Retail buying: process, information and IT use: a conceptual framework

Abstract

The starting point for this research is some of the changing conditions for sourcing products in fast moving consumer goods industries. We are seeing increasing internationalization and also more and more information available for retailers through IT to support how buying is performed. Still, much of the research on retail buying focuses on one part of the process, i.e. the buying decision, rather than the process as such. This focus will tend to give a quite narrow perspective. Instead, this research focuses on the whole process that is involved when retailers source products. A conceptual framework, building on existing literature on retail buying as well as literature from other disciplines is presented. In total 15 propositions are developed concerning how retail buying processes may be structured under different conditions, how information may be used during the process and how IT could enter into the process. The paper ends with some suggestions for empirically testing the different propositions and also some general conclusions.

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