IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v183y2024ics0148296324003229.html
   My bibliography  Save this article

Signaling the family firm brand in recruitment materials: The role of category-based cognitive processing on applicant attraction

Author

Listed:
  • Phillips, Duygu
  • Madison, Kristen
  • Wolf, Sandra
  • Hack, Andreas
  • Kellermanns, Franz W.

Abstract

Family firms often face challenges in recruiting and attracting employees. Integrating signaling theory with the theory of reasoned action, we develop a parallel mediation model to predict how signaling the family firm brand in recruitment materials influences applicant attraction. The results of our experiment indicate that job seekers have opposing category-based beliefs about family firms: they perceive family firms to be more authentic and more innovative, but with inferior HR systems, as compared to nonfamily firms. Furthermore, we find that these perceptions influence applicant attraction in different and unexpected ways. We discuss implications for research and practice and recommend promising avenues for future inquiry.

Suggested Citation

  • Phillips, Duygu & Madison, Kristen & Wolf, Sandra & Hack, Andreas & Kellermanns, Franz W., 2024. "Signaling the family firm brand in recruitment materials: The role of category-based cognitive processing on applicant attraction," Journal of Business Research, Elsevier, vol. 183(C).
    • Handle: RePEc:eee:jbrese:v:183:y:2024:i:c:s0148296324003229
    DOI: 10.1016/j.jbusres.2024.114818
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296324003229
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2024.114818?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Yan Zhang & Margarethe F. Wiersema, 2009. "Stock market reaction to CEO certification: the signaling role of CEO background," Strategic Management Journal, Wiley Blackwell, vol. 30(7), pages 693-710, July.
    2. Lowell W. Busenitz & James O. Fiet & Douglas D. Moesel, 2005. "Signaling in Venture Capitalist—New Venture Team Funding Decisions: Does it Indicate Long–Term Venture Outcomes?," Entrepreneurship Theory and Practice, , vol. 29(1), pages 1-12, January.
    3. Carr, Jon C. & Sequeira, Jennifer M., 2007. "Prior family business exposure as intergenerational influence and entrepreneurial intent: A Theory of Planned Behavior approach," Journal of Business Research, Elsevier, vol. 60(10), pages 1090-1098, October.
    4. Maximilian Lude & Reinhard Prügl, 2019. "Risky Decisions and the Family Firm Bias: An Experimental Study Based on Prospect Theory," Entrepreneurship Theory and Practice, , vol. 43(2), pages 386-408, March.
    5. Danny Miller & Isabelle Le Breton‐Miller & Barry Scholnick, 2008. "Stewardship vs. Stagnation: An Empirical Comparison of Small Family and Non‐Family Businesses," Journal of Management Studies, Wiley Blackwell, vol. 45(1), pages 51-78, January.
    6. Hanqing Fang & James J. Chrisman & Joshua J. Daspit & Kristen Madison, 2022. "Do Nonfamily Managers Enhance Family Firm Performance?," Small Business Economics, Springer, vol. 58(3), pages 1459-1474, March.
    7. Saim Kashmiri & Vijay Mahajan, 2014. "A Rose by Any Other Name: Are Family Firms Named After Their Founding Families Rewarded More for Their New Product Introductions?," Journal of Business Ethics, Springer, vol. 124(1), pages 81-99, September.
    8. Todd W. Moss & Donald O. Neubaum & Moriah Meyskens, 2015. "The Effect of Virtuous and Entrepreneurial Orientations on Microfinance Lending and Repayment: A Signaling Theory Perspective," Entrepreneurship Theory and Practice, , vol. 39(1), pages 27-52, January.
    9. Randall Morck & David Stangeland & Bernard Yeung, 2000. "Inherited Wealth, Corporate Control, and Economic Growth The Canadian Disease?," NBER Chapters, in: Concentrated Corporate Ownership, pages 319-372, National Bureau of Economic Research, Inc.
