Comment réagissent les consommateurs face à des tentations d'achat répétées ? Une application aux ventes privées en ligne

Nawel Ayadi (), Magali Giraud () and Christine Gonzalez ()
Additional contact information
Nawel Ayadi: marketing - CRM - Centre de Recherche en Management - UT Capitole - Université Toulouse Capitole - UT - Université de Toulouse - IAE - Institut d'Administration des Entreprises - Toulouse - CNRS - Centre National de la Recherche Scientifique
Magali Giraud: marketing - CRM - Centre de Recherche en Management - UT Capitole - Université Toulouse Capitole - UT - Université de Toulouse - IAE - Institut d'Administration des Entreprises - Toulouse - CNRS - Centre National de la Recherche Scientifique
Christine Gonzalez: CREM - