The effects of source credibility and salience on sales performance: a study of corporate art collectors
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| Publication date | 2015 |
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| Book title | Ideas in Marketing: Finding the New and Polishing the Old |
| Book subtitle | Proceedings of the 2013 Academy of Marketing Science (AMS) Annual Conference |
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| ISBN (electronic) |
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| Series | Developments in Marketing Science: Proceedings of the Academy of Marketing Science |
| Event | 2013 Academy of Marketing Science (AMS) Annual Conference |
| Pages (from-to) | 710-713 |
| Publisher | Cham: Springer |
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| Abstract | Signaling theory (Spence, 1973) focuses on using signals as proxies of quality and helps explain how signals reduce uncertainties in pre-purchase decision-making. Signals convey information about a product or producer’s unobservable or indiscernible quality (Kirmani and Rao, 2000), and are important in all markets but particularly those with informational gaps (Akerlof, 1970), where for example, product quality is difficult to determine prior to consumption (Nelson, 1970) or perhaps even after consumption (Darby and Karni, 1973). |
| Document type | Conference contribution |
| Language | English |
| Published at | https://doi.org/10.1007/978-3-319-10951-0_262 |
| Downloads |
Effects of Source Credibility and Salience on Sales Performance
(Final published version)
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