Peer to Peer Lending: The Relationship Between Language Features, Trustworthiness, and Persuasion Success

Larrimore, Laura; Jiang, Li; Larrimore, Jeff; Markowitz, David M.; Gorski, Scott

doi:10.1080/00909882.2010.536844

Cited by 253 publications

(254 citation statements)

References 19 publications

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“…The factors that lead to successful fundraising have been of great interest to researchers [5,19]. Recent studies have highlighted the importance of the project representation and have found that many attributes related to the project page (see Figure 2a) can influence the success of a campaign.…”

Section: Related Workmentioning

confidence: 99%

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Yang

Rao

et al. 2014

Proceedings of the SIGCHI Conference on Human Factors in Computing Systems

120

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Hundreds of thousands of crowdfunding campaigns have been launched, but more than half of them have failed. To better understand the factors affecting campaign outcomes, this paper targets the content and usage patterns of project updates-communications intended to keep potential funders aware of a campaign's progress. We analyzed the content and usage patterns of a large corpus of project updates on Kickstarter, one of the largest crowdfunding platforms. Using semantic analysis techniques, we derived a taxonomy of the types of project updates created during campaigns, and found discrepancies between the design intent of a project update and the various uses in practice (e.g. social promotion). The analysis also showed that specific uses of updates had stronger associations with campaign success than the project's description. Design implications were formulated from the results to help designers better support various uses of updates in crowdfunding campaigns.

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Section: Related Workmentioning

confidence: 99%

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Yang

Rao

et al. 2014

Proceedings of the SIGCHI Conference on Human Factors in Computing Systems

120

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“…Language patterns reflecting the central and peripheral routes have predicted persuasion effects in a setting similar to pet adoption profiles. For example, Larrimore, Jiang, Larrimore, Markowitz, and Gorski () evaluated over 200,000 loan requests from http://Prosper.com, a peer‐to‐peer lending site where people write a text description for their loan. The data revealed that longer loan requests received full funding relative to shorter loan requests.…”

Section: Introductionmentioning

confidence: 99%

Putting your best pet forward: Language patterns of persuasion in online pet advertisements

Markowitz

2019

J Applied Social Pyschol

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This paper evaluates persuasion dynamics of animal adoption using text data from a large archive of online pet advertisements. In Study 1, 184,805 adoption profiles from Petfinder indicated how long a pet will remain online and unadopted. Consistent with evidence from related persuasion settings such as peer‐to‐peer lending, pets spent less time online if profile writers had an analytic thinking style and advertisements contained few peripheral processing cues such as social words. Study 2 (N = 676,004 adoption profiles) replicated Study 1 patterns and found that adopted pet profiles contained more markers of analytic thinking and fewer social words than unadopted pet profiles. In an experiment (Study 3, N = 987), participants read an adoption advertisement typical of adopted or unadopted pets. Participants self‐reported that they would be more likely to adopt a pet and visit its shelter after reading a more analytic and less social adoption profile (indicators of adopted pets) than a less analytic and more social profile (indicators of unadopted pets). Finally, Study 4 (N = 3,245 Tweets) demonstrated that more analytic and less social word patterns relate to increased engagement online, such as likes and retweets. These data suggest pet adoption that begins online is a social and psychological process, enhanced by messages with markers of complex thinking and few humanizing references. Advances to persuasion theory are discussed, underscored by the implications for pet adoption and how language patterns in online advertisements can reflect influence at scale.

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“…Lenders may also infer borrowers' difficulties in managing their debt using information such as those borrowers' debt-to-credit ratios and the number of credit inquiries for the borrower made by potential lenders (Klafft 2008a, Lin 2009, Larrimore et al, 2011. These records afford an opportunity to validate a borrower's financial identity by showing that they can manage debt appropriately.…”

Section: Figure 2 Information Sharing Expectations Within and Betweementioning

confidence: 99%

Information Sharing and User Behavior in Internet-enabled Peer-to-peer Lending Systems: An Empirical Study

Feller

Gleasure

Treacy

2017

Journal of Information Technology

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Type of publicationArticle ( have captured the attention of the Information Systems research community, and studies of user behavior in IP2PLS have revealed the saliency of social identity, personal transparency, and information sharing in such systems. We argue that the current state of knowledge is limited by methodological bias towards the study of particular IP2PLS providers, and report the findings of a study of a very large but under-researched platform. Through an analysis of 116,669 loan records, and a subsequent analysis of 1000 records manually coded through a content analysis process, we investigate the impact of information sharing on user behavior in an IP2PLS, revealing relationships that frequently contradict the findings from prior research. The paper discusses the contributions of our work towards a more complete and heterogeneous picture of user behavior in IP2PLS, implications for researchers of other crowdfunding systems and/or other emerging forms of IS-enabled collective action, as well as for system designers, users and providers.

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Peer to Peer Lending: The Relationship Between Language Features, Trustworthiness, and Persuasion Success

Cited by 253 publications

References 19 publications

Show me the money!

Show me the money!

Putting your best pet forward: Language patterns of persuasion in online pet advertisements

Information Sharing and User Behavior in Internet-enabled Peer-to-peer Lending Systems: An Empirical Study

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