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Organizational buying behaviour for perishable‐food packaging in grocery retail
Author(s) -
Afif Karima,
Rebolledo Claudia,
Roy Jacques
Publication year - 2020
Publication title -
canadian journal of administrative sciences / revue canadienne des sciences de l'administration
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.347
H-Index - 48
eISSN - 1936-4490
pISSN - 0825-0383
DOI - 10.1002/cjas.1565
Subject(s) - business , personalization , marketing , product (mathematics) , grocery shopping , packaging and labeling , food packaging , advertising , food science , mathematics , chemistry , geometry
Abstract This qualitative study investigates the structure of the buying centre, the buying process, and the factors that influence buying decisions for perishable‐products packaging. This empirical investigation is based on the case study of a major Quebec food retailer. We show that the purchase of packaging changes significantly depending on whether the product is considered more or less strategic for the organization, which determines the required level of packaging customization. Buying centre structure becomes more complex as packaging customization increases. Given the multi‐functionality and the interdisciplinarity of packaging, we propose a multi‐criteria analysis grid to improve buying decision efficiency and to streamline communication between the various levels of the buying centre.