Department of Management

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

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  • 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
PublisherEIASM
Publication year2000
Publication statusPublished - 2000
Event7th Workshop on Managerial and Organizational Cognition, Barcelona - Barcelona, Spain
Duration: 7 Jun 20009 Jun 2000

Conference

Conference7th Workshop on Managerial and Organizational Cognition, Barcelona
LandSpain
ByBarcelona
Periode07/06/200009/06/2000

    Research areas

  • MAPP, Sensemaking, Foods, Buying behaviour

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