Facts vs. Stories - Assessment and Conventional Signals as Predictors of Freelancers’ Performance in Online Labor Markets

This paper investigates how freelancers’ use of signals predicts earnings in online labor markets. Extant literature has questioned the usefulness of some assessment signals to evaluate a freelancer’s quality. We find that conventional signals - signals based on non-verifiable information - can be predictors of higher revenue, when they are based on anecdotes of positive past events (self-promotion). However, mere kindness and flattery towards the customer (ingratiation) is negatively associated with a freelancers’ earnings in OLM. Moreover, we find evidence that the number of tests performed on the platform is significantly associated with higher earnings - with each test that is added to the profile a freelancer-˜s revenue increases by 4.1 %. We base our analysis on a sample of 1065 freelancers using objective financial earnings data, independent codings and survey data.