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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. Shepherd, Dean A. & Pollack, Jeffrey M., 2025. "A listening model of venture growth: entrepreneurs' listening abilities and ventures' listening capabilities," Journal of Business Venturing, Elsevier, vol. 40(1).
  3. 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.
  4. 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.
  5. 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).
  6. Heupel, Kevin & Fonseca, Jorge Arteaga & Rutherford, Matthew & Edwards, Bryan, 2024. "Feeding the hype cycle: Entrepreneurial swagger, passion, and inflated expectations," Journal of Business Venturing, Elsevier, vol. 39(6).
  7. 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.
  8. 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).
  9. Jean S. Clarke & Nicholas Llewellyn & Joep Cornelissen & Rowena Viney, 2021. "Gesture Analysis and Organizational Research : The Development and Application of a Protocol for Naturalistic Settings," Post-Print hal-02299462, HAL.
  10. Antretter, Torben & Lekkas, Henrik Wesemann & Djokovic, Djordje & Souitaris, Vangelis & Wincent, Joakim, 2025. "Not what you expected to see? Obesity stereotypes, expectancy violations, and angel investment decisions," Journal of Business Venturing, Elsevier, vol. 40(5).
  11. 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.
  12. Li, Yaqiu & Meg Lee, Hsin Hsuan & Blasco-Arcas, Lorena, 2025. "Computer vision in branding: A conceptual framework and future research agenda," Journal of Business Research, Elsevier, vol. 193(C).
  13. Purtell, Clinton T. & Rutherford, Matthew W. & Phillips, Duygu & Pollack, Jeffrey M. & Edwards, Bryan D., 2024. "Pitch envisaging: The role of narrative transportation in pitching success," Journal of Business Venturing Insights, Elsevier, vol. 22(C).
  14. Bojovic, Neva & Garud, Raghu & Cheded, Mohammed, 2025. "The body as a cultural resource for entrepreneurs in stigmatized settings: The case of sex toys by women for women," Journal of Business Venturing, Elsevier, vol. 40(1).
  15. Shu-Chen Chang & Hua-Wei Hung, 2026. "Ethos-Based Entrepreneurial Framing: The Case Study of Alibaba’s Jack Ma," International Entrepreneurship and Management Journal, Springer, vol. 22(1), pages 1-26, March.
  16. 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).
  17. Manuel Kaiser & Andreas Kuckertz, 2024. "Bibliometrically mapping the research field of entrepreneurial communication: where we stand and where we need to go," Management Review Quarterly, Springer, vol. 74(4), pages 2087-2120, December.
  18. Liubertė, Irina & Dimov, Dimo, 2021. "“One tiny drop changes everything”: Constructing opportunity with words," Journal of Business Venturing Insights, Elsevier, vol. 15(C).
  19. 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.
  20. Guy Parmentier & Séverine Le Loarne-Lemaire, 2021. "The Impact on Idea Selection of the Intrinsic Qualities of a Creative Idea and Its Presentation: The Case of Pitch Evaluations during Start-Up Weekends," Grenoble Ecole de Management (Post-Print) hal-04809684, HAL.
  21. Sitruk, Jonathan & Grodal, Stine & Suarez, Fernando & Dibiaggio, Ludovic, 2025. "Emotional brightness and crowdfunding performance," Research Policy, Elsevier, vol. 54(1).
  22. 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.
  23. 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).
  24. 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.
  25. Andy El-Zayaty & Martin Ganco & Bekhzod Khoshimov, 2025. "Vague Language, Founding Team Human Capital, and Resource Acquisition," Organization Science, INFORMS, vol. 36(6), pages 2108-2128, November.
  26. Riccardo Bonazzi & Heidi Gautschi & Gianluigi Viscusi, 2023. "Discussing blockchain applications in TED Talks: A fashion wave approach to understanding the blockchain phenomenon," PLOS ONE, Public Library of Science, vol. 18(7), pages 1-15, July.
  27. 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.
