Attributional triadic relationships between end-users, specifiers, and vendors: Evidence from building supply retailers

Bullemore, Jorge; Palomino-Tamayo, Walter; Wakabayashi Muroya, Jose Luis

Publication:
Attributional triadic relationships between end-users, specifiers, and vendors: Evidence from building supply retailers

dc.contributor.author	Bullemore, Jorge
dc.contributor.author	Palomino-Tamayo, Walter
dc.contributor.author	Wakabayashi Muroya, Jose Luis
dc.date.accessioned	2023-12-04T12:49:44Z
dc.date.available	2023-12-04T12:49:44Z
dc.date.issued	2022
dc.description	Artículo
dc.description.abstract	Purpose – This study proposes to evaluate product attributes in an unusual triad of actors: end-users, vendors, and specifiers. The differences in perceptions of product attributes between these triadic actors can bias strategic marketing decisions for functional and aesthetic products in a building supply retailer, which is understudied in the retail literature. Theoretical framework – The study uses the attribution theory approach and provides a new perspective to explain differences in attribute evaluations in this triad (end user-specifier-vendor). Design/methodology/approach – The hypotheses are tested in two countries’ functional and aesthetic building material categories. Attribute evaluations were performed using the ranking method and Borda count. We used ANOVA, linear discriminant analysis (LDA), and the Mahalanobis squared distance (MSD) for the estimations. Findings – The hypothesis tests confirmed the difference in attribute evaluations between end-users, vendors, and specifiers for functional products; however, as we hypothesized, no difference was found for aesthetic products. Practical & social implications of research – Our discussion will help retail practitioners avoid bias in marketing strategy. In the development of new products, manufacturing companies should consider differences between actors, especially in collaborative product developments. Originality/value – This study contributes to the literature by using an attribution theory approach and provides a new perspective to explain differences in attribute evaluations in this triad (end-user-specifier-vendor). We provide insights into allocating causes and responsibility in product attribute selection.
dc.description.version	Versión publicada
dc.format.extent	18 p.
dc.identifier.citation	Revista Brasileira de Gestão de Negócios, 24(3), p.402-419
dc.identifier.doi	https://doi.org/10.7819/rbgn.v24i3.4195
dc.identifier.uri	https://repositorio.udd.cl/handle/11447/8088
dc.language.iso	en
dc.subject	Attribution theory
dc.subject	Attribute
dc.subject	Vendor-end-user-specifier
dc.subject	Assortment strategy
dc.title	Attributional triadic relationships between end-users, specifiers, and vendors: Evidence from building supply retailers
dc.title.alternative	Relações Triádicas de Atribuição entre Usuário Final, Especificador e Vendedor: Evidências de Varejistas de Materiais de Construção
dc.type	Article
dcterms.accessRights	Acceso abierto
dcterms.source	Revista Brasileira de Gestão de Negócios
dspace.entity.type	Publication
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relation.isAuthorOfPublication.latestForDiscovery	4c0e3f0d-14ed-4147-89a6-eeefe87e09e9