IDEAS home Printed from https://ideas.repec.org/a/ids/ijeven/v10y2018i5p534-557.html
   My bibliography  Save this article

Effects of impression management tactics on crowdfunding success

Author

Listed:
  • Elmar Lins
  • Kaja J. Fietkiewicz
  • Eva Lutz

Abstract

The aim of our study is to shed light on determinants that convince the crowd to fund a project on a crowdfunding platform. In particular, we examine whether self-promotion through positive language as well as emphasising innovativeness and supplication as impression management tactics drive crowdfunding success. Based on a sample of 221 Kickstarter campaigns and a total of 195,217 words embedded in their project descriptions, we develop and test hypotheses concerning linguistic behaviours affecting the likelihood of fundraising, the number of project backers and the amount raised. We find a nonlinear relation between innovativeness and crowdfunding success, that is, crowdfunders prefer moderate levels of self-promotion through innovativeness.

Suggested Citation

  • Elmar Lins & Kaja J. Fietkiewicz & Eva Lutz, 2018. "Effects of impression management tactics on crowdfunding success," International Journal of Entrepreneurial Venturing, Inderscience Enterprises Ltd, vol. 10(5), pages 534-557.
    • Handle: RePEc:ids:ijeven:v:10:y:2018:i:5:p:534-557
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=94607
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijeven:v:10:y:2018:i:5:p:534-557. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=123 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.