Persuasive trust building in oral financial presentations: An analysis of a narrative Investor Realations genre

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dc.contributor Aalto-yliopisto fi
dc.contributor Aalto University en
dc.contributor.author Caspers, Anja
dc.date.accessioned 2018-03-15T10:02:41Z
dc.date.available 2018-03-15T10:02:41Z
dc.date.issued 2017
dc.identifier.isbn 978-952-60-7543-3 (printed)
dc.identifier.uri https://aaltodoc.aalto.fi/handle/123456789/30236
dc.description.abstract The aim of this study is to better understand the nature and role of oral financial presentations (OFP) in listed companies’ Investor Relations (IR) communication activities. Combining existing literature from two disciplines, accounting and business communication research, it identifies two different types of OFP: On the one hand, Earnings Calls (EC) which are closely related to mandatory Earnings Releases and can be seen as “norm-based”, and on the other, Analyst Presentations (AP) which are fully voluntary. Whereas the first group of OFP or EC has been studied to some extent, the voluntary form has received little attention. The present study is thus motivated by asking why and how listed companies present themselves to the financial community voluntarily. The main reason is seen in the necessity to promote the company’s shares in the competitive markets. Moreover, the existing literature on EC has regarded them as a genre but as only analyzed different detail questions in presentations held in English without providing any theoretical framework for companies’ IR activities and shows within this framework the nature and role of OFP focusing on the AP type of OFP. On the other hand, however, the framework reveals the financial community’s need of trustworthy information. The question is thus how listed companies solve this dual goal, share promotion and delivering trustworthy information, in their oral presentations with the help of the strategic reputational story, the Equity Story. This empirical study analyzes 17 recorded and transcribed OFP held in European languages, German and Finnish. In order to describe the genre context of the companies’ IR efforts, two surveys and six expert interviews were also conducted and analyzed. The findings show that there is a border crossing professional financial marketing rhetoric, which is, however, combined with local rhetorical features in practice. Due to investors’ specific need of trust, also the ethics of such rhetoric is discussed, with the conclusion that in AP, the genre rules make it shared practice and thus help to share the meaning of these presentations well within the financial community. en
dc.format.extent 263
dc.language.iso en en
dc.publisher Aalto University en
dc.publisher Aalto-yliopisto fi
dc.relation.ispartofseries Aalto University publication series DOCTORAL DISSERTATIONS en
dc.relation.ispartofseries 141/2017
dc.subject.other Communication en
dc.subject.other Management en
dc.subject.other Marketing en
dc.title Persuasive trust building in oral financial presentations: An analysis of a narrative Investor Realations genre en
dc.type G4 Monografiaväitöskirja fi
dc.contributor.school Kauppakorkeakoulu fi
dc.contributor.school School of Business en
dc.contributor.department Johtamisen laitos fi
dc.contributor.department Department of Management Studies en
dc.subject.keyword persuasion en
dc.subject.keyword trust en
dc.subject.keyword oral financial presentations en
dc.subject.keyword rhetoric en
dc.subject.keyword genre analysis en
dc.subject.keyword narration en
dc.subject.keyword investor analysis en
dc.subject.keyword equity story en
dc.subject.keyword rahoitus fi
dc.subject.keyword toimialat fi
dc.subject.keyword markkinointi fi
dc.subject.keyword retoriikka fi
dc.subject.keyword tarina fi
dc.subject.keyword yritysviestintä fi
dc.identifier.urn URN:NBN:fi:aalto-201803141707
dc.type.dcmitype text en
dc.type.ontasot Doctoral dissertation (monograph) en
dc.type.ontasot Väitöskirja (monografia) fi
dc.contributor.supervisor Louhiala-Salminen, Leena, Dr., Aalto University, Department of Management, Finland
dc.opn Pollach, Irene, Asst. Prof., Aarhus University, Denmark
dc.subject.helecon johtaminen
dc.subject.helecon markkinointi
dc.subject.helecon retoriikka
dc.subject.helecon luottamus
dc.subject.helecon tarina
dc.subject.helecon psykologia
dc.subject.helecon rahoitus
dc.subject.helecon maine
dc.date.defence 2017-09-08
local.aalto.acrisexportstatus exported 2019-02-26_0633


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