Department of Management

A sensemaking perspective on retailer buying behaviour: Towards a new conceptual framework

Research output: Contribution to book/anthology/report/proceedingArticle in proceedingsResearch


  • 0003009

    Final published version, 57 KB, PDF document

  • 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 might be useful for understanding retailer buying behaviour. The paper concludes with a discussion of implications and areas for future research.
Original languageEnglish
Title of host publicationIkke angivet
Publication year2000
Publication statusPublished - 2000
Event7th Workshop on Managerial and Organizational Cognition, Barcelona - Barcelona, Spain
Duration: 7 Jun 20009 Jun 2000


Conference7th Workshop on Managerial and Organizational Cognition, Barcelona

    Research areas

  • MAPP, Sensemaking, Foods, Buying behaviour

See relations at Aarhus University Citationformats

Download statistics

No data available

ID: 32327445