Persuasion in crowdfunding: An elaboration likelihood model of crowdfunding performance

被引：311

作者：

Allison, Thomas H. ^{[1
]}

Davis, Blakley C. ^{[2
]}

Webb, Justin W. ^{[3
]}

Short, Jeremy C. ^{[4
]}

机构：

[1] Washington State Univ, Carson Coll Business, Dept Management Informat Syst & Entrepreneurship, Pullman, WA 99164 USA

[2] Virginia Commonwealth Univ, Sch Business, Dept Management, Richmond, VA 23284 USA

[3] Univ N Carolina, Dept Management, Friday Bldg 308A, Charlotte, NC 28223 USA

[4] Univ Oklahoma, Price Coll Business, Div Entrepreneurship & Econ Dev, Norman, OK 73019 USA

来源：

JOURNAL OF BUSINESS VENTURING | 2017年 / 32卷 / 06期

关键词：

Crowdfunding; Persuasion; Elaboration likelihood model; ELM; Funder differences; TOP MANAGEMENT; INFORMATION ASYMMETRY; MECHANICAL TURK; MODERATING ROLE; IMPACT; ENVIRONMENT; LEGITIMACY; TEAM; PREPAREDNESS; ANTECEDENTS;

D O I：

10.1016/j.jbusvent.2017.09.002

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

This study draws upon the elaboration likelihood model of persuasion (ELM) to develop and test a model of persuasive influence in crowdfunding. To test our hypothesized relationships, we drew upon a sample of 383 ventures taken directly from Kickstarter, coupled with a decision experiment conducted in a simulated crowdfunding context. Results suggest that issue-relevant information, such as entrepreneurs' education, matters most when funders possess greater ability and motivation to make careful evaluations. In contrast, cues, such as adopting a group identity, have their strongest influence among inexperienced, first-time funders, and when requested funding amounts are smaller.

引用

页码：707 / 725

页数：19

共 107 条

[1] THE FINANCIAL INFORMATION-CONTENT OF PERCEIVED QUALITY [J].