Macquarie University, Macquarie Business School, Brain Value
Towards a conceptual framework for analysing impression management during face-to-face communication
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.