How Can Retailers Reduce Perceived Risk for Second-Hand Online Shopping? Exploratory Analysis and Suggestion of a New Theoretical Framework

Marjolaine Bezançon, Denis Guiot and Emmanuelle Le Nagard ()
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Denis Guiot: DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique
Emmanuelle Le Nagard: ESSEC Business School

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Abstract: Despite the influence of perceived risk on the decision to buy a second-hand product, very few studies address the issue of risk reduction for a second-hand purchase. In this study, we focus on the influence of product or situational cues controlled by online second-hand dealers on perceived risk. While the literature review suggests using the signaling theory's framework to study the reduction of perceived risk for a second-hand online purchase, an exploratory qualitative study leads us to consider a new theoretical framework that combines signaling theory with the "laws of sympathetic magic" and thus takes into account the specificities of a second-hand purchase.

Keywords: Achat d’occasion; Risque perçu; Second-Hand; Risk; Internet (search for similar items in EconPapers)
Date: 2013-06
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Published in European Marketing Academy 42th Annual Conference - EMAC 2013, Jun 2013, Istanbul, Turkey

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-01651182

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