The Art of Persuasion in Donation Crowdfunding: Exploring the Influence of Linguistic Styles in Fundraisers' Narratives on Multidimensional Altruistic Motivation

Gupta, Parul, Chauhan, Sumedha ORCID: https://orcid.org/0000-0002-1125-8395 and Goyal, Sandeep (2026) The Art of Persuasion in Donation Crowdfunding: Exploring the Influence of Linguistic Styles in Fundraisers' Narratives on Multidimensional Altruistic Motivation. AIS Transactions on Human-Computer Interaction, 18 (2): 6. pp. 319-351. ISSN 1944-3900

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Abstract

Despite several advantages over traditional donation fundraising models, donation crowdfunding is one of the smallest crowdfunding models by volume worldwide. Two typical challenges that donation crowdfunding faces are attaining legitimacy from potential donors and motivating potential donors to contribute. A fundraiser’s narrative and its linguistic style play an instrumental role in overcoming these challenges. However, academic research on the link between linguistic styles in fundraisers' narratives and potential donors' altruistic motivation remains in its infancy and is scarce in the donation crowdfunding literature. To bridge this gap, we use the multidimensional view of altruism to understand how fundraisers' narrative affects potential donors' intention to donate by provoking altruistic motivation in general and its seven dimensions in particular. Our findings from our experiment provide insights for fundraisers, crowdfunding platform designers, and scholars. In the donation crowdfunding context, our findings explain how linguistic narrative styles (social, emotional, and religious) may bring a change in potential donors' mixed altruistic motives (pure and pseudo-altruistic motives), which influence potential donors’ intention to donate.

Item Type: Article
Uncontrolled Keywords: Donation Crowdfunding | Altruistic Motivation | Linguistic Styles | Fundraiser’s Narration | Donation Intention
Subjects: Social Sciences and humanities > Economics, Econometrics and Finance > Economics
Vol/Issue no. published date: June 2026
Depositing User: Mr. Syed Anas Ali
Date Deposited: 06 Jul 2026 10:19
Last Modified: 06 Jul 2026 10:19
Official URL: https://doi.org/10.17705/1thci.00246
URI: https://pure.jgu.edu.in/id/eprint/11942

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