Department of Management

Lars Esbjerg

Rethinking how retail buyers make buying decisions: From rational decision-making to retailer buying as relationally-responsive interaction

Research output: Contribution to conferencePaperResearchpeer-review

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Rethinking how retail buyers make buying decisions : From rational decision-making to retailer buying as relationally-responsive interaction. / Esbjerg, Lars.

2015. Paper presented at AMA/ACRA Second Triennual Conference, Coral Gables, United States.

Research output: Contribution to conferencePaperResearchpeer-review

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Esbjerg, L 2015, 'Rethinking how retail buyers make buying decisions: From rational decision-making to retailer buying as relationally-responsive interaction' Paper presented at AMA/ACRA Second Triennual Conference, Coral Gables, United States, 04/03/2015 - 07/03/2015, .

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@conference{aaec73826ffe41f5a89eaedd8fb9f4e1,
title = "Rethinking how retail buyers make buying decisions: From rational decision-making to retailer buying as relationally-responsive interaction",
abstract = "The nature of retailer buying is changing, but not so our conceptualisations. Existing literature on retailer buying is characterised by a rather narrow focus on what retail buyers decide and which decision criteria they use to make decisions, whereas comparatively little attention has been devoted to the processes of how and why certain decisions are made. This paper aims to move beyond a focus on single decisions as discrete events to viewing retailer buying as something that occurs in ongoing relationally-responsive interaction between retailers and suppliers.",
keywords = "decision-making, relationalism, retailer buying",
author = "Lars Esbjerg",
year = "2015",
language = "English",
note = "AMA/ACRA Second Triennual Conference ; Conference date: 04-03-2015 Through 07-03-2015",

}

RIS

TY - CONF

T1 - Rethinking how retail buyers make buying decisions

T2 - From rational decision-making to retailer buying as relationally-responsive interaction

AU - Esbjerg, Lars

PY - 2015

Y1 - 2015

N2 - The nature of retailer buying is changing, but not so our conceptualisations. Existing literature on retailer buying is characterised by a rather narrow focus on what retail buyers decide and which decision criteria they use to make decisions, whereas comparatively little attention has been devoted to the processes of how and why certain decisions are made. This paper aims to move beyond a focus on single decisions as discrete events to viewing retailer buying as something that occurs in ongoing relationally-responsive interaction between retailers and suppliers.

AB - The nature of retailer buying is changing, but not so our conceptualisations. Existing literature on retailer buying is characterised by a rather narrow focus on what retail buyers decide and which decision criteria they use to make decisions, whereas comparatively little attention has been devoted to the processes of how and why certain decisions are made. This paper aims to move beyond a focus on single decisions as discrete events to viewing retailer buying as something that occurs in ongoing relationally-responsive interaction between retailers and suppliers.

KW - decision-making

KW - relationalism

KW - retailer buying

M3 - Paper

ER -