intelligence to human interactions.

Suggested Citation

  • Hellmann, Andreas & Ang, Lawrence & Sood, Suresh, 2020. "Towards a conceptual framework for analysing impression management during face-to-face communication," Journal of Behavioral and Experimental Finance, Elsevier, vol. 25(C).
    • Handle: RePEc:eee:beexfi:v:25:y:2020:i:c:s221463501930276x
    DOI: 10.1016/j.jbef.2020.100265
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    References listed on IDEAS

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    1. Andreas Hellmann & Chiing Yeow & Lurion De Mello, 2017. "The influence of textual presentation order and graphical presentation on the judgements of non-professional investors," Accounting and Business Research, Taylor & Francis Journals, vol. 47(4), pages 455-470, June.
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    Cited by:

    1. Chen, Xiaomeng Charlene & Hellmann, Andreas & Sood, Suresh, 2022. "A framework for analyst economic incentives and cognitive biases: Origination of the walk-down in earnings forecasts," Journal of Behavioral and Experimental Finance, Elsevier, vol. 36(C).
    2. Hellmann, Andreas & Patel, Chris, 2021. "Translation of International Financial Reporting Standards and implications for judgments and decision-making," Journal of Behavioral and Experimental Finance, Elsevier, vol. 30(C).
    3. Ang, Lawrence & Hellmann, Andreas & Kanbaty, Majid & Sood, Suresh, 2020. "Emotional and attentional influences of photographs on impression management and financial decision making," Journal of Behavioral and Experimental Finance, Elsevier, vol. 27(C).
    4. Kanbaty, Majid & Hellmann, Andreas & He, Liyu, 2020. "Infographics in corporate sustainability reports: Providing useful information or used for impression management?," Journal of Behavioral and Experimental Finance, Elsevier, vol. 26(C).
    5. Kincaid, Paula A. & Short, Jeremy C. & Wolfe, Marcus T., 2022. "Got ink, get paid? Exploring the impact of tattoo visibility on crowdfunding performance," Journal of Business Venturing Insights, Elsevier, vol. 17(C).

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