    10. Memili, Esra & Eddleston, Kimberly A. & Kellermanns, Franz W. & Zellweger, Thomas M. & Barnett, Tim, 2010. "The critical path to family firm success through entrepreneurial risk taking and image," Journal of Family Business Strategy, Elsevier, vol. 1(4), pages 200-209, December.
    11. Laura A. Peracchio & Joan Meyers-Levy, 2005. "Using Stylistic Properties of Ad Pictures to Communicate with Consumers," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 32(1), pages 29-40, June.
    12. Lude, Maximilian & Prügl, Reinhard, 2021. "Experimental studies in family business research," Journal of Family Business Strategy, Elsevier, vol. 12(1).
    13. Patricio Duran & Nadine Kammerlander & Marc van Essen & Thomas Zellweger, 2016. "Doing More with Less : Innovation Input and Output in Family Firms," Post-Print hal-02276703, HAL.
    14. Margarete Schellong & Nils D. Kraiczy & Lucia Malär & Andreas Hack, 2019. "Family Firm Brands, Perceptions of Doing Good, and Consumer Happiness," Entrepreneurship Theory and Practice, , vol. 43(5), pages 921-946, September.
    15. Alain Verbeke & Liena Kano, 2012. "The Transaction Cost Economics Theory of the Family Firm: Family–Based Human Asset Specificity and the Bifurcation Bias," Entrepreneurship Theory and Practice, , vol. 36(6), pages 1183-1205, November.
    16. Danny Miller & Isabelle Le Breton-Miller, 2021. "Family Firms: A Breed of Extremes?," Entrepreneurship Theory and Practice, , vol. 45(4), pages 663-681, July.
    17. Binz, Claudia & Hair, Joseph F. & Pieper, Torsten M. & Baldauf, Artur, 2013. "Exploring the effect of distinct family firm reputation on consumers’ preferences," Journal of Family Business Strategy, Elsevier, vol. 4(1), pages 3-11.
    18. Astrachan, Claudia Binz & Botero, Isabel & Astrachan, Joseph H. & Prügl, Reinhard, 2018. "Branding the family firm: A review, integrative framework proposal, and research agenda," Journal of Family Business Strategy, Elsevier, vol. 9(1), pages 3-15.
    19. Reinhard Prügl & Dinah Isabel Spitzley, 2021. "Responding to Digital Transformation by External Corporate Venturing: An Enterprising Family Identity and Communication Patterns Perspective," Journal of Management Studies, Wiley Blackwell, vol. 58(1), pages 135-164, January.
    20. Caprano, Johannes, 2019. "Recruiting Generation Y for the Backbone of Economy: Organizational Attractiveness of Small, Family Owned, and Rural Firms," Junior Management Science (JUMS), Junior Management Science e. V., vol. 4(4), pages 493-523.
    21. Thomas Zellweger & Philipp Sieger, 2012. "Entrepreneurial orientation in long-lived family firms," Small Business Economics, Springer, vol. 38(1), pages 67-84, January.
    22. Arijs, Diane & Botero, Isabel C. & Michiels, Anneleen & Molly, Vincent, 2018. "Family business employer brand: Understanding applicants’ perceptions and their job pursuit intentions with samples from the US and Belgium," Journal of Family Business Strategy, Elsevier, vol. 9(3), pages 180-191.
    23. Mark Yockey, 2019. "The effects of work experience on interpretations of recruitment advertisements and organizational attraction," American Journal of Business, Emerald Group Publishing Limited, vol. 34(2), pages 58-74, April.
    24. Tim Barnett & Franz W. Kellermanns, 2006. "Are We Family and Are We Treated as Family? Nonfamily Employees’ Perceptions of Justice in the Family Firm," Entrepreneurship Theory and Practice, , vol. 30(6), pages 837-854, November.
    25. Schulze, William S. & Lubatkin, Michael H. & Dino, Richard N., 2003. "Toward a theory of agency and altruism in family firms," Journal of Business Venturing, Elsevier, vol. 18(4), pages 473-490, July.
