INFLUENCE OF PRODUCT AND SUPPLIER ATTRIBUTES ON HARDWOOD LUMBER PURCHASE DECISIONS IN THE FURNITURE INDUSTRY

This study determined the influence of product and supplier attributes on hardwood lumber purchases by wood furniture manufacturers and inve stigated differences across manufacturer type, geographic region, firm size, and kiln ownership. Professional lumber buyers rated the import ance and difference across suppliers of various attributes. Purchase i nfluence scores were calculated for each attribute based on importance and difference ratings. MANOVA, Tukey's tests, and Bonferroni t-tests detected if differences existed between purchase influence scores acr oss manufacturer type, geographic region, firm size or kiln ownership. Load-to-Load Consistency, Accurate Grading, No Warp, Crook and Bow, A ccurate Moisture Content, and Quote Competitive Price were the attribu tes that most influenced the purchase decisions of respondents. No dif ferences were detected between purchase influence scores across geogra phic regions. However, differences were detected based on furniture ma nufacturer 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 w ere upholstered furniture manufacturers. Larger firms' purchases were more influenced by attributes related to production scheduling and eff iciency (Correct Tally, Desirable Width Mix, Stacking of Pack, Square End Trimming, Fill Large Orders, and Knowledge of Production) than wer e smaller firms. Compared to non-owners, kiln owners were more influen ced by attributes affecting kiln scheduling (e.g., Fill Orders Correct ly and Ship When Promised), by Accurate Grading, and by End Coating. T he information gained from this research can be used by suppliers of h ardwood lumber to aid in developing more effective marketing strategie s.