The Excel file HATCO contains data from a survey of buying managers of clients of an industrial supplier, HATCO, relating to estimating the volume of business (Usage Level).

The independent variables :

? Delivery Speed ?amount of time it takes to deliver the product once an order is confirmed. ? Price Level ?perceived level of price charged by product suppliers.

? Price Flexibility ?perceived willingness of HATCO representatives to negotiate price on all types of purchases.

? Manufacturing Image ?overall image of the manufacturer or supplier.

? Overall Service?overall level of service necessary for maintaining a satisfactory relationship between supplier and purchaser.

? Sales Force Image ?overall image of the manufacturer's sales force.

? Product Quality ?perceived level of quality of a particular product.

? Size of Firm?size relative to others in this market (0 = small; 1 = large).

A B C D E Hatco F G H Respondent Perceptions X1 X2 X3 X4 X5 Purchaser Characteristic Purchase Outcome X6 X7 5 Delivery speedPrice levelPrice flexibilityManufacturing imagOverall servic Salesforce imageProduct quality X8 X9 4.1 0.6 6.9 4.7 Size of firm Usage level 7 2.4 1.8 3 2.3 6.3 5.2 6.6 8 3.4 2.5 4 32 5.2 5.7 8.4 6 4.3 43 9 2.7 2.7 7.1 8.2 5.9 1.8 2.3 48 10 6 0.9 9.6 7.8 7.8 11 3.4 1.9 3.3 4.6 32 7.9 4.5 4.8 1.9 58 12 4.6 2.6 2.4 9.5 9.7 13 6.6 4.2 4.5 45 1.3 3.5 6.2 7.6 5.1 46 14 5.5 2.8 1.6 2.2 9.4 6.9 4.7 3.5 3 44 15 4 3.5 6.5 7.6 6 16 2.4 3.7 1.6 3.2 63 8.8 8.7 17 4.8 3.9 2 2.2 2.8 ooo o - 0 0 - 0 - 0 - 0 - 54 9.1 5.8 4.6 32 18 3 2.8 1.4 2.5 8.1 8.3 19 3.8 3.7 2.1 1.5 1.4 47 8.6 6.6 5.7 20 4.7 2.7 3.7 39 1.3 9.9 6.7 6.7 38 21 3.4 3 2 2.6 9.7 6.8 4.7 22 3.2 2.7 1.7 54 4.1 5.7 4.8 5.1 3.6 2.9 49 6.2 38A B C D 23 E 4.9 F 1.8 7.7 G 4.3 H 24 5.3 3.4 1.4 1.5 9.7 5.9 25 6.1 40 4.7 3.3 1.3 3.9 9.9 6.8 26 6.7 3 0.9 2.6 54 3.3 8.6 6.8 4 3.4 2.1 1.8 55 27 0.4 8.3 6.3 28 2.5 1.2 3 4 1.7 41 9.1 5.2 7.1 29 2.4 3.5 1.5 3.4 35 6.7 8.4 30 4.8 5.1 1.9 1.4 8.7 2.5 55 7.2 4.8 36 31 4.6 3.3 2.1 7.9 2.6 3.8 5.8 2.4 3.4 1.5 2.8 49 32 6.6 4.7 33 4.8 5.2 1.9 9.7 2.5 49 1.3 7.2 34 6.1 36 3.5 3.2 2.8 3.9 9.9 6.7 3.1 54 35 3.5 4.1 3.7 5.9 1.7 5.4 36 5.5 3.9 49 3 3.2 3 8.4 6 37 5.3 46 2.8 3.1 3.8 3 8.9 8 43 38 6.9 5.2 3.3 2 3.2 9.3 8.2 53 39 5.9 3.4 3.7 3.7 2.4 6.4 4.6 5.7 3.5 3.4 60 40 2.4 1 7.7 8.4 3.4 1.7 3.3 1.1 47.3 41 1.8 7.5 6.2 35 42 4.5 3.6 2.5 4 5.8 2.4 7.6 5.8 3.7 2.5 39 43 4 0.9 9.1 9.3 5.4 44 0 2.1 2.4 2.6 44 6.9 7.3 5.4 1.1 2.6 46 8.9 29\fA B C 87 D 3.4 E 4.6 5.5 F G H 88 1.6 8.2 2.8 4 6.1 4.4 6.3 89 2.3 6.4 3.7 2.3 3.8 47.3 7.6 90 2.6 5 8.2 3 3 8.5 2.5 41 91 6 7.4 2.5 3.1 2.8 37 7 2.8 92 4.2 6.8 2.4 2.9 2.8 2.2 5.9 9 53 8.4 93 2.1 3.5 2.7 7.4 2.7 43 94 2.9 4.8 6.7 1.2 2.8 7.3 2.3 7.2 51 95 4.3 6.1 2.5 2 36 9.3 2.5 8 96 3 6.3 2.8 3.4 34 7.8 4 7.1 7.4 97 48 1.7 3 7.6 3.8 4.2 7.9 60 98 3.1 4.2 3.3 49 5.1 1.4 99 7.8 5.8 1.9 2.7 3.6 5 4 5.9 39 100 4 4.9 0.5 2.2 2.5 43 6.7 101 0.6 4.5 8.2 1.6 2.2 2.1 5 36 6.4 102 6.1 5 0.5 0.7 31 9.2 2.1 8.4 103 2 4.8 2.8 3.3 2.8 25 5.2 104 5 7.1 3.1 2.2 2.4 6.7 2.7 8.4 60 105 2.5 6.8 1.8 2.6 9 2.9 5 8.4 38 2.2 3 6 42 33