    26. Block, Jörn H. & Fisch, Christian O. & Lau, James & Obschonka, Martin & Presse, André, 2016. "Who prefers working in family firms? An exploratory study of individuals’ organizational preferences across 40 countries," Journal of Family Business Strategy, Elsevier, vol. 7(2), pages 65-74.
    27. Lude, Maximilian & Prügl, Reinhard, 2018. "Why the family business brand matters: Brand authenticity and the family firm trust inference," Journal of Business Research, Elsevier, vol. 89(C), pages 121-134.
    28. Madison, Kristen & Daspit, Joshua J. & Turner, Kyle & Kellermanns, Franz W., 2018. "Family firm human resource practices: Investigating the effects of professionalization and bifurcation bias on performance," Journal of Business Research, Elsevier, vol. 84(C), pages 327-336.
    29. Datta, Subhadeep & Mukherjee, Sourjo, 2022. "In families we trust: Family firm branding and consumer’s reaction to product harm crisis," Journal of Business Research, Elsevier, vol. 151(C), pages 257-268.
    30. Matthias Kleiner, 2017. "Joint Research as an Innovation Strategy," CESifo Forum, ifo Institute - Leibniz Institute for Economic Research at the University of Munich, vol. 18(03), pages 08-09, November.
    31. Joern Block & Christopher Hansen & Holger Steinmetz, 2023. "Are Family Firms Doing More Innovation Output With Less Innovation Input? A Replication and Extension," Entrepreneurship Theory and Practice, , vol. 47(4), pages 1496-1520, July.
    32. Eileen Fischer & Rebecca Reuber, 2007. "The Good, the Bad, and the Unfamiliar: The Challenges of Reputation Formation Facing New Firms," Entrepreneurship Theory and Practice, , vol. 31(1), pages 53-75, January.
    33. Kimberly A. Eddleston & Franz W. Kellermanns & Thomas M. Zellweger, 2012. "Exploring the Entrepreneurial Behavior of Family Firms: Does the Stewardship Perspective Explain Differences?," Entrepreneurship Theory and Practice, , vol. 36(2), pages 347-367, March.
    34. Cable, Daniel M. & Judge, Timothy A., 1996. "Person-Organization Fit, Job Choice Decisions, and Organizational Entry," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(3), pages 294-311, September.
    35. N. Venkatraman, 1989. "Strategic Orientation of Business Enterprises: The Construct, Dimensionality, and Measurement," Management Science, INFORMS, vol. 35(8), pages 942-962, August.
    36. Isabelle Le Breton–Miller & Danny Miller, 2006. "Why Do Some Family Businesses Out–Compete? Governance, Long–Term Orientations, and Sustainable Capability," Entrepreneurship Theory and Practice, , vol. 30(6), pages 731-746, November.
    37. Zanon, Johanna & Scholl-Grissemann, Ursula & Kallmuenzer, Andreas & Kleinhansl, Nikolas & Peters, Mike, 2019. "How promoting a family firm image affects customer perception in the age of social media," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 28-37.
    38. Binz Astrachan, Claudia & Prügl, Reinhard & Hair, Joseph F. & Babin, Barry J., 2019. "Marketing and branding in family business: Assessing the landscape and charting a path forward," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 3-7.
    39. James J. Chrisman & Esra Memili & Kaustav Misra, 2014. "Nonfamily Managers, Family Firms, and the Winner's Curse: The Influence of Noneconomic Goals and Bounded Rationality," Entrepreneurship Theory and Practice, , vol. 38(5), pages 1-25, September.
    40. Martina Sageder & Christine Mitter & Birgit Feldbauer‐Durstmüller, 2018. "Image and reputation of family firms: a systematic literature review of the state of research," Review of Managerial Science, Springer, vol. 12(1), pages 335-377, January.
