{"id":"https://openalex.org/W4412378901","doi":"https://doi.org/10.1007/s11142-025-09902-7","title":"CFO narcissism and the power of persuasion over analysts: a mixed-methods approach","display_name":"CFO narcissism and the power of persuasion over analysts: a mixed-methods approach","publication_year":2025,"publication_date":"2025-07-14","ids":{"openalex":"https://openalex.org/W4412378901","doi":"https://doi.org/10.1007/s11142-025-09902-7"},"language":"en","primary_location":{"id":"doi:10.1007/s11142-025-09902-7","doi":"https://doi.org/10.1007/s11142-025-09902-7","is_oa":true,"landing_page_url":"https://doi.org/10.1007/s11142-025-09902-7","pdf_url":"https://link.springer.com/content/pdf/10.1007/s11142-025-09902-7.pdf","source":{"id":"https://openalex.org/S11853582","display_name":"Review of Accounting Studies","issn_l":"1380-6653","issn":["1380-6653","1573-7136"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1","ft50","jufo-3","norway-2","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319900","host_organization_name":"Springer Science+Business Media","host_organization_lineage":["https://openalex.org/P4310319900","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Science+Business Media","Springer Nature"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Review of Accounting Studies","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"hybrid","oa_url":"https://link.springer.com/content/pdf/10.1007/s11142-025-09902-7.pdf","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5000423007","display_name":"Charles Ham","orcid":"https://orcid.org/0000-0002-8487-5415","observed_orcids":["https://orcid.org/0000-0002-8487-5415"]},"institutions":[{"id":"https://openalex.org/I4210119109","display_name":"Indiana University Bloomington","ror":"https://ror.org/02k40bc56","country_code":"US","type":"education","lineage":["https://openalex.org/I4210119109","https://openalex.org/I592451"]},{"id":"https://openalex.org/I592451","display_name":"Indiana University","ror":"https://ror.org/01kg8sb98","country_code":"US","type":"education","lineage":["https://openalex.org/I592451"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Charles Ham","raw_affiliation_strings":["Kelley School of Business, Indiana University, Bloomington, IN, USA"],"raw_orcid":"https://orcid.org/0000-0002-8487-5415","affiliations":[{"raw_affiliation_string":"Kelley School of Business, Indiana University, Bloomington, IN, USA","institution_ids":["https://openalex.org/I4210119109","https://openalex.org/I592451"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5040185054","display_name":"Mark Piorkowski","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I4210119109","display_name":"Indiana University Bloomington","ror":"https://ror.org/02k40bc56","country_code":"US","type":"education","lineage":["https://openalex.org/I4210119109","https://openalex.org/I592451"]},{"id":"https://openalex.org/I592451","display_name":"Indiana University","ror":"https://ror.org/01kg8sb98","country_code":"US","type":"education","lineage":["https://openalex.org/I592451"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Mark Piorkowski","raw_affiliation_strings":["Kelley School of Business, Indiana University, Bloomington, IN, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Kelley School of Business, Indiana University, Bloomington, IN, USA","institution_ids":["https://openalex.org/I4210119109","https://openalex.org/I592451"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5043048281","display_name":"Nicholas Seybert","orcid":"https://orcid.org/0000-0003-3500-4581","observed_orcids":["https://orcid.org/0000-0003-3500-4581"]},"institutions":[{"id":"https://openalex.org/I66946132","display_name":"University of Maryland, College Park","ror":"https://ror.org/047s2c258","country_code":"US","type":"education","lineage":["https://openalex.org/I66946132"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Nick Seybert","raw_affiliation_strings":["Robert H. Smith School of Business, University of Maryland, College Park, MD, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Robert H. Smith School of Business, University of Maryland, College Park, MD, USA","institution_ids":["https://openalex.org/I66946132"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5101612487","display_name":"Sean Wang","orcid":"https://orcid.org/0000-0001-6161-9083","observed_orcids":["https://orcid.org/0000-0001-6161-9083"]},"institutions":[{"id":"https://openalex.org/I178169726","display_name":"Southern