Can you hear me now? Engendering passion and preparedness perceptions with vocal expressions in crowdfunding pitches |
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| Institution: | 1. Department of Entrepreneurship and Innovation, Neeley School of Business, Texas Christian University, TCU Box 298530, Fort Worth, TX 76129, United States of America;2. Department of Management, Information Systems, and Entrepreneurship, Carson College of Business, Washington State University, Vancouver, WA 98686, United States of America;3. Department of Management and Entrepreneurship, School of Business, Virginia Commonwealth University, Richmond, VA 23284, United States of America;4. Department of Management & Entrepreneurship, Haslam College of Business, University of Tennessee, 413 Stokely Management Center, Knoxville, TN 37996, United States of America |
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| Abstract: | The voice is often the only continuous channel of expression in pitch videos. We isolate the influence of entrepreneurs' vocal expressions on funding by examining how valence (positivity/negativity) and arousal (activation) shape funders' perceptions of passion and preparedness. We show that an entrepreneur's high-arousal vocal expressions, whether positive or negative, increase perceptions of their passion. Entrepreneurs are perceived as more prepared when the valence and arousal of their vocal expressions are congruent. We test our hypotheses in the context of rewards-based crowdfunding, using both an experiment and a speech affect analysis of real-world crowdfunding pitches. |
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