Title: Influence of Product and Supplier Attributes on Hardwood Lumber Purchase Decisions
Author: Forbes, Craig L.; Sinclair, Steven A.; Bush, Robert J.; Araman, Philip A.
Source: Forest Products Journal. 44(2): 51-56.
Description: This study determined the influence of product and supplier attributes on hardwood lumber purchases by wood furniture manufacturers and investigated differences across manufacturer type, geographic region, firm size, and kiln ownership. Professional lumber buyers rated the importance and difference across suppliers of various attributes. Purchase influence scores were calculated for each attribute based on importance and difference ratings. MANOVA, Tukeyâs tests, and Bonferroni t-tests detected if differences existed between purchase influence scores across manufacturer type, geographic region, firm size or kiln ownership. Load-to-Load Consistency, Accurate Grading, No Warp, Crook and Bow, Accurate Moisture Content, and Quote Competitive Price were the attributes that most influenced the purchase decisions of respondents. No differences were detected between purchase influence scores across geographic regions. However, differences were detected based on furniture manufacturer type, firm size, and kiln ownership. Manufacturers of wood office and wood household furniture were more influenced by appearance attributes (No Stain, No Surface Checks, and No Chipped Grain) than were upholstered furniture manufacturers. Larger firmsâ purchases were more influenced by attributes related to production scheduling and efficiency (Correct Tally, Desirable Width Mix, Stacking of Pack, Square End Trimming, Fill Large Orders, and Knowledge of Production) than were smaller firms. Compared to non-owners, kiln owners were more influenced by attributes affecting kiln scheduling (e.g., Fill Orders Correctly and Ship When Promised), by Accurate Grading, and by End Coating. The information gained from this research can be used by suppliers of hardwood lumber to aid in developing more effective marketing strategies.
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Forbes, Craig L.; Sinclair, Steven A.; Bush, Robert J.; Araman, Philip A. 1994. Influence of Product and Supplier Attributes on Hardwood Lumber Purchase Decisions. Forest Products Journal. 44(2): 51-56.
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