The persuasive power of facial expression when performing monitoring duties
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2021-08-19
Language
en
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Abstract
Organizations exhibit different types of ‘monitoring relationships’, sharing the common
characteristic of a group of auditors (e.g., board of directors) overseeing a group of auditees
(e.g., top management). This research aims to provide insight into the underexposed social
dynamic aspects of these relationships, by examining the role of persuasiveness when
performing monitoring duties. Literature on social psychology and corporate governance
indicates that persuasiveness is an important dimension of effective monitoring. Therefore,
understanding the characteristics that promote persuasiveness provides insight into what
constitutes effective monitoring. Current literature identifies various persuasiveness-inducing
characteristics, also called ‘source attributes’ (e.g., expertise, likeability, physical
attractiveness, and trustworthiness). A novel source attribute – emotions conveyed through
facial expression – is examined in real-life persuasion settings, i.e., monitoring relationships
between the governing boards and executive committees of Dutch Water Authorities. The
dataset contains 600 face-to-face meetings between governing boards and executive
committees. Meeting duration is taken into account as a moderator of the direct relationship
between facial expression of emotions and persuasiveness. The results reveal a significant, but not robust, positive relationship between facial expression of positive emotions and
persuasiveness
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Faculteit der Managementwetenschappen