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

  • Marjolaine Bezançon

    ()

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

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    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.

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    File URL: https://halshs.archives-ouvertes.fr/halshs-00697309/document
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    Paper provided by HAL in its series Post-Print with number halshs-00697309.

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    Date of creation: 09 May 2012
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    Publication status: Published in 28ème Congrès International de l'Association Française du Marketing, May 2012, Brest, France. pp.S27-3, 2012
    Handle: RePEc:hal:journl:halshs-00697309
    Note: View the original document on HAL open archive server: https://halshs.archives-ouvertes.fr/halshs-00697309
    Contact details of provider: Web page: https://hal.archives-ouvertes.fr/

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