Department of Management

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

Research output: Contribution to conferencePaperResearchpeer-review

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.
Original languageEnglish
Publication year2015
Number of pages25
Publication statusPublished - 2015
EventAMA/ACRA Second Triennual Conference - Coral Gables, United States
Duration: 4 Mar 20157 Mar 2015


ConferenceAMA/ACRA Second Triennual Conference
CountryUnited States
CityCoral Gables

    Research areas

  • decision-making, relationalism, retailer buying

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