    41. Orth, Ulrich R. & Green, Mark T., 2009. "Consumer loyalty to family versus non-family business: The roles of store image, trust and satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 16(4), pages 248-259.
    42. Michael Lubatkin & William S. Schulze & N Dino Richard, 2003. "Toward a theory of agency and altruism in family firms," Post-Print hal-02311679, HAL.
    43. Shainaz Firfiray & Cristina Cruz & Ionela Neacsu & Luis Gomez-Mejia, 2018. "Is nepotism so bad for family firms? A socioemotional wealth approach," Post-Print hal-02001706, HAL.
    44. Gottschalck, Nicole & Guenther, Christina & Kellermanns, Franz, 2020. "For whom are family-owned firms good employers? An exploratory study of the turnover intentions of blue- and white-collar workers in family-owned and non-family-owned firms," Journal of Family Business Strategy, Elsevier, vol. 11(3).
    45. Tatiana Beliaeva & Marcos Ferasso & Sascha Kraus & Raj Mahto, 2022. "Marketing and family firms: Theoretical roots, research trajectories, and themes," Post-Print hal-04278162, HAL.
    46. Botero, Isabel C., 2014. "Effects of communicating family ownership and organisational size on an applicant's attraction to a firm: An empirical examination in the USA and China," Journal of Family Business Strategy, Elsevier, vol. 5(2), pages 184-196.
    47. Simpson, Penny M. & Siguaw, Judy A. & Enz, Cathy A., 2006. "Innovation orientation outcomes: The good and the bad," Journal of Business Research, Elsevier, vol. 59(10-11), pages 1133-1141, October.
    48. Stutz, Adrian & Schell, Sabrina & Hack, Andreas, 2022. "In family firms we trust – Experimental evidence on the credibility of sustainability reporting: A replication study with extension," Journal of Family Business Strategy, Elsevier, vol. 13(4).
    49. Neri Karra & Paul Tracey & Nelson Phillips, 2006. "Altruism and Agency in the Family Firm: Exploring the Role of Family, Kinship, and Ethnicity," Entrepreneurship Theory and Practice, , vol. 30(6), pages 861-877, November.
    50. repec:ces:ifofor:v::y:2017:i::p:08-09 is not listed on IDEAS
    51. Janney, Jay J. & Folta, Timothy B., 2003. "Signaling through private equity placements and its impact on the valuation of biotechnology firms," Journal of Business Venturing, Elsevier, vol. 18(3), pages 361-380, May.
    52. Hannes Hauswald & Andreas Hack & Franz W. Kellermanns & Holger Patzelt, 2016. "Attracting New Talent to Family Firms: Who is Attracted and under what Conditions?," Entrepreneurship Theory and Practice, , vol. 40(5), pages 963-989, September.
    53. Michael Spence, 1973. "Job Market Signaling," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 87(3), pages 355-374.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Stutz, Adrian & Schell, Sabrina & Hack, Andreas, 2022. "In family firms we trust – Experimental evidence on the credibility of sustainability reporting: A replication study with extension," Journal of Family Business Strategy, Elsevier, vol. 13(4).
    2. Bargoni, Augusto & Alon, Ilan & Ferraris, Alberto, 2023. "A systematic review of family business and consumer behaviour," Journal of Business Research, Elsevier, vol. 158(C).
    3. Jaufenthaler, Philipp, 2023. "A safe haven in times of crisis: The appeal of family companies as employers amid the COVID-19 pandemic," Journal of Family Business Strategy, Elsevier, vol. 14(1).
    4. Waterwall, Brian & Alipour, Kent K., 2021. "Nonfamily employees’ perceptions of treatment in family businesses: Implications for organizational attraction, job pursuit intentions, work attitudes, and turnover intentions," Journal of Family Business Strategy, Elsevier, vol. 12(3).
    5. Llanos-Contreras, Orlando & Alonso-Dos-Santos, Manuel & Welsh, Dianne H.B., 2024. "Graduating college students apply here: Communicating family firm ownership and firm size," Journal of Family Business Strategy, Elsevier, vol. 15(1).
