Quand le consommateur devient commerçant: motivations, production d’expérience et perspectives

Nathalie Lemaitre and Virginie de Barnier ()
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Virginie de Barnier: AMU - Aix Marseille Université

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Abstract: When consumers become merchants: motivations, experience production and prospects This research examines the motivations for second-hand sales between consumers (C to C). Three studies (focus group, semi-structured interviews and questionnaires) show that economic motivations are not the only ones and that motivations linked to giving sense to the second-hand sales supplant the financial aspect: the desire to oppose the consumerist society (protesting dimension), to find pleasure in the exchange (recreational dimension) and to extend the life of objects (generative dimension). Internet is preferred when the economic dimension prevails, while car boot sales respond to recreational, protesting and generative motivations.

Keywords: distribution channels; C to C reselling; dispossession; second-hand market; motivations; revente C to C; dépossession volontaire; marché de l’occasion; canal de distribution (search for similar items in EconPapers)
Date: 2015-06-03
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Citations: View citations in EconPapers (1)

Published in Décisions Marketing, 2015, 78, ⟨10.7193/DM.078.11.28⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02310360

DOI: 10.7193/DM.078.11.28

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