The aim of this study has been to analyze important aspects of buying behavior of food retailers, i.e., trade buyers' evaluation of product and vendor attributes, based on a number of background variables, when choosing a new supplier of an already well-known product category. The study encompassed the retailers' buying behavior for pork, fish and cheese products. By conducting a conjoint analysis in sixteen Western European countries (15 'old' EU Countries (except Luxemburg), and Norway, and Austria), it is demonstrated that the traditional four Ps are losing ground to some previously neglected attributes, and that it is possible to generalise retailers' buying behavior for different food products across countries, retail organizations, and buyers.
Journal of Marketing Channels, 2005, Vol 13, Issue 2, p. 99-129
MAPP; Detailhandel; Købsadfærd; Conjoint; International segmentering; Fødevareproducent; Food retailers; Buying behaviour; International segmentation; Food manufactures