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

Marjolaine Bezançon ()
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Marjolaine Bezançon: DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique

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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.

Keywords: second-hand shopping; positive motivation; negative motivation; perceived risk; field theory; achat d'occasion; motivation; frein; risque perçu; théorie des champs (search for similar items in EconPapers)
Date: 2012-05-09
Note: View the original document on HAL open archive server: https://shs.hal.science/halshs-00697309v1
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Published in 28ème Congrès International de l'Association Française du Marketing, May 2012, Brest, France. pp.S27-3

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:halshs-00697309

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