It’s not what you say, it’s how you say it: Conversational flow as a predictor of networking success

Truong, Mindy; Fast, Nathanael J.; Kim, Jennifer

doi:10.1016/j.obhdp.2020.02.004

Cited by 12 publications

(8 citation statements)

References 40 publications

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“…A major issue in research on perceived listening at work is that listening has been included as a facet of several closely related constructs such as respectful inquiry (Van Quaquebeke & Felps, 2018), leader humility (Cojuharenco & Karelaia, 2020), managerial consultation (Tangirala and Ramanujam, 2012), conversational flow (Truong et al, 2020), and respectful engagement (Carmeli, Dutton, & Hardin, 2015). When embedded in these other constructs, the effects of perceived listening are difficult to isolate and may be complex.…”

Section: Disambiguating Perceived Listening From Related Constructsmentioning

confidence: 99%

“…When embedded in these other constructs, the effects of perceived listening are difficult to isolate and may be complex. For example, Truong et al (2020) found that "conversational flow," which includes perceived listening ability, led observers to rate the listener as more effective at networking. These studies are broadly consistent with other findings on listening at work in encouraging voice and leading to attributions of influence.…”

Section: Disambiguating Perceived Listening From Related Constructsmentioning

confidence: 99%

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Listening in Organizations: A Synthesis and Future Agenda

Yip

Fisher

2022

ANNALS

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We conducted an integrative review of research on listening relevant to work and organizations, published from 2000 to 2021, and across three disciplines (management, psychology, and communication studies). We found that listening research is fragmented across three perspectives: (1) perceived listening, (2) listeners' experience, and (3) listening structures. We discuss how integrating these perspectives highlights two major tensions in listening research.First, there is a tension between speakers' perceptions and listeners' experience, which reveals a listening paradox -while listening is perceived to be beneficial for speakers, it can be experienced as costly and depleting for listeners. This paradox reveals why people struggle with listening when it is needed the most. Second, listening structures in organizations can create tensions between organizational goals and listeners' experiences. While organizations use listening structures to enable and signal listening, these efforts can impose greater costs on listeners, reinforce existing power structures, and create opportunities for unwanted surveillance.Managing these tensions provides fertile ground for future research, in part because recent advances in communication technologies are changing the dynamics and structure of listening in organizations.

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Section: Disambiguating Perceived Listening From Related Constructsmentioning

confidence: 99%

Section: Disambiguating Perceived Listening From Related Constructsmentioning

confidence: 99%

Listening in Organizations: A Synthesis and Future Agenda

Yip

Fisher

2022

ANNALS

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“…In addition, feedback interactions that encompassed combinations 1–3 were more likely to end with the intention to meet again. Hence, these combinations seem to create conversational flow: the ‘experience of smooth, efficient, and mutually engaging conversation’ (Truong, Fast and Kim, 2020, p. 2).…”

Section: Resultsmentioning

confidence: 99%

The Relational Dimension of Feedback Interactions: A Study of Early Feedback Meetings Between Entrepreneurs and Potential Mentors

Werven

Cornelissen

Bouwmeester

2022

British J of Management

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Entrepreneurs' responses to feedback are in part determined by how the interactions during which they receive it unfold. Prior studies primarily discuss feedback interactions between entrepreneurs and their mentors or trusted advisors. As a result of this focus on longstanding relationships, there is limited knowledge of 'early' meetings -conversations between feedback providers and entrepreneurs who do not know each other well -and the ways in which these shape the relationship between the interactants, as well as the way feedback is received. Our analysis of 54 early feedback interactions suggests that changes in epistemic stance and alignment influence whether there is affiliation, that is, affective cooperation, between entrepreneurs and feedback providers. We theorize that affiliation is necessary for early feedback interactions to develop into longstanding feedback relationships.

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“…The higher the score, the more positive the tone. The LIWC authenticity score measures the level of genuineness and truthfulness displayed in a narrative (Tausczik & Pennebaker, 2010; Truong et al, 2020). The algorithm for authenticity was based on a series of studies on the language used by people who were asked to tell lies or truths (Newman et al, 2003).…”

Section: Methodsmentioning

confidence: 99%

The impact of environmental disclosure on initial public offering underpricing: Sustainable development in Singapore

Kang

Lam

2022

Corp Soc Responsibility Env

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This study applies signaling theory to examine the impact of environmental disclosures on equity underpricing at initial public offerings (IPO) when private firms list on stock exchanges. Firms often under‐price their shares to attract investors as IPOs have high information asymmetry between firms and investors. Using a linguistic technique on environmental disclosures in prospectuses from 2009 to 2019 in the Singapore Exchange, we find that disclosures with a positive tone correlate with lower underpricing, but only if these disclosures are authentic. This finding is robust to different model specifications and measurements. We provide new evidence that linguistic features, that is, tone and authenticity, interact to influence a key IPO outcome. The results suggest that investors are not easily attracted by positive disclosure tones but are also concerned with the authenticity of such disclosures. This finding informs firms and various stakeholders navigating the nascent and growing wave of sustainability reporting in Singapore.

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It’s not what you say, it’s how you say it: Conversational flow as a predictor of networking success

Cited by 12 publications

References 40 publications

Listening in Organizations: A Synthesis and Future Agenda

Listening in Organizations: A Synthesis and Future Agenda

The Relational Dimension of Feedback Interactions: A Study of Early Feedback Meetings Between Entrepreneurs and Potential Mentors

The impact of environmental disclosure on initial public offering underpricing: Sustainable development in Singapore

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