EFFECTS OF TRADE PROMOTIONS ON SUPPLIER SELECTION IN FOOD RETAILING: SCALE DEVELOPMENT AND VALIDATION

Abstract

This study aims to develop and validate a scale designed to measure food retailers’ attitudes toward the impact of trade promotions on supplier selection. The research population comprised food retailers operating in Tekirdağ province, Türkiye. Data was collected from a sample of retailers selected using a random sampling method, employing a mixed-mode survey approach (face-to-face and online). The scale development process followed rigorous psychometric procedures, including content validity assessment, as well as Exploratory Factor Analysis (EFA) and Confirmatory Factor Analysis (CFA). The results revealed a stable two-dimensional structure comprising “Economic Incentives” and “Physical and Distribution Incentives.” The findings demonstrate that the scale possesses strong construct validity and high reliability. Unlike previous studies that primarily focus on mathematical optimization or general performance criteria, this study provides a validated instrument for measuring behavioral attitudes toward specific trade promotion tools. The proposed scale offers practical insights for suppliers to tailor their promotional strategies and for retailers to standardize their supplier selection processes.