Vers une meilleure compréhension des comportements de report d’achat et d’achat impulsif d’un produit soldé: proposition d’un modèle conceptuel

Maali Benhissi and Aurély Lao
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Aurély Lao: LEM - Lille économie management - UMR 9221 - UA - Université d'Artois - UCL - Université catholique de Lille - Université de Lille - CNRS - Centre National de la Recherche Scientifique

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Abstract: This research aims to explore the behaviors of postponement purchase and impulse purchase during sales periods. A qualitative approach is adopted to lead to a proposal for a conceptual model. The results deepen the motivations for buying during sales, the components affecting impulse buying behaviors, delay. Impulse buying is mainly driven by emotional and utilitarian factors of sales shopping value. Nevertheless, other factors minimize impulse buying which lead to a postponement of purchase. This article concludes with managerial recommendations, as well as limits and avenues of research.

Date: 2020-05
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Published in Revue management & avenir, 2020, 119 (5), pp.87-107. ⟨10.3917/mav.119.0087⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-03134369

DOI: 10.3917/mav.119.0087

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