We investigate a strategy entrepreneurs can use to manage their emotions prior to pitching: . We theorize that internally acknowledging anxiety and interpreting it as a reflection of one's passion for the venture can make passionate feelings salient, facilitate expressions of passion during pitches, and increase judges' evaluations of pitch performance. A field study and a randomized experiment support the theory, offering insights for how entrepreneurs can mentally reframe their seemingly detrimental emotional experiences for beneficial outcomes. More broadly, this work demonstrates the utility of fostering beneficial emotions rather than just alleviating negative ones.

中文翻译：

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将焦虑与激情联系起来：情绪调节和企业家的推销表现


我们研究了企业家在推介前可以用来管理情绪的策略：。我们的理论是，在内部承认焦虑并将其解释为一个人对创业热情的反映，可以使热情的感觉更加突出，促进在推介过程中表达热情，并提高评委对推介表现的评估。一项实地研究和一项随机实验支持了这一理论，为企业家如何在精神上重新构建看似有害的情感体验以获得有益的结果提供了见解。更广泛地说，这项工作展示了培养有益情绪而不仅仅是减轻负面情绪的效用。