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Pourquoi les consommateurs n'achètent-ils pas d'occasion ? Une analyse exploratoire

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Author Info

  • Marjolaine Bezançon

    ()
    (DRM - Dauphine Recherches en Management - CNRS : UMR7088 - Université Paris IX - Paris Dauphine)

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    Abstract

    Alors que les motivations envers l'achat d'occasion ont suscité de nombreux travaux de recherche, les travaux concernant les freins à l'achat d'occasion sont limités. Pourtant, les enjeux managériaux de ces freins sont de taille, pour les distributeurs de produits neufs comme pour les distributeurs d'occasion. L'objectif de cette recherche est d'explorer la nature des freins à l'achat d'occasion. Des entretiens exploratoires nous permettent d'identifier les dimensions de ces freins, qui diffèrent des dimensions de la motivation. De plus, les entretiens suggèrent une distinction entre freins relatifs aux produits ou aux circuits, et un lien avec les dimensions du risque perçu.

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    File URL: http://halshs.archives-ouvertes.fr/docs/00/69/73/09/PDF/S27-3-Bezancon.pdf
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    Bibliographic Info

    Paper provided by HAL in its series Post-Print with number halshs-00697309.

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    Date of creation: May 2012
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    Publication status: Published - Presented, 28ème Congrès International de l'Association Française du Marketing, 2012, Brest, France
    Handle: RePEc:hal:journl:halshs-00697309

    Note: View the original document on HAL open archive server: http://halshs.archives-ouvertes.fr/halshs-00697309
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    Web page: http://hal.archives-ouvertes.fr/

    Related research

    Keywords: achat d'occasion; motivation; frein; risque perçu; théorie des champs;

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