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

Andreas Hellmann, Lawrence Ang and Suresh Sood

Journal of Behavioral and Experimental Finance, 2020, vol. 25, issue C

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.

Keywords: Impression management; Communication; Face-to-face; Framework; Concealment; Attribution (search for similar items in EconPapers)
Date: 2020
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Citations: View citations in EconPapers (5)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:beexfi:v:25:y:2020:i:c:s221463501930276x

DOI: 10.1016/j.jbef.2020.100265

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