{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,4,28]],"date-time":"2026-04-28T05:40:11Z","timestamp":1777354811466,"version":"3.51.4"},"reference-count":71,"publisher":"Emerald","issue":"2","license":[{"start":{"date-parts":[[2022,4,28]],"date-time":"2022-04-28T00:00:00Z","timestamp":1651104000000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["INTR"],"published-print":{"date-parts":[[2023,4,14]]},"abstract":"<jats:sec><jats:title content-type=\"abstract-subheading\">Purpose<\/jats:title><jats:p>The purpose of this study is to investigate the effects of the innovativeness-related language of crowdfunding pitches on funding outcomes under different boundary conditions specified by two context-relevant signals, entrepreneurial passion and social endorsement.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Design\/methodology\/approach<\/jats:title><jats:p>This study develops six hypotheses about the focal impacts of innovativeness-related language (i.e. incremental and radical) and the moderating effects of entrepreneurial passion and social endorsement. The hypotheses are tested with a sample of 1,057 real projects collected from a typical platform with a computer-aided content analysis method.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Findings<\/jats:title><jats:p>This study finds that pitches containing more incremental innovativeness language can generate more funds and that those containing more radical innovativeness language can lead to less favorable funding outcomes. While incremental innovativeness language interacts with entrepreneurial passion language to positively affect funding outcomes, radical innovativeness language requires social endorsement to diminish its negative effect on funding outcomes.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Research limitations\/implications<\/jats:title><jats:p>This study demonstrates that the content of messages of entrepreneurial narratives does indeed drive funding success in the context of reward-based crowdfunding and confirms the relevance of the consumer perspective of reward-based crowdfunding by using a real dataset.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Originality\/value<\/jats:title><jats:p>This work joins a number of entrepreneurial narrative studies investigating the impacts of the innovativeness-related language of pitches (issue-relevant content) and their interactions with informational signals (i.e. entrepreneurial passion and social endorsement) on funding outcomes in the context of reward-based crowdfunding.<\/jats:p><\/jats:sec>","DOI":"10.1108\/intr-03-2021-0155","type":"journal-article","created":{"date-parts":[[2022,4,27]],"date-time":"2022-04-27T05:19:45Z","timestamp":1651036785000},"page":"500-530","source":"Crossref","is-referenced-by-count":15,"title":["Signaling innovativeness in\u00a0crowdfunding entrepreneurial narratives: the moderating roles of\u00a0entrepreneurial passion and social endorsement"],"prefix":"10.1108","volume":"33","author":[{"ORCID":"https:\/\/orcid.org\/0000-0002-6904-5464","authenticated-orcid":false,"given":"Baozhou","family":"Lu","sequence":"first","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Tailai","family":"Xu","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Ziqi","family":"Wang","sequence":"additional","affiliation":[],"role":[{"role":"author","vocabulary":"crossref"}]}],"member":"140","published-online":{"date-parts":[[2022,4,28]]},"reference":[{"issue":"4","key":"key2023041506004250400_ref001","doi-asserted-by":"crossref","first-page":"955","DOI":"10.1111\/etap.12157","article-title":"Signaling in equity crowdfunding","volume":"39","year":"2015","journal-title":"Entrepreneurship Theory and Practice"},{"key":"key2023041506004250400_ref002","volume-title":"Multiple Regression: Testing and Interpreting Interactions","year":"1991"},{"issue":"3","key":"key2023041506004250400_ref003","doi-asserted-by":"crossref","first-page":"488","DOI":"10.2307\/1879431","article-title":"The market for \u2018lemons\u2019: quality uncertainty and the market mechanism","volume":"84","year":"1970","journal-title":"The Quarterly Journal of Economics"},{"key":"key2023041506004250400_ref004","doi-asserted-by":"crossref","first-page":"53","DOI":"10.1111\/etap.12108","article-title":"Crowdfunding in a prosocial microlending environment: examining the role of intrinsic versus extrinsic cues","volume":"39","year":"2015","journal-title":"Entrepreneurship Theory and Practice"},{"key":"key2023041506004250400_ref005","first-page":"1297","article-title":"Innovation and creativity in organizations: a state-of-the-science review and prospective commentary","volume":"40","year":"2014","journal-title":"Journal of Management"},{"issue":"4","key":"key2023041506004250400_ref006","doi-asserted-by":"crossref","first-page":"470","DOI":"10.1016\/j.jbusvent.2018.03.003","article-title":"The power of positivity? 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