Methodist University","ror":"https://ror.org/042tdr378","country_code":"US","type":"education","lineage":["https://openalex.org/I178169726"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Sean Wang","raw_affiliation_strings":["Cox School of Business, Southern Methodist University, Dallas, TX, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Cox School of Business, Southern Methodist University, Dallas, TX, USA","institution_ids":["https://openalex.org/I178169726"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":4,"corresponding_author_ids":["https://openalex.org/A5000423007"],"corresponding_institution_ids":["https://openalex.org/I4210119109","https://openalex.org/I592451"],"apc_list":{"value":3190,"currency":"USD","value_usd":3190},"apc_paid":{"value":3190,"currency":"USD","value_usd":3190},"fwci":18.8304,"has_fulltext":true,"cited_by_count":9,"citation_normalized_percentile":{"value":0.99007403,"is_in_top_1_percent":true,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":88,"max":99},"biblio":{"volume":"30","issue":"3","first_page":"2419","last_page":"2467"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10081","display_name":"Auditing, Earnings Management, Governance","score":0.7685999870300293,"subfield":{"id":"https://openalex.org/subfields/1402","display_name":"Accounting"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10081","display_name":"Auditing, Earnings Management, Governance","score":0.7685999870300293,"subfield":{"id":"https://openalex.org/subfields/1402","display_name":"Accounting"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10047","display_name":"Financial Markets and Investment Strategies","score":0.10499999672174454,"subfield":{"id":"https://openalex.org/subfields/2003","display_name":"Finance"},"field":{"id":"https://openalex.org/fields/20","display_name":"Economics, Econometrics and Finance"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10019","display_name":"Corporate Finance and Governance","score":0.09130000323057175,"subfield":{"id":"https://openalex.org/subfields/1402","display_name":"Accounting"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sell-side-analysts","display_name":"sell-side analysts","score":0.8560000061988831},{"id":"https://openalex.org/keywords/persuasion","display_name":"persuasion","score":0.640999972820282},{"id":"https://openalex.org/keywords/mind-control","display_name":"mind control","score":0.9200000166893005},{"id":"https://openalex.org/keywords/ceo-personality","display_name":"CEO personality","score":0.32199999690055847}],"concepts":[{"id":"https://openalex.org/C2781310500","wikidata":"https://www.wikidata.org/wiki/Q1231428","display_name":"Persuasion","level":2,"score":0.9604763984680176},{"id":"https://openalex.org/C505070042","wikidata":"https://www.wikidata.org/wiki/Q186529","display_name":"Narcissism","level":2,"score":0.8801873922348022},{"id":"https://openalex.org/C2777200299","wikidata":"https://www.wikidata.org/wiki/Q52943","display_name":"Conversation","level":2,"score":0.6345192193984985},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.5562691688537598},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.4947642683982849},{"id":"https://openalex.org/C26760741","wikidata":"https://www.wikidata.org/wiki/Q160402","display_name":"Perception","level":2,"score":0.46054643392562866},{"id":"https://openalex.org/C178283979","wikidata":"https://www.wikidata.org/wiki/Q274490","display_name":"Public finance","level":2,"score":0.4512636959552765},{"id":"https://openalex.org/C163258240","wikidata":"https://www.wikidata.org/wiki/Q25342","display_name":"Power (physics)","level":2,"score":0.4295845329761505},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.2987942099571228},{"id":"https://openalex.org/C46312422","wikidata":"https://www.wikidata.org/wiki/Q11024","display_name":"Communication","level":1,"score":0.0},{"id":"https://openalex.org/C62520636","wikidata":"https://www.wikidata.org/wiki/Q944","display_name":"Quantum mechanics","level":1,"score":0.0},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0},{"id":"https://openalex.org/C169760540","wikidata":"https://www.wikidata.org/wiki/Q207011","display_name":"Neuroscience","level":1,"score":0.0},{"id":"https://openalex.org/C139719470","wikidata":"https://www.wikidata.org/wiki/Q39680","display_name":"Macroeconomics","level":1,"score":0.0}],"mesh":[],"locations_count":3,"locations":[{"id":"doi:10.1007/s11142-025-09902-7","doi":"https://doi.org/10.1007/s11142-025-09902-7","is_oa":true,"landing_page_url":"https://doi.org/10.1007/s11142-025-09902-7","pdf_url":"https://link.springer.com/content/pdf/10.1007/s11142-025-09902-7.pdf","source":{"id":"https://openalex.org/S11853582","display_name":"Review