{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,8,4]],"date-time":"2026-08-04T18:08:50Z","timestamp":1785866930105,"version":"3.56.0"},"reference-count":74,"publisher":"Emerald","issue":"1","license":[{"start":{"date-parts":[[2016,2,8]],"date-time":"2016-02-08T00:00:00Z","timestamp":1454889600000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2016,2,8]]},"abstract":"<jats:sec><jats:title content-type=\"abstract-heading\">Purpose<\/jats:title><jats:p>\u2013 The purpose of this paper is to investigate the role of trust management on the fundraising performance in reward-based crowdfunding.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Design\/methodology\/approach<\/jats:title><jats:p>\u2013 A research model was constructed based on elaboration likelihood model (ELM) and literatures with five hypotheses developed. Data were collected from<jats:uri>www.demohour.com<\/jats:uri>- the first and one of the largest reward-based crowdfunding platforms in China. In total, 829 reward-based crowdfunding projects were analyzed to test hypotheses. To test the hypotheses, partial least squares was used to analyze data of entrepreneur\/sponsor profiles, entrepreneur\/sponsor behaviors, and crowdfunding projects.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Findings<\/jats:title><jats:p>\u2013 Results indicated trust management significantly promoted fundraising performance via central (entrepreneur\u2019s creditworthiness) and peripheral (entrepreneur-sponsor interactions) routes. The peripheral route (entrepreneur-sponsor interaction) showed significantly higher effects than the central route (entrepreneur\u2019s creditworthiness). The finding aligns with authors\u2019 assumptions derived from unique characteristics of reward-based crowdfunding \u2013 community and collaboration because personal, dynamic message interactions were more effective than static, historical success records on the trust establishment. In addition to the main effects, the results also showed entrepreneur\u2019s prior success crowdfunding records positively moderated the effect of entrepreneur-sponsor interaction on fundraising performance.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-heading\">Originality\/value<\/jats:title><jats:p>\u2013 This study is the first paper that reveals the value of trust management in reward-based fundraising, especially the effect of dynamic entrepreneur-sponsor message interactions. Entrepreneur-sponsor interactions not only promoted community benefits in crowdfunding, but also cultivated trust relationships between entrepreneurs and sponsors. Previous studies mainly focussed on the entrepreneur\u2019s popularity level on third-party social media (such as Facebook) toward fundraising performance. This study examines the effect of direct entrepreneur-sponsor interactions on the crowdfunding platform. Additionally, this study found one moderating effect from the central route to the peripheral route. It is a rare case in studies based on ELM. Finally, this study demonstrates how to incorporate a theoretical framework guiding the analysis of structured and unstructured data for in-depth analysis, result interpretation, and corresponding intervention strategy development.<\/jats:p><\/jats:sec>","DOI":"10.1108\/oir-04-2015-0099","type":"journal-article","created":{"date-parts":[[2016,2,9]],"date-time":"2016-02-09T04:40:18Z","timestamp":1454992818000},"page":"97-118","source":"Crossref","is-referenced-by-count":103,"title":["The role of trust management in reward-based crowdfunding"],"prefix":"10.1108","volume":"40","author":[{"given":"Haichao","family":"Zheng","sequence":"first","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]},{"given":"Jui-Long","family":"Hung","sequence":"additional","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]},{"given":"Zihao","family":"Qi","sequence":"additional","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]},{"given":"Bo","family":"Xu","sequence":"additional","affiliation":[],"role":[{"vocabulary":"crossref","role":"author"}]}],"member":"140","reference":[{"key":"key2020121821050560800_b1","doi-asserted-by":"crossref","unstructured":"Ahlers, G.K.C. , Cumming, D.J. , Guenther, C. and Schweizer, D. 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