Attributional Triadic Relationships Between End User, Specifier, and Vendor: Evidence from Building Supply Retailers.

Abstract

"Purpose – This research proposes that Sellers and Specifiers when evaluating buyers attributes choice, present perception differences in the buyer behavior. Design/methodology/approach – We test our hypothesis with a Cross-sectional quantitative design from a survey dataset at Traditional Building Supply Stores to buyers, specifiers, and sellers. Originality/value – This article contributes to the literature with a triad model (Buyer-Specifier-Seller) uncommon in research to give insights about difference in evaluation consumer preferences. Keywords – Attribution Theory, Attribute Choice, Seller-Buyer-Specifier Paper type – Empirical paper"