    6. Unai Arzubiaga & Alfredo De Massis & Amaia Maseda & Txomin Iturralde, 2023. "The influence of family firm image on access to financial resources in family SMEs: a signaling theory perspective," Review of Managerial Science, Springer, vol. 17(1), pages 233-258, January.
    7. Kinias, Ioannis & Chalis, Spyridon & Glyptis, Loukas, 2023. "Family business research: A systematic review and an uncelebrated role of marketing," Journal of Business Research, Elsevier, vol. 162(C).
    8. Beck, Susanne & Prügl, Reinhard & Walter, Katharina, 2020. "Communicating the family firm brand: Antecedents and performance effects," European Management Journal, Elsevier, vol. 38(1), pages 95-107.
    9. Binz Astrachan, Claudia & Prügl, Reinhard & Hair, Joseph F. & Babin, Barry J., 2019. "Marketing and branding in family business: Assessing the landscape and charting a path forward," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 3-7.
    10. Bargoni, Augusto & Kliestik, Tomas & Jabeen, Fauzia & Santoro, Gabriele, 2023. "Family firms’ characteristics and consumer behaviour: An enquiry into millennials’ purchase intention in the online channel," Journal of Business Research, Elsevier, vol. 156(C).
    11. Lude, Maximilian & Prügl, Reinhard, 2021. "Experimental studies in family business research," Journal of Family Business Strategy, Elsevier, vol. 12(1).
    12. Rajan, Bharath & Salunkhe, Uday & Kumar, V., 2023. "Understanding customer engagement in family firms: A conceptual framework," Journal of Business Research, Elsevier, vol. 154(C).
    13. Beliaeva, Tatiana & Ferasso, Marcos & Kraus, Sascha & Mahto, Raj V., 2022. "Marketing and family firms: Theoretical roots, research trajectories, and themes," Journal of Business Research, Elsevier, vol. 144(C), pages 66-79.
    14. Chaudhary, Sanjay & Dhir, Amandeep & Ferraris, Alberto & Bertoldi, Bernando, 2021. "Trust and reputation in family businesses: A systematic literature review of past achievements and future promises," Journal of Business Research, Elsevier, vol. 137(C), pages 143-161.
    15. Flamini, Giulia & Pittino, Daniel & Visintin, Francesca, 2022. "Family leadership, family involvement and mutuality HRM practices in family SMEs," Journal of Family Business Strategy, Elsevier, vol. 13(2).
    16. Fabel, Oliver & Mináriková, Dana & Hopp, Christian, 2022. "Differences and similarities in executive hiring decisions of family and non-family firms," Journal of Family Business Strategy, Elsevier, vol. 13(2).
    17. Debellis, Francesco & De Massis, Alfredo & Messeni Petruzzelli, Antonio & Frattini, Federico & Del Giudice, Manlio, 2021. "Strategic agility and international joint ventures: The willingness-ability paradox of family firms," Journal of International Management, Elsevier, vol. 27(1).
    18. Barroso Martínez, Ascensión & Sanguino Galván, Ramón & Botero, Isabel C. & González-López, Óscar R. & Buenadicha Mateos, María, 2019. "Exploring family business brands: Understanding predictors and effects," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 57-68.
    19. Bargoni, Augusto & Giachino, Chiara & Troise, Ciro & Alam, Gazi Mahabubul & Quaglia, Roberto, 2023. "A digital family affair: Do family firms' characteristics enhance consumers' willingness to pay?," Technological Forecasting and Social Change, Elsevier, vol. 188(C).
    20. Rovelli, Paola & Benedetti, Carlotta & Fronzetti Colladon, Andrea & De Massis, Alfredo, 2022. "As long as you talk about me: The importance of family firm brands and the contingent role of family-firm identity," Journal of Business Research, Elsevier, vol. 139(C), pages 692-700.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:183:y:2024:i:c:s0148296324003229. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.