  28. Jaemin Kim & Joy Jiang & Michael Greiner, 2025. "Executive Presentations and Environmental Action in Polluting Industries: Moderating Effects of Narrative and Numeric Concreteness on Aspirational Talk," Journal of Business Ethics, Springer, vol. 199(2), pages 255-283, June.
  29. Paul Sanchez-Ruiz & Andrew Blake & Oleg Petrenko & Ileana Maldonado-Bautista & Veroniek Collewaert & Kendall W. Artz, 2025. "Courting the Sharks: The Influence of CEO Narcissistic Admiration and Rivalry on New Venture Funding," Organization Science, INFORMS, vol. 36(6), pages 2304-2323, November.
  30. Guy Parmentier & Séverine Le Loarne-Lemaire, 2021. "The Impact on Idea Selection of the Intrinsic Qualities of a Creative Idea and Its Presentation: The Case of Pitch Evaluations during Start-Up Weekends," Post-Print hal-04809684, HAL.
  31. 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).
  32. McSweeney, Jordan J. & McSweeney, Kevin T. & Allison, Thomas H. & Anglin, Aaron H., 2025. "The entrepreneurial pitching process: A systematic review using topic modeling and future research agenda," Journal of Business Venturing, Elsevier, vol. 40(5).
  33. 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.
  34. 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.
  35. Patrick Figge & Lorenz Graf-Vlachy & Andreas König & Florian Demann & Martin Diessner, 2025. "Shades of Grey or Black and White? How Entrepreneurs’ Use of Cognitively Complex Language Affects Investor Funding," Entrepreneurship Theory and Practice, , vol. 49(6), pages 1535-1564, November.
  36. Keith Arundale & Colin Mason, 2025. "Business angel groups as collective action: an examination of the due diligence process," International Entrepreneurship and Management Journal, Springer, vol. 21(1), pages 1-24, December.
  37. Vangelis Souitaris & Bo Peng & Stefania Zerbinati & Dean A. Shepherd, 2023. "Specialists, Generalists, or Both? Founders’ Multidimensional Breadth of Experience and Entrepreneurial Ventures’ Fundraising at IPO," Organization Science, INFORMS, vol. 34(2), pages 557-588, March.
  38. Zhang, Yan & Zhou, Xiaohu & Zhang, Hui & Khanagha, Saeed, 2025. "Mechanisms of vision communication and employees’ change-supportive behavior from the perspective of expectancy theory," Journal of Business Research, Elsevier, vol. 188(C).
  39. 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.
  40. Timo van Balen & Murat Tarakci, 2024. "Recruiting Talent Through Entrepreneurs’ Social Vision Communication," Organization Science, INFORMS, vol. 35(1), pages 326-345, January.
  41. João Cotter Salvado & Donal Crilly, 2025. "Analyst Reaction to War-Related Language: Source Domains and the Role of Market Structure and Market Share," Organization Science, INFORMS, vol. 36(5), pages 1690-1725, September.
  42. 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).
  43. Jonathan Kimmitt & Ewald Kibler & Henri Schildt & Päivi Oinas, 2024. "Place in Entrepreneurial Storytelling: A Study of Cultural Entrepreneurship in a Deprived Context," Journal of Management Studies, Wiley Blackwell, vol. 61(3), pages 1036-1073, May.
  44. 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).
  45. 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.
  46. 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.
  47. 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.
  48. 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).
  49. 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).
  50. 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.
  51. Ivana Naumovska & Derek Harmon, 2024. "Communication under Uncertainty and the Role of Founders’ Information Advantage: Evidence from SPAC IPOs," Strategy Science, INFORMS, vol. 9(2), pages 163-184, June.
  52. Berchicci, Luca & Boons, Mark, 2025. "The effect of the degree of early-stage failure on entrepreneurial pivoting and success: Evidence from crowdfunding," Research Policy, Elsevier, vol. 54(4).
  53. 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).
  54. Katharina Fellnhofer & Yu Deng, 2024. "Investor Intuition Promotes Gender Equality in Access to Reward-Based Crowdfunding," Entrepreneurship Theory and Practice, , vol. 48(2), pages 675-718, March.
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