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Recently, the popularity of store brands has resulted in some manufacturer brands being removed from shelves. The current literature lacks empirical work on the effect of manufacturer brand erosion on consumer assortment perception and repatronage intention. Based on signalling theory, the purpose of this paper is to manufacturer brands play a signalling role and contend that manufacturer brand erosion has detrimental effects on the assortment perception due to reduced signalling efficacy.

A 3 (low manufacturer brand erosion vs high manufacturer brand erosion vs manufacturer brand dominance) ×2 (assortment size: small vs large) between-subject experiment was conducted.

Manufacturer brand erosion exerts a negative effect on assortment attractiveness and consumers’ repatronage intention; the greater the erosion, the larger the negative effect. These negative effects are mediated by reduced consumer perceptions of assortment quality and variety. A large (vs small) assortment size attenuates the negative effect of manufacturer brand erosion by improving perceived assortment quality.

To engage in strategic positioning through efficient assortment management, retailers should cooperate with brand manufacturers, instead of promoting their own private labels. Nevertheless, a large assortment dominated by store brands signals that the retailer has built a strong private brand, which in turn gains a differentiation advantage.

This paper is among the first to take the signalling perspective and explicitly investigate whether and how manufacturer brand erosion exerts a significant impact on assortment perception.

The purpose of this paper is to study the effectiveness of multiple signals. Specifically, the paper investigates how the individual strength of a marketplace signal varies as a function of whether consumers are exposed to that signal alone or in combination with another signal.

The research uses experimental designs to empirically address the research questions. Hypotheses are formulated primarily based on signaling theory and these hypotheses are tested with laboratory experiments using real consumers.

The key finding is that a signal's stand‐alone credibility largely determines whether its individual strength would be diluted or augmented by the coexistence of another signal. Further, when signals with different stand‐alone strengths coexist, the individual strength of the weaker signal is higher than when that signal is present alone. These effects are observed in brick‐and‐mortar and online shopping media.

Past research reports mixed findings about whether the individual strength of a signal is diluted (dilution effect) or augmented (augmentation effect) by the presence of another signal. This research attempts to resolve this issue, for the first time, by demonstrating that whether dilution effect or augmentation effect occurs depends on the stand‐alone credibility of the individual signals in a mix.

As a standard source of capital for entrepreneurs, crowdfunding has recently gained wide attention in business and academia. With scientific endorsement, some research is conducted to explore the antecedents of online crowdfunding success. The factors that can influence the backers’ investment which is the key to success are information from prior backers’ and creators’ behaviors. Based on the signaling theory, the purpose of this paper is to systematically investigate the dynamic influences and interaction effects of signals with different forms (action-based or opinion-based signals) and sources (creator-sourced or backer-sourced signals) on backers’ investment behaviors over a project-funding cycle.

A panel data set of 3,010 projects with 640,625 transaction records from April 28, 2013 to September 31, 2017 is collected from a famous online crowdfunding platform – Zhongchou.cn in China and the negative binomial panel data model with fixed effect is used to obtain our empirical results.

The findings demonstrate that the work of different signals is significantly effective at the early stage of a project and decreases with time. Furthermore, our results show that there are both synergistic effect and substitution effect among different signals. Specifically, the direction of interaction effect depends on the forms of signals and the backers’ sensitivity toward that signal, and the interaction effects are also dynamic.

This paper has shed light on the roles of different signal types and their interactions in influencing funding behavior over a project-funding cycle, enriched the literature on crowdfunding and provided both theoretical and practical implications.

The purpose of this study is to examine the consumer-side effects of “under new management” (UNM) signs. The authors integrate cue-utilization theory and relevance theory to guide hypotheses about the conditions under which these signs are and are not beneficial.

Two consumer-based experiments were used to examine the quality and reputation effects of restaurants signaling a management change on potential and existing customers.

The results suggest that positive and negative effects are possible. The direction of these effects is contingent upon consumers’ prior experience, type of service (i.e. search/experience) and the relevance of the signal.

The study is limited to one industry (i.e. restaurants) and examines the effects of market signals on perceived quality and reputation. In addition, this research brought forth the notion of “signal relevance” and suggested that it may be explicitly tied to attributions. However, this assertion must examine multiple signals (relevant/irrelevant) and their contingent effects on consumer perceptions.

The findings advise businesses to use caution when using signals such as an “UNM” sign, as they appear to have different effects depending on the experience of the consumer with the service and the relevance of the signal.

This research contributes to the literature on cue utilization theory to understand the effects of marketplace cues on consumer perceptions. It contributes to marketing theory and practice by proposing a model of cue effects based on prior customer experience, type of service and cue relevance.

This paper aims to demonstrate that Facebook likes affect outcomes in nonprofit settings. Specifically, Facebook likes influence affinity to nonprofits, which, in turn, affects fundraising outcomes.

The authors report three studies that establish that relationship. To examine social contagion, Study 1 – an auction field study – relies on selling artwork created by underprivileged youth. To isolate signaling, Study 2 manipulates the number of total Facebook likes on a page. To isolate commitment escalation, Study 3 manipulates whether a participant clicks a Facebook like.

