Purpose

Despite its significance, research on how attribute framing affects ordering decisions in dual sourcing remains insufficient. Hence, this study investigated the effects of attribute framing in a sourcing task involving certain and uncertain qualities of two suppliers and analysed the role of attention with respect to suppliers' information in framing effects.

Design/methodology/approach

The impacts of attribute framing on sourcing decisions were demonstrated in two online between-subject (2 × 2 factorial) experimental studies involving professional samples. Study 2 was an eye-tracking experiment.

Findings

In Study 1 (N = 251), participants presented with a “high-quality” rather than a “low-quality” frame made different sourcing decisions, opting for larger percentage of order(s) from a supplier under the “high-quality” frame. This pattern holds true for suppliers who differ in risk. This finding was replicated in Study 2 (N = 129). Attention asymmetry related to the information on supplier quality contributes to this effect. Attention directed towards information regarding the supplier's quality under a positive frame mediated the relationship between attribute framing and sourcing decisions.

Practical implications

Highlighting the positive attributes of a risky supplier is essential when ordering from the risky supplier is an optimal decision. It is advantageous for suppliers to highlight positive rather than negative attributes when describing the quality of their components against others.

Originality/value

This is the first study to examine the effect of attention on the relationship between attribute framing and dual sourcing. This presents a new behavioural perspective wherein managers' attention to information plays a vital role.

中文翻译：

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属性框架对风险采购行为影响的实验研究：分配给供应商质量信息的注意力的中介作用

目的

尽管具有重要意义，但关于属性框架如何影响双重采购中的订购决策的研究仍然不足。因此，本研究调查了属性框架在涉及两个供应商的确定和不确定质量的采购任务中的影响，并分析了对供应商信息的关注在框架效应中的作用。

设计/方法论/途径

两项涉及专业样本的在线受试者间（2 × 2 因子）实验研究证明了属性框架对采购决策的影响。研究 2 是一项眼球追踪实验。

发现

在研究 1（N = 251）中，参与者在提供“高质量”而非“低质量”框架的情况下做出了不同的采购决策，选择了来自“高质量”供应商的较大比例的订单。 “ 框架。这种模式适用于风险不同的供应商。研究 2 中重复了这一发现（N = 129）。与供应商质量信息相关的注意力不对称导致了这种效应。在积极框架下，对有关供应商质量的信息的关注介导了属性框架和采购决策之间的关系。

实际影响

当从有风险的供应商处订购是最佳决策时，强调有风险的供应商的积极属性至关重要。对于供应商来说，在描述其组件的质量与其他组件的质量时，强调积极而不是消极的属性是有利的。

原创性/价值

这是第一项研究注意力对属性框架和双重来源之间关系的影响的研究。这提出了一种新的行为视角，其中管理者对信息的关注起着至关重要的作用。