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

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  • Marjolaine Bezançon

    () (DRM - Dauphine Recherches en Management - Université Paris-Dauphine - CNRS - Centre National de la Recherche Scientifique)

Abstract

While positive second-hand shopping motivations received a lot of attention in marketing literature, negative motivations leading to avoid second-hand shopping remain under-researched, despite their relevance for both new goods and used goods retailers. Hence, the objective of this research is to explore negative second-hand shopping motivations. Exploratory interviews enable us to identify several dimensions of those negative motivations, most of them differing from the positive second-hand shopping motivations. Moreover, the exploratory study suggests the relevance of distinguishing negative motivations related to second-hand products from those related to second-hand distribution channels, and a link to the dimensions of perceived risk.

Suggested Citation

  • Marjolaine Bezançon, 2012. "Pourquoi les consommateurs n'achètent-ils pas d'occasion ? Une analyse exploratoire," Post-Print halshs-00697309, HAL.
  • Handle: RePEc:hal:journl:halshs-00697309 Note: View the original document on HAL open archive server: https://halshs.archives-ouvertes.fr/halshs-00697309
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    Keywords

    second-hand shopping; positive motivation; negative motivation; perceived risk; field theory; achat d'occasion; motivation; frein; risque perçu; théorie des champs;

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