The Influence of Displayed Emotions in Facial Expressions on Persuasiveness
The board of directors resides at the apex of the organizational pyramid, and can thus be seen as the highest legal authority within an organization. However, corporate scandals like Enron, the Lehman Brothers, and more recently, Volkswagen, have discredited the role of the board. Therefore, the board is encouraged to take a more active role within organizations. The purpose of this research is to examine the influence of facial emotional display on the persuasiveness of board members on an individual level. The influence of the display of the emotions anger, happiness, and sadness were analysed in 110 board meetings of the Dutch Water Authorities. Machine learning is used to calculate weighted scores for the facial display of emotions. This study draws upon both social psychology and pitching literature to explain why individual board members may differ in their persuasive capabilities. The empirical results of the binary logistic regression indicate that the facial display of these emotions does not have a significant influence on the persuasiveness of individual board members.
Faculteit der Managementwetenschappen