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Le Vendeur Face À L'Étiquette Énergie : Quels Déterminants Pour La Vente Des Produits Performants En Énergie?

Author

Listed:
  • Ilana Bouhafs

    (LUMEN - Lille University Management Lab - ULR 4999 - Université de Lille)

  • Nil Özçağlar-Toulouse

    (LUMEN - Lille University Management Lab - ULR 4999 - Université de Lille)

  • Yasmine Allouat

    (LUMEN - Lille University Management Lab - ULR 4999 - Université de Lille)

Abstract

This research aims to identify the determinants that may encourage the salesperson to direct consumers towards energy efficient equipment, particularly by taking into account the energy label. On the basis of an ethnographic study, conducted online and in stores with general and specialized retailers, our findings highlight the determinants such as consumer demand, the strategy of the retailer, the type of products and the level of knowledge of the salesperson, in the ability of the salesperson to guide the consumer towards energy efficient products. The study of online stores revealed the absence of sales support systems that could encourage the purchase of an efficient product.

Suggested Citation

  • Ilana Bouhafs & Nil Özçağlar-Toulouse & Yasmine Allouat, 2021. "Le Vendeur Face À L'Étiquette Énergie : Quels Déterminants Pour La Vente Des Produits Performants En Énergie?," Post-Print hal-04213892, HAL.
    • Handle: RePEc:hal:journl:hal-04213892
    Note: View the original document on HAL open archive server: https://hal.science/hal-04213892
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    References listed on IDEAS

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    1. Régine Vanheems, 2013. "La distribution à l'heure du multi-canal: une redéfinition du rôle du vendeur," Post-Print hal-02397421, HAL.
    2. Moncrief, William C. & Marshall, Greg W. & Rudd, John M., 2015. "Social media and related technology: Drivers of change in managing the contemporary sales force," Business Horizons, Elsevier, vol. 58(1), pages 45-55.
    3. Anne-Sophie Binninger & Isabelle Robert & Nacima Ourahmoune, 2014. "Étiquettes environnementales et consommation durable : des relations ambiguës en construction," Post-Print hal-04214086, HAL.
    Full references (including those not matched with items on IDEAS)

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