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Article: Are all signals equal? Investigating the differential effects of online signals on the sales performance of e-marketplace sellers

TitleAre all signals equal? Investigating the differential effects of online signals on the sales performance of e-marketplace sellers
Authors
KeywordsE-tailing
E-commerce (B2B/B2C/B2G/G2C)
Customer satisfaction/service
Consumer behaviour/choice/demand/empowerment/reviews/consumerism
Issue Date2015
Citation
Information Technology and People, 2015, v. 28, n. 3, p. 699-723 How to Cite?
AbstractPurpose – 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. Design/methodology/approach – 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. Findings – 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. Originality/value – 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.
Persistent Identifierhttp://hdl.handle.net/10722/307039
ISSN
2023 Impact Factor: 4.9
2023 SCImago Journal Rankings: 1.244
ISI Accession Number ID

 

DC FieldValueLanguage
dc.contributor.authorLi, Huifang-
dc.contributor.authorFang, Yulin-
dc.contributor.authorWang, Youwei-
dc.contributor.authorLim, Kai H.-
dc.contributor.authorLiang, Liang-
dc.date.accessioned2021-11-03T06:21:48Z-
dc.date.available2021-11-03T06:21:48Z-
dc.date.issued2015-
dc.identifier.citationInformation Technology and People, 2015, v. 28, n. 3, p. 699-723-
dc.identifier.issn0959-3845-
dc.identifier.urihttp://hdl.handle.net/10722/307039-
dc.description.abstractPurpose – 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. Design/methodology/approach – 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. Findings – 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. Originality/value – 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.-
dc.languageeng-
dc.relation.ispartofInformation Technology and People-
dc.subjectE-tailing-
dc.subjectE-commerce (B2B/B2C/B2G/G2C)-
dc.subjectCustomer satisfaction/service-
dc.subjectConsumer behaviour/choice/demand/empowerment/reviews/consumerism-
dc.titleAre all signals equal? Investigating the differential effects of online signals on the sales performance of e-marketplace sellers-
dc.typeArticle-
dc.description.naturelink_to_subscribed_fulltext-
dc.identifier.doi10.1108/ITP-11-2014-0265-
dc.identifier.scopuseid_2-s2.0-84938691325-
dc.identifier.volume28-
dc.identifier.issue3-
dc.identifier.spage699-
dc.identifier.epage723-
dc.identifier.isiWOS:000360114600013-

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