Signaling theory and quality cues: the willingness-to-pay for high and low involvement sustainable attributes

Maria Sylvia Macchione Saes, Eduardo Eugênio Spers, Elis Regina Monte Feitosa, Lilian Maluf de Lima, Giovana Zamith and Jacques Marcovitch

Revista de Gest??o, 2025, vol. 32, issue 4, 247-266

Abstract: PurposeWith the support of signaling theory the paper investigates the impact of quality cues related to environmental and social sustainability concerns on the purchase intention and willingness to pay for low-involvement products (fresh pirarucu) and high-involvement products (leather from this fish).Design/methodology/approachA survey with 483 potential consumers of pirarucu fish in Brazil. Discrete choice analysis to understand preferences and choices from alternatives attributes of pirarucu fish.FindingsSignaling and quality cues related to environmental and social concerns influence consumer decision differently for high- and low-involvement exotic food.Originality/valueThe link between signaling theory and quality cues explains the preference for different involvement exotic products.

Keywords: Signaling theory; Quality cues; Sustainability; Discrete choice; Consumer decision (search for similar items in EconPapers)
Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:eme:regepp:rege-08-2024-0129

DOI: 10.1108/REGE-08-2024-0129

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