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Quelles perspectives de développement pour les prospectus promotionnels des distributeurs ?

Author

Listed:
  • Pierre Volle

    (DMSP - Dauphine marketing, stratégie, prospective - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres, DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

Abstract

Les prospectus représentent une part importante des budgets de communication promotionnelle des distributeurs et semblent répondre à des objectifs stratégiques. Dans cet article, nous tentons de déterminer les perspectives offertes à ce média, face à l'évolution des stratégies commerciales des enseignes et à l'évolution des formes de communication. Nous montrons que les prospectus s'adaptent aux nouvelles conditions de la concurrence entre distributeurs, mais que leur efficacité peut être questionnée ; finalement, ce sont les conditions de financement par les industriels qui déterminent en grande partie la rentabilité de ce média et donc ses perspectives de développement.

Suggested Citation

  • Pierre Volle, 1997. "Quelles perspectives de développement pour les prospectus promotionnels des distributeurs ?," Post-Print halshs-02925827, HAL.
    • Handle: RePEc:hal:journl:halshs-02925827
    DOI: 10.7193/DM.012.39-48
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    Cited by:

    1. Garnier, Marion & Poncin, Ingrid, 2019. "Do enriched digital catalogues offer compelling experiences, beyond websites? A comparative analysis through the IKEA case," Journal of Retailing and Consumer Services, Elsevier, vol. 47(C), pages 361-369.

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