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

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7 Citations (Scopus)


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.
Original languageEnglish
Article number100265
Pages (from-to)1-4
Number of pages4
JournalJournal of Behavioral and Experimental Finance
Early online date7 Jan 2020
Publication statusPublished - Mar 2020


  • Impression management
  • Communication
  • Face-to-face
  • Framework
  • Concealment
  • Attribution

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