of Accounting Studies","issn_l":"1380-6653","issn":["1380-6653","1573-7136"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1","ft50","jufo-3","norway-2","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319900","host_organization_name":"Springer Science+Business Media","host_organization_lineage":["https://openalex.org/P4310319900","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Science+Business Media","Springer Nature"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Review of Accounting Studies","raw_type":"journal-article"},{"id":"doi:10.2139/ssrn.4506020","doi":"https://doi.org/10.2139/ssrn.4506020","is_oa":true,"landing_page_url":"https://doi.org/10.2139/ssrn.4506020","pdf_url":null,"source":{"id":"https://openalex.org/S4210172589","display_name":"SSRN Electronic Journal","issn_l":"1556-5068","issn":["1556-5068"],"is_oa":true,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I1318003438","host_organization_name":"RELX Group (Netherlands)","host_organization_lineage":["https://openalex.org/I1318003438"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"acceptedVersion","is_accepted":true,"is_published":false,"raw_source_name":null,"raw_type":"posted-content"},{"id":"pmh:oai:scholar.smu.edu:business_accounting_research-1146","doi":null,"is_oa":false,"landing_page_url":"https://scholar.smu.edu/business_accounting_research/138","pdf_url":null,"source":{"id":"https://openalex.org/S4377196617","display_name":"SMU Scholar (Southern Methodist University)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I178169726","host_organization_name":"Southern Methodist University","host_organization_lineage":["https://openalex.org/I178169726"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Accounting Research","raw_type":"text"}],"best_oa_location":{"id":"doi:10.1007/s11142-025-09902-7","doi":"https://doi.org/10.1007/s11142-025-09902-7","is_oa":true,"landing_page_url":"https://doi.org/10.1007/s11142-025-09902-7","pdf_url":"https://link.springer.com/content/pdf/10.1007/s11142-025-09902-7.pdf","source":{"id":"https://openalex.org/S11853582","display_name":"Review of Accounting Studies","issn_l":"1380-6653","issn":["1380-6653","1573-7136"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-1","ft50","jufo-3","norway-2","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319900","host_organization_name":"Springer Science+Business Media","host_organization_lineage":["https://openalex.org/P4310319900","https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Science+Business Media","Springer Nature"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Review of Accounting Studies","raw_type":"journal-article"},"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":true,"grobid_xml":true},"content_urls":{"pdf":"https://content.openalex.org/works/W4412378901.pdf","grobid_xml":"https://content.openalex.org/works/W4412378901.grobid-xml"},"referenced_works_count":103,"referenced_works":["https://openalex.org/W99991519","https://openalex.org/W215284397","https://openalex.org/W1502479738","https://openalex.org/W1517159141","https://openalex.org/W1842033523","https://openalex.org/W1873429512","https://openalex.org/W1903437204","https://openalex.org/W1968035669","https://openalex.org/W1970794815","https://openalex.org/W2009038278","https://openalex.org/W2009598711","https://openalex.org/W2020191227","https://openalex.org/W2041890919","https://openalex.org/W2071666535","https://openalex.org/W2071914177","https://openalex.org/W2072616714","https://openalex.org/W2073154370","https://openalex.org/W2075051605","https://openalex.org/W2080348859","https://openalex.org/W2089440099","https://openalex.org/W2091700292","https://openalex.org/W2094483763","https://openalex.org/W2095513545","https://openalex.org/W2100876305","https://openalex.org/W2101027126","https://openalex.org/W2103595277","https://openalex.org/W2104697841","https://openalex.org/W2107766383","https://openalex.org/W2112586339","https://openalex.org/W2131792227","https://openalex.org/W2135242030","https://openalex.org/W2139570881","https://openalex.org/W2142974872","https://openalex.org/W2143611003","https://openalex.org/W2149104782","https