Attributional Triadic Relationships between End-Users, Specifiers, and Vendors: Evidence from Building Supply Retailers

Purpose – This study proposes to evaluate product attributes in an unusual triad of actors: end-users, vendors, and specifiers. The differences perceptions between these triadic actors can bias strategic marketing decisions for functional aesthetic products a building supply retailer, which is understudied the retail literature. Theoretical framework uses attribution theory approach provides new perspective explain attribute evaluations this (end user-specifier-vendor). Design/methodology/approach hypotheses are tested two countries’ material categories. Attribute were performed using ranking method Borda count. We used ANOVA, linear discriminant analysis (LDA), Mahalanobis squared distance (MSD) estimations. Findings hypothesis tests confirmed difference specifiers products; however, as we hypothesized, no was found products. Practical & social implications research Our discussion will help practitioners avoid strategy. In development products, manufacturing companies should consider actors, especiallyin collaborative developments. Originality/value contributes literature by (end-user-specifier-vendor). provide insights into allocating causes responsibility selection. Keywords: Attribution theory, attribute, vendor-end-user-specifier, assortment