Predicting evaluations of entrepreneurial pitches based on multimodal nonverbal behavioral cues and self-reported characteristics

Kostas Stoitsas, Itir Önal Ertuğrul, Werner Liebregts, Merel M. Jung

Research output: Chapter in Book/Report/Conference proceedingConference contributionAcademicpeer-review

Abstract

Acquiring funding for a startup venture often involves pitching a business idea to potential investors. Insight into the nonverbal behavioral cues that impact the investment decision making process can help entrepreneurs to improve their persuasion skills and can provide valuable insights to investors and researchers. Previous research on the prediction of investment decisions in entrepreneurial pitches has primarily focused on analyzing (usually unimodal) behavioral cues from pitchers only. To address this gap, in this study we compare the predictive performance of different feature sets consisting of nonverbal behavior cues from different modalities (i.e., facial expressions, head movement, and vocal expressions) from both pitchers and investors and their self-reported characteristics. Our findings show promising results for the prediction of investor’s evaluations of entrepreneurial pitches. Multimodal behavioral cues, especially head movement and vocal expressions, were found to be most predictive.
Original languageEnglish
Title of host publicationCompanion Publication of the 2022 International Conference on Multimodal Interaction
PublisherACM
Pages121-126
Number of pages6
DOIs
Publication statusPublished - Nov 2022

Keywords

  • Entrepreneurial pitch competition
  • Decision making process
  • Social signal processing
  • Nonverbal behavior
  • Multimodal interaction

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