Author

David M. Markowitz

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Review Open access Aug 2026

Language and Persuasion Research: A Computational Literature Review Spanning Five Decades of Scholarship (1974–2025)

In this paper, we examined five decades of language and persuasion research from an expert‐curated list of seminal works in the field. We evaluated the most dominant themes in this literature ( N = 1886 papers), searching for time‐related (e.g., themes that go in and out of style), impact‐related (e.g., themes that associate with citation rates), and authorship‐related trends (e.g., interdisciplinarity). The most prevalent themes were framing (64.5% of papers), content analysis (51.9%), and social media (50.1%) in language and persuasion research. Our computational literature review identified three additional findings: (1) the field has maintained relatively stable theoretical coherence, (2) papers that focus more on content analysis research receive fewer citations, and (3) the application of certain theoretical principles (e.g., argument quality) has declined over time, with researchers potentially citing underlying theories ritualistically versus meaningfully. Implications for language and persuasion research are discussed.

David M. Markowitz, Yi-Xiao Sun · Social & Personality Psychol... · 0 citations

#natural language process... Preprint Aug 2026

How Prolific Sellers Self-Present: Dissecting the Communication Patterns of 1.6 Million Reverb Listings

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.

David M. Markowitz · 0 citations