Department of Management

Lars Esbjerg

Food retailers' buying behaviour: A sensemaking perspective: Preliminary thoughts

Research output: Contribution to conferencePaperResearch

  • Department of Marketing and Statistics
  • MAPP - Centre for Research on Customer Relations in the Food Sector
This paper examines the shortcomings of the existing literature on retailer buying behaviour and discusses the potential contribution of studying retailer buying behaviour from a sensemaking perspective. A new conceptual framework for understanding retailer buying behaviour is outlined. It is argued that sensemaking related to retailer buying behaviour can be analysed at several, inter-related levels of analysis. The framework developed draws on discussions of sensemaking within strategic management and organisation science and discusses how concepts such as organisational identity, image, noticing, interpretation, action and attribution may be useful for understanding retailer buying behaviour. Some key research questions emanating from this discussion are suggested and a methodology is proposed for studying these research questions. Finally, practical implications and theoretical shortcomings are discussed briefly.
Original languageEnglish
Publication year2000
Number of pages13
Publication statusPublished - 2000
Event6th IFPMM Summer School on Advanced Purchasing Research - Salzburg, Austria
Duration: 2 Aug 20007 Aug 2000


Conference6th IFPMM Summer School on Advanced Purchasing Research

    Research areas

  • MAPP, Sensemaking, Food retailing, Buying behaviour

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