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

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dc.contributor.authorPalomino-Tamayo,Walter
dc.contributor.authorWakabayashi Muroya, Jose Luis
dc.contributor.authorBullemore Campbell, Jorge
dc.date.accessioned2022-10-15T12:50:15Z
dc.date.available2022-10-15T12:50:15Z
dc.date.issued2022-10-10
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.en_EN
dc.formatapplication/pdf
dc.identifier.citationPalomino-Tamayo, W., Wakabayashi Muroya, J. L., & Bullemore Campbell, J. (2022). Attributional triadic relationships between end-users, specifiers, and vendors: evidence from building supply retailers. Revista Brasileira de Gestão de Negócios, 24(3), p.402-419. https://doi.org/10.7819/rbgn.v24i3.4195
dc.identifier.doihttps://doi.org/10.7819/rbgn.v24i3.4195
dc.identifier.urihttps://hdl.handle.net/20.500.12640/3150
dc.language.isoeng
dc.publisherFundação Escola de Comércio Álvares Penteado
dc.publisher.countryBR
dc.relation.ispartofurn:issn:1806-4892
dc.relation.ispartofurn:issn:1983-0807
dc.relation.urihttps://www.scielo.br/j/rbgn/a/h5wq6XpqkRm6Pm6jGKj7SZP/?format=pdf&lang=en
dc.rightsAttribution 4.0 International*
dc.rightsinfo:eu-repo/semantics/openAccesses_ES
dc.subjectAttribution theoryen_EN
dc.subjectAttributeen_EN
dc.subjectVendor-end-user-specifieren_EN
dc.subjectAssortment strategyen_EN
dc.subjectTeoría de la atribuciónes_ES
dc.subjectAtributoes_ES
dc.subjectProveedor-usuario-especificadores_ES
dc.subjectEstrategia de surtidoes_ES
dc.subject.ocdehttps://purl.org/pe-repo/ocde/ford#5.02.04
dc.titleAttributional triadic relationships between end-users, specifiers, and vendors: evidence from building supply retailersen_EN
dc.typeinfo:eu-repo/semantics/article
dc.type.otherArtículo
dc.type.versioninfo:eu-repo/semantics/publishedVersion
local.author.orcidhttps://orcid.org/0000-0002-1140-7362
local.author.orcidhttps://orcid.org/0000-0001-8113-757
oaire.citation.endPage419
oaire.citation.issue3
oaire.citation.startPage402
oaire.citation.titleRevista Brasileira de Gestão de Negócios
oaire.citation.volume24
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