全球智库信息集成服务系统(G2TT): Persuading Investors: A Video-Based Study

G2TT

来源类型	Working Paper
规范类型	报告
DOI	10.3386/w29048
来源ID	Working Paper 29048
	Persuading Investors: A Video-Based Study
	Allen Hu; Song Ma
发表日期	2021-07-19
出版年	2021
语种	英语
摘要	Persuasive communication functions not only through content but also delivery, e.g., facial expression, tone of voice, and diction. This paper examines the persuasiveness of delivery in start-up pitches. Using machine learning (ML) algorithms to process full pitch videos, we quantify persuasion in visual, vocal, and verbal dimensions. Positive (i.e., passionate, warm) pitches increase funding probability. Yet conditional on funding, high-positivity startups underperform. Women are more heavily judged on delivery when evaluating single-gender teams, but they are neglected when co-pitching with men in mixed-gender teams. Using an experiment, we show persuasion delivery works mainly through leading investors to form inaccurate beliefs.
主题	Econometrics ; Estimation Methods ; Microeconomics ; Behavioral Economics ; Financial Economics ; Financial Institutions ; Behavioral Finance
URL	https://www.nber.org/papers/w29048
来源智库	National Bureau of Economic Research (United States)
引用统计
资源类型	智库出版物
条目标识符	http://119.78.100.153/handle/2XGU8XDN/586722
推荐引用方式 GB/T 7714	Allen Hu,Song Ma. Persuading Investors: A Video-Based Study. 2021.