Department of Management

Lars Esbjerg

Organisational identity and food retailers' buying behaviour

Research output: Contribution to conferencePaperResearch

  • Department of Marketing and Statistics
  • MAPP - Centre for Research on Customer Relations in the Food Sector
How do retailers decide what products to buy? Previous answers to this question have tended to focus on the decisions being made, typically investigating what criteria retail buyers use to choose between products and suppliers (Hansen & Skytte 1998). However, as the decisions made by retail buyers have been treated as if they were more or less discrete events in previous studies, little is known about the process leading up to a decision being made. Furthermore, scant attention has been paid to the contexts within which retailer buying behaviour occurs. In contrast, this project views retailer buying behaviour as an ongoing organisational sensemaking process embedded in, at least, social, organisational, competitive and societal contexts. The aim is to gain an understanding of how and why retail buyers make certain decisions rather than simply focusing on what they decide.
Original languageEnglish
Publication year2002
Publication statusPublished - 2002
EventPre-conference Consortium of the 6th International Conference on Corporate Reputation, Identity and Competitiveness - Boston, United States
Duration: 22 May 200225 May 2002

Conference

ConferencePre-conference Consortium of the 6th International Conference on Corporate Reputation, Identity and Competitiveness
CountryUnited States
CityBoston
Period22/05/200225/05/2002

    Research areas

  • MAPP, Organisational identity, Food retailing, Buying behaviour

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