Selling signals

• 成果类型: Article
• 署名作者: Lu, Zhuoran
• 署名单位: Shanghai Jiao Tong University
• 刊物名称: JOURNAL OF ECONOMIC THEORY
• ISSN/ISSBN: 0022-0531
• DOI: 10.1016/j.jet.2025.105966
• 发表日期: 2025
• 关键词: Signaling; screening; Signal jamming; Price transparency

摘要

This paper studies a signaling model in which a strategic player can manipulate the cost of signaling. A seller chooses a price scheme for a good, and a buyer with a hidden type chooses how much to purchase as a signal to receivers. When receivers observe the price scheme, the seller charges monopoly prices, and the buyer purchases less than the first best. In contrast, when receivers do not observe the price scheme, the demand for signals is more elastic. In equilibrium, the seller charges lower prices, and the buyer purchases more than when receivers observe the price scheme; the highest types purchase more than the first best. The model suggests that price transparency benefits the seller but harms the buyer. The model can be applied to schools choosing tuition, retailers selling luxury goods and media companies selling advertisements.