发表机构
Michigan State University（密歇根州立大学）
机构由 AI 辅助整理，请以论文原文为准。AI 中文总结
本研究基于自我展示与担保理论，分析160万条Reverb乐器商品列表，发现多产卖家更侧重产品客观功能、采用叙事风格，为相关理论提供启示。
AI 中文摘要
本论文基于自我展示理论和担保理论，评估在线市场中的语言模式如何反映卖家身份（即多产卖家与普通卖家）。从Reverb网站（该网站为乐器在线交易平台）获取160万条乐器商品列表，以探寻卖家商品描述在内容、风格和结构上的差异。证据表明，与普通卖家相比，多产卖家往往更关注产品的客观和功能方面（如特性与规格），较少关注音色等主观特征。多产卖家还采用更具叙事性的沟通风格，这源于其更频繁使用人称代词，且商品描述的长度比普通卖家更长。因此，多产卖家关注的内容往往颇具技术性，但其传递信息的方式则是面向潜在买家的典型叙事风格。本文还讨论了该研究对自我展示理论和担保理论的启示。
英文摘要
The current paper draws on self-presentation theory and warranting theory to evaluate how the language patterns in an online marketplace reflect seller status (i.e., a prolific seller versus an everyday seller). Using 1.6 million musical instrument listings from Reverb.com in search of content, style, and structural differences in seller product descriptions, the evidence suggested prolific sellers tend to focus more on objective and functional aspects of a product (e.g., its features and specifications) and less on subjective characteristics like tone, relative to everyday sellers. Prolific sellers also communicated in a more narrative-like style, which was driven by an elevated use of personal pronouns, and they used longer descriptions than everyday sellers. Therefore, what prolific sellers focus on tends to be quite technical, but how they communicate this information is typical of a story that is told to potential buyers. Implications for self-presentation theory and warranting theory are discussed.
