{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,3,5]],"date-time":"2026-03-05T11:47:52Z","timestamp":1772711272973,"version":"3.50.1"},"reference-count":39,"publisher":"Emerald","issue":"1","content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2026,2,2]]},"abstract":"<jats:sec>\n                    <jats:title>Purpose<\/jats:title>\n                    <jats:p>Self-presentation has emerged as a pivotal marketing strategy for service providers seeking to craft virtual images in the peer-to-peer (P2P) accommodation sector. However, the literature lacks an understanding of conversational self-presentation, which offers more informal and personal communication.<\/jats:p>\n                  <\/jats:sec>\n                  <jats:sec>\n                    <jats:title>Design\/methodology\/approach<\/jats:title>\n                    <jats:p>Drawing upon social interaction theory and uncertainty reduction theory, this study explores the impact of conversational self-presentation and its interplay with space sharing and review ratings on customer purchases.<\/jats:p>\n                  <\/jats:sec>\n                  <jats:sec>\n                    <jats:title>Findings<\/jats:title>\n                    <jats:p>Utilizing the fixed effects model on a panel dataset comprising 498,817 observations from Airbnb, we discover a positive association between conversational self-presentation and customer purchases. Furthermore, our analysis reveals that space sharing reinforces this positive effect, while review ratings tend to diminish it. A deeper mechanism analysis indicates that perceived authenticity plays a mediating role in the relationship between conversational self-presentation and customer purchases.<\/jats:p>\n                  <\/jats:sec>\n                  <jats:sec>\n                    <jats:title>Research limitations\/implications<\/jats:title>\n                    <jats:p>This study highlights the importance of conversational communication in enhancing host\u2013guest relationships under information asymmetry. However, the proposed model can be extended to other accommodation-sharing platforms in various regions, identifying whether cultural differences exist in explaining the importance of conversational self-presentation.<\/jats:p>\n                  <\/jats:sec>\n                  <jats:sec>\n                    <jats:title>Practical implications<\/jats:title>\n                    <jats:p>Marketers are suggested to build a harmonious customer\u2013brand relationship and achieve superior performance through effective online communication.<\/jats:p>\n                  <\/jats:sec>\n                  <jats:sec>\n                    <jats:title>Originality\/value<\/jats:title>\n                    <jats:p>This study adds valuable insights to the literature about self-presentation, social interaction and customer behavior by revealing the significance of conversational self-presentation in driving the growth of P2P accommodation businesses.<\/jats:p>\n                  <\/jats:sec>","DOI":"10.1108\/intr-10-2023-0867","type":"journal-article","created":{"date-parts":[[2024,9,8]],"date-time":"2024-09-08T22:05:12Z","timestamp":1725833112000},"page":"78-99","source":"Crossref","is-referenced-by-count":2,"title":["Introducing yourself to strangers: does\u00a0conversational self-presentation matter in peer-to-peer accommodation"],"prefix":"10.1108","volume":"36","author":[{"given":"Fuzhen","family":"Liu","sequence":"first","affiliation":[{"name":"School of Information Management, Wuhan University , ,","place":["Wuhan, China"]},{"name":"Faculty of Business, The Hong Kong Polytechnic University , ,","place":["Kowloon, Hong Kong"]}],"role":[{"role":"author","vocabulary":"crossref"}]},{"ORCID":"https:\/\/orcid.org\/0000-0002-9885-0331","authenticated-orcid":true,"given":"Chaocheng","family":"He","sequence":"additional","affiliation":[{"name":"School of Information Management, Wuhan University , ,","place":["Wuhan, China"]},{"name":"Shenzhen Research Institute, Wuhan Unversity , ,","place":["Shenzhen, China"]},{"name":"Faculty of Data Science, City University of Macau , ,","place":["Macau, China"]}],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Kee-Hung","family":"Lai","sequence":"additional","affiliation":[{"name":"Faculty of Business, The Hong Kong Polytechnic University , ,","place":["Kowloon, Hong Kong"]}],"role":[{"role":"author","vocabulary":"crossref"}]}],"member":"140","published-online":{"date-parts":[[2024,9,10]]},"reference":[{"issue":"1","key":"2026013004380644200_ref001","doi-asserted-by":"publisher","first-page":"77","DOI":"10.1080\/15213260709336804","article-title":"Antecedents and consequences of online social interactions","volume":"9","author":"Bagozzi","year":"2007","journal-title":"Media Psychology"},{"issue":"6","key":"2026013004380644200_ref002","doi-asserted-by":"publisher","first-page":"1173","DOI":"10.1037\/\/0022-3514.51.6.1173","article-title":"The moderator\u2013mediator variable distinction in social psychological research: conceptual, strategic, and statistical considerations","volume":"51","author":"Baron","year":"1986","journal-title":"Journal of Personality and Social Psychology"},{"issue":"6","key":"2026013004380644200_ref003","doi-asserted-by":"publisher","first-page":"1063","DOI":"10.1086\/260265","article-title":"A theory of social interactions","volume":"82","author":"Becker","year":"1974","journal-title":"Journal of Political Economy"},{"issue":"2","key":"2026013004380644200_ref004","doi-asserted-by":"publisher","first-page":"99","DOI":"10.1111\/j.1468-2958.1975.tb00258.x","article-title":"Some explorations in initial interaction and beyond: toward a developmental theory of interpersonal communication","volume":"1","author":"Berger","year":"1975","journal-title":"Human Communication Research"},{"key":"2026013004380644200_ref005","doi-asserted-by":"publisher","first-page":"58","DOI":"10.1016\/j.ijhm.2018.04.004","article-title":"What do Airbnb users care about? 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