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

dc.contributor.authorBullemore, Jorge
dc.contributor.authorPalomino-Tamayo, Walter
dc.contributor.authorWakabayashi Muroya, Jose Luis
dc.date.accessioned2023-12-04T12:49:44Z
dc.date.available2023-12-04T12:49:44Z
dc.date.issued2022
dc.descriptionArtículo
dc.description.abstractPurpose – 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.versionVersión publicada
dc.format.extent18 p.
dc.identifier.citationRevista Brasileira de Gestão de Negócios, 24(3), p.402-419
dc.identifier.doihttps://doi.org/10.7819/rbgn.v24i3.4195
dc.identifier.urihttps://repositorio.udd.cl/handle/11447/8088
dc.language.isoen
dc.subjectAttribution theory
dc.subjectAttribute
dc.subjectVendor-end-user-specifier
dc.subjectAssortment strategy
dc.titleAttributional triadic relationships between end-users, specifiers, and vendors: Evidence from building supply retailers
dc.title.alternativeRelações Triádicas de Atribuição entre Usuário Final, Especificador e Vendedor: Evidências de Varejistas de Materiais de Construção
dc.typeArticle
dcterms.accessRightsAcceso abierto
dcterms.sourceRevista Brasileira de Gestão de Negócios
dspace.entity.typePublication
relation.isAuthorOfPublication4c0e3f0d-14ed-4147-89a6-eeefe87e09e9
relation.isAuthorOfPublication.latestForDiscovery4c0e3f0d-14ed-4147-89a6-eeefe87e09e9

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