://openalex.org/W2152136804","https://openalex.org/W2152960531","https://openalex.org/W2154031386","https://openalex.org/W2312818401","https://openalex.org/W2330509058","https://openalex.org/W2520567684","https://openalex.org/W2521065206","https://openalex.org/W2558536524","https://openalex.org/W2597388247","https://openalex.org/W2741157758","https://openalex.org/W2743796126","https://openalex.org/W2767646553","https://openalex.org/W2771694615","https://openalex.org/W2810660781","https://openalex.org/W2901093819","https://openalex.org/W2901431311","https://openalex.org/W2945509192","https://openalex.org/W2972588079","https://openalex.org/W3028950293","https://openalex.org/W3033013514","https://openalex.org/W3045491578","https://openalex.org/W3084561816","https://openalex.org/W3117573878","https://openalex.org/W3121306109","https://openalex.org/W3121329838","https://openalex.org/W3121626238","https://openalex.org/W3121842557","https://openalex.org/W3121914694","https://openalex.org/W3121955304","https://openalex.org/W3122367485","https://openalex.org/W3122450728","https://openalex.org/W3122625349","https://openalex.org/W3122727838","https://openalex.org/W3122980198","https://openalex.org/W3123176543","https://openalex.org/W3123188694","https://openalex.org/W3123363184","https://openalex.org/W3123492911","https://openalex.org/W3123688122","https://openalex.org/W3123717347","https://openalex.org/W3124004602","https://openalex.org/W3124028559","https://openalex.org/W3124293565","https://openalex.org/W3124429772","https://openalex.org/W3124688677","https://openalex.org/W3124693560","https://openalex.org/W3124698732","https://openalex.org/W3124934643","https://openalex.org/W3125293673","https://openalex.org/W3125348180","https://openalex.org/W3125438718","https://openalex.org/W3125452800","https://openalex.org/W3130934203","https://openalex.org/W3164237396","https://openalex.org/W3193766750","https://openalex.org/W3204881011","https://openalex.org/W3215259838","https://openalex.org/W4238223983","https://openalex.org/W4250284246","https://openalex.org/W4281386686","https://openalex.org/W4281715342","https://openalex.org/W4285794079","https://openalex.org/W4308017781","https://openalex.org/W4327966530","https://openalex.org/W4385820279","https://openalex.org/W4398211363","https://openalex.org/W4399154608","https://openalex.org/W4411464019"],"related_works":["https://openalex.org/W2899084033","https://openalex.org/W1996023546","https://openalex.org/W1193337282","https://openalex.org/W1662240627","https://openalex.org/W2161303371","https://openalex.org/W3169835994","https://openalex.org/W1546646725","https://openalex.org/W1974065322","https://openalex.org/W2084193270","https://openalex.org/W1536610849"],"abstract_inverted_index":{"Abstract":[0],"We":[1,41],"study":[2,43],"the":[3,9,20,61,93,96],"role":[4],"of":[5,19,84,135],"CFO":[6,32],"narcissism":[7,33],"in":[8],"intent":[10],"and":[11,52,74,104],"ability":[12],"to":[13,78,88,112,116,130],"positively":[14],"influence":[15,132],"sell-side":[16],"analysts\u2019":[17,133],"perceptions":[18,134],"firm.":[21],"Consistent":[22],"with":[23,36],"narcissists":[24,107],"casting":[25],"favorable":[26],"impressions":[27],"on":[28,80],"others,":[29],"we":[30,65,86,99,123],"find":[31,105],"is":[34],"associated":[35],"overly":[37],"optimistic":[38],"analyst":[39],"valuations.":[40],"then":[42],"public":[44],"persuasion":[45,54,129],"attempts":[46,55],"by":[47],"analyzing":[48],"conference":[49,62],"call":[50,63,79],"transcripts":[51],"private":[53],"through":[56],"a":[57,101],"laboratory":[58],"study.":[59],"In":[60,95],"setting,":[64],"show":[66,124],"that":[67,106,125],"narcissistic":[68,126],"CFOs":[69,127],"use":[70,113,128],"more":[71,76,110],"persuasive":[72],"language":[73],"are":[75,108],"inclined":[77],"bearish":[81],"analysts,":[82],"both":[83],"which":[85],"link":[87],"price":[89],"target":[90],"revisions":[91],"following":[92],"call.":[94],"lab":[97],"study,":[98],"simulate":[100],"one-on-one":[102],"conversation":[103],"especially":[109],"likely":[111],"coercive":[114],"methods":[115],"induce":[117],"higher":[118],"valuations":[119],"from":[120],"analysts.":[121],"Collectively,":[122],"favorably":[131],"firm":[136],"value.":[137]},"counts_by_year":[{"year":2026,"cited_by_count":4},{"year":2025,"cited_by_count":3},{"year":2024,"cited_by_count":1},{"year":2023,"cited_by_count":1}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2025-10-10T00:00:00"}