Managers’ Body Expansiveness, Investor Perceptions, and Firm Forecast Errors and Valuation
研究了创业者演讲时的身体扩张性（如姿势幅度）与预测误差、估值、企业存活率及融资成功率的关系，发现身体扩张性越强，预测误差和估值越高，存活率越低但融资成功率越高，提示投资者可能误读非语言信号。
ABSTRACT We examine the relation between a measure of managers’ physical display—body expansiveness—and favorable reporting practices (in firm forecasts and valuation information) and performance (survival and funding success). We videotape 154 entrepreneurs pitching their business ideas, and use computer vision software to obtain information about speakers’ movements. We show that physical expansiveness correlates with higher forecast errors and proposed firm valuations and lower survival rates yet higher likelihood of funding success. We argue that investors may incorrectly interpret nonverbal communication in their assessments of entrepreneurs and propose a behavioral explanation. We further corroborate the proposed mechanism by studying investor perceptions of entrepreneurs’ personal characteristics. Overall, we shed light on an overlooked source of information—nonverbal behavior—and relate it to firm forecasting, valuation, survival, and financing success, which are important factors in the assessment of investment opportunities, deal structure, and monitoring.