The results show that Facebook likes increase willingness to contribute in nonprofit settings and that the process goes through affinity, as well as through Facebook impressions and bidding intensity. The total number of Facebook likes has a direct signaling effect and an indirect social contagion effect.

The effectiveness of the proposed mechanisms is limited to nonprofit settings and only applies to short-term effects.

Facebook likes serve as both a quality signal and a commitment mechanism. The magnitude of commitment escalation is larger, and the relationship is moderated by familiarity with the organization. Managers should target Facebook likes at those less familiar with the organization and should prioritize getting a potential donor to leave a like as a step leading to donation, in essence mapping a donor journey from prospective to active, where Facebook likes play an essential role in the journey. In a charity auction setting, the donor journey involves an additional step of bidder intensity.

The approach the authors study is shown effective in nonprofit settings but does not appear to extend to corporate social responsibility more broadly.

To the best of the authors’ knowledge, this study is the first investigation to map Facebook likes to a seller’s journey through signals and commitment, as well as the only investigation to map Facebook likes to charity auctions and show the effectiveness of this in the field.

The study discussed in this article examines two empirical questions: (1) Can multiple financial signals enhance the intermediate-horizon returns of value and glamour investments on Asian stock markets? and (2) Do the return enhancements, if any, differ by value and growth firm types and vary across different markets? The results of this study show that financial signals affect return enhancements, and these enhancements differ by firm types and vary across markets. These differences can be explained by non-positive value premiums and relatively poor information quality documented on Asian markets.

As literatures argue that managers’ personalities will affect both corporate governance structures and corporate performance, the correlation between them is a mixed result. The purpose of this paper is to separate different routes leading to the mixed correlation, and name the separated routes as regime effect and signal effect.

By theoretical analysis, the authors list three routes leading to the correlation between corporate governance and corporate performance. Routes 1 and 2 show that governance can directly and indirectly change the performance; while route 3 shows that both the governance and performance are results of managers’ personalities, and the governance has no influence onto the performance, which means the correlation led by route 3 is fake. By design a new econometric methodology, this paper separates the mixed correlation between corporate governance and performance, and names the correlation led by routes 1 and 2 as the regime effect and the correlation led by route 3 as signal effect.

By an empirical research on Chinese listed corporates, the authors find that the correlations between Chinese listed corporates’ market value and main corporate governance factors can be separated into regime effects and signal effects; and the authors also find that some factors (Share of Institutional Investors, Share of Real Controller and the Squared, Dummy of Identical CEO and Chairman, Ownership Concentration) only show regime effects, some factors (Separating Extent of Ownership and Controlling Right, Dummy of Provincial State-Owned Firms) only show signal effects, and some factors (Dummy of Republic State-Owned Firms, Scale of Board) show both. What’s more, the authors find out an interesting result that the state-owning has no negative regime effect on China SOEs’ performance but very significantly negative signal effect; in this paper, the authors suggest that this means the key negative factors of Chinese SOEs is not state-owning ownership structure but the managers’ corruption.

As only the factors with regime effects can directly and indirectly affect corporates’ performance and the factors with signal effects show that there’re some managers’ personalities affecting both the governance and performance, the separation method in this paper can help shareholders knowing which governance factors will be helpful to improve the performance and which others will show managers’ hard-working or corruption intention.

Separate the regime effect and the signal effect from the correlation between corporate governance and performance.

Strategy and entrepreneurship scholars have identified many benefits of signaling for new ventures to access resources in financial and other factor markets. However, scholars have not studied the extent to which new ventures can employ signals to hire new talent. This chapter investigates inventor mobility across biopharmaceutical new ventures and examines the effects of two signals, venture capitalist (VC) prominence and alliance network prominence. We suggest that VC prominence and alliance network prominence can provide assurances to prospective employees about a venture's resources and prospects, thereby facilitating inventor mobility owing to enhanced labor market efficiency. Empirical evidence from biopharmaceutical startups shows that new ventures can benefit from signals emanating from their ties to VCs and alliance partners and attract inventors to join them. We also find that these signaling effects attenuate as information asymmetry diminishes.

In the competitive e-marketplace today, sellers are using an increasing number of signals to entice customers to make online purchases. However, how differential these signals are in terms of their capacity to improve sales performance has not yet been investigated. The paper aims to discuss this issue.

Drawing on signaling theory and grounded in the context of China’s largest e-marketplace, Taobao, this study investigated the different effects of five commonly used signals on the sales performance of e-marketplace sellers.

The authors find that warranty has the highest effect on sales performance, followed by overall rating, mean detailed seller rating, percent of positives, and web site quality.

First, this study builds on signaling theory and contributes to the e-marketplace literature by providing new insights into how specific signals differentially affect sales performance in the e-marketplace (with evidence from a large-scale empirical analysis). Second, the study extends the applicability of signaling theory to the e-marketplace domain by incorporating distinctive features of the e-marketplace into the original signaling theory. Finally, the findings lend practical support to e-marketplace sellers’ investment decisions on signals and provide guidelines for deployment of such signals.