{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,7,19]],"date-time":"2026-07-19T12:53:16Z","timestamp":1784465596509,"version":"3.55.0"},"reference-count":73,"publisher":"Emerald","issue":"9","license":[{"start":{"date-parts":[[2024,9,3]],"date-time":"2024-09-03T00:00:00Z","timestamp":1725321600000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["JKM"],"published-print":{"date-parts":[[2024,10,25]]},"abstract":"<jats:sec>\n<jats:title content-type=\"abstract-subheading\">Purpose<\/jats:title>\n<jats:p>The model of <jats:italic>pay-for-knowledge<\/jats:italic> incentivizes individuals with financial rewards for sharing their expertise, facilitating a transactional exchange between knowledge providers (sellers) and seekers (buyers). While this model is effective in promoting paid contributions, its influence on free knowledge exchanges remains ambiguous, creating uncertainty about its overall impact on platform knowledge ecosystems. This study aims to explore the mechanim of how knowledge payment influences free knowledge contribution. Based on relational signaling theory, this study posits that a buyer\u2019s payment for knowledge acts as a positive relational signal in the buyer\u2013seller relationship and examines how the signaling effect varies across different social contexts through attribution theory.<\/jats:p>\n<\/jats:sec>\n<jats:sec>\n<jats:title content-type=\"abstract-subheading\">Design\/methodology\/approach<\/jats:title>\n<jats:p>This paper empirically tests the hypotheses by analyzing a data set comprising 630 instances from 359 unique knowledge sellers on Zhihu, a prominent knowledge-sharing platform in China. This paper use zero-inflated negative binomial models to conduct this analysis.<\/jats:p>\n<\/jats:sec>\n<jats:sec>\n<jats:title content-type=\"abstract-subheading\">Findings<\/jats:title>\n<jats:p>The findings reveal that when buyers pay for knowledge, this action positively influences sellers to contribute knowledge for free. However, the strength of this influence is moderated by the platform\u2019s social functions: appreciation feedback tends to weaken this effect, while social network ties enhance it.<\/jats:p>\n<\/jats:sec>\n<jats:sec>\n<jats:title content-type=\"abstract-subheading\">Originality\/value<\/jats:title>\n<jats:p>Prior research has predominantly focused on the financial incentives of pay-for-knowledge and its spillover effects on unpaid users\u2019 activities. This study shifts the focus to the social dimensions of pay-for-knowledge, arguing that buyer-initiated knowledge payments signal buyers\u2019 commitment to foster reciprocal relationships with sellers. It expands the literature on the relationship between knowledge payment and contribution, moving beyond financial incentives to include social factors, thus enriching our understanding of the interplay between paid and free knowledge activities. Additionally, the empirical evidence supports the efficacy of pay-for-knowledge in promoting both free and paid contributions within knowledge-sharing platforms.<\/jats:p>\n<\/jats:sec>","DOI":"10.1108\/jkm-09-2023-0856","type":"journal-article","created":{"date-parts":[[2024,9,2]],"date-time":"2024-09-02T12:44:11Z","timestamp":1725281051000},"page":"2773-2792","source":"Crossref","is-referenced-by-count":8,"title":["Buyer-initiated knowledge payment facilitates free knowledge contribution in knowledge-sharing platforms: an integration of relational signaling theory and attribution theory"],"prefix":"10.1108","volume":"28","author":[{"given":"Shan","family":"Jiang","sequence":"first","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]},{"given":"Daqian","family":"Shi","sequence":"additional","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]},{"given":"Yihang","family":"Cheng","sequence":"additional","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]}],"member":"140","published-online":{"date-parts":[[2024,9,3]]},"reference":[{"issue":"4","key":"key2024102408164169200_ref001","doi-asserted-by":"crossref","first-page":"64","DOI":"10.5465\/ame.2003.11851845","article-title":"Nurturing interpersonal trust in knowledge-sharing networks","volume":"17","year":"2003","journal-title":"Academy of Management Perspectives"},{"issue":"10","key":"key2024102408164169200_ref002","doi-asserted-by":"crossref","first-page":"1871","DOI":"10.1037\/0022-3514.37.10.1871","article-title":"Consistency and bias in the attribution of attitudes","volume":"37","year":"1979","journal-title":"Journal of Personality and Social Psychology"},{"issue":"1","key":"key2024102408164169200_ref003","doi-asserted-by":"crossref","first-page":"16191","DOI":"10.5465\/ambpp.2013.16191abstract","article-title":"Performance feedback and incremental organizational learning: does social capital make a difference?","volume":"2013","year":"2013","journal-title":"Academy of Management Proceedings"},{"issue":"1","key":"key2024102408164169200_ref004","doi-asserted-by":"crossref","first-page":"23","DOI":"10.1037\/0022-3514.38.1.23","article-title":"Social anxiety, self-presentation, and the self-serving bias in causal attribution","volume":"38","year":"1980","journal-title":"Journal of Personality and Social Psychology"},{"issue":"1","key":"key2024102408164169200_ref005","doi-asserted-by":"crossref","first-page":"107","DOI":"10.1016\/j.ijinfomgt.2017.07.005","article-title":"Search engine marketing is not all gold: insights from Twitter and SEOClerks","volume":"38","year":"2018","journal-title":"International Journal of Information Management"},{"key":"key2024102408164169200_ref006","volume-title":"Social Cognition: An Integrated Introduction","year":"2014"},{"issue":"4","key":"key2024102408164169200_ref007","doi-asserted-by":"crossref","first-page":"7","DOI":"10.2753\/JEC1086-4415150401","article-title":"The signaling role of IT features in influencing trust and participation in online communities","volume":"15","year":"2011","journal-title":"International Journal of Electronic Commerce"},{"issue":"4","key":"key2024102408164169200_ref008","doi-asserted-by":"crossref","first-page":"432","DOI":"10.1287\/mnsc.49.4.432.14428","article-title":"A relational view of information seeking and learning in social networks","volume":"49","year":"2003","journal-title":"Management Science"},{"issue":"1","key":"key2024102408164169200_ref009","doi-asserted-by":"crossref","first-page":"56","DOI":"10.1037\/0022-3514.36.1.56","article-title":"Self-serving biases in the attribution process: a reexamination of the fact or fiction question","volume":"36","year":"1978","journal-title":"Journal of Personality & Social Psychology"},{"issue":"5","key":"key2024102408164169200_ref010","doi-asserted-by":"crossref","first-page":"103264","DOI":"10.1016\/j.im.2019.103264","article-title":"What drives the sales of paid knowledge products? 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