Le vendeur face à l'étiquette énergie: quels déterminants pour la vente des produits performants en énergie ?

Ilana Bouhafs (), Yasmine Allouat () and Nil Ozcaglar-Toulouse
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Ilana Bouhafs: LUMEN - Lille University Management Lab - ULR 4999 - Université de Lille
Yasmine Allouat: LUMEN - Lille University Management Lab - ULR 4999 - Université de Lille
Nil Ozcaglar-Toulouse: LUMEN - Lille University Management Lab - ULR 4999 - Université de Lille

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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.

Keywords: purchase decision; determinants; Energy performance; salesperson; energy label; Performance énergétique; vendeur; étiquette énergie; décision d'achat; déterminants (search for similar items in EconPapers)
Date: 2021-10-13
New Economics Papers: this item is included in nep-ene
Note: View the original document on HAL open archive server: https://hal.science/hal-04213987
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Published in 24ème Colloque International Etienne Thil, Association Etienne Thil, Oct 2021, Roubaix, France

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