The Excel file HATCO consists of data related to predict predicting the level of business (Usage Level) obtained from a survey of purchasing managers of customers of an industrial supplier, HATCO. The following are 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) .
Responses to the first seven variables were obtained using a graphic rating scale, where a 10‐cm line was drawn between endpoints labeled “poor” and “excellent.” Respondents indicated their perceptions using a mark on the line, which was measured from the left endpoint.