Question 11.88

11.88 Business-to-business (B2B) marketing.

A group of researchers were interested in determining the likelihood that a business currently purchasing office supplies via a catalog would switch to purchasing from the website of the same supplier. To do this, they performed an online survey using the business clients of a large Australian-based stationery provider with both a catalog and a Web-based business.19 Results from 1809 firms, all currently purchasing via the catalog, were obtained. The following table summarizes the regression model.

585

Variable
Staff interpersonal contact with catalog −0.08 3.34
Trust of supplier 0.11 4.66
Web benefits (access and accuracy) 0.08 3.92
Previous Web purchases 0.18 8.20
Previous Web information search 0.08 3.47
Key catalog benefits (staff, speed, security) −0.08 3.96
Web benefits (speed and ease of use) 0.36 3.97
Problems with Web ordering and delivery −0.06 2.65
  1. The statistic is reported to be 78.15. What degrees of freedom are associated with this statistic?

  2. This statistic can be expressed in terms of as

    Use this relationship to determine .

  3. The coefficients listed above are standardized coefficients. These are obtained when each variable is standardized (subtract its mean, divide by its standard deviation) prior to fitting the regression model. These coefficients then represent the change in standard deviations of for a one standard deviation change in . This typically allows one to determine which independent variables have the greatest effect on the dependent variable. Using this idea, what are the top two variables in this analysis?