Department of Management

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

Research output: Contribution to book/anthology/report/proceedingBook chapterResearch

  • 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
Title of host publicationPurchasing and Supply Topics at the Turn of the Millenium. 3
EditorsAttila Chikán
Number of pages18
Place of publicationBudapest
PublisherIFPMM Publications
Publication year2001
Pages11-28
Publication statusPublished - 2001

    Research areas

  • Food retailing, Buying behaviour, Sensemaking, MAPP, Købsadfærd

See relations at Aarhus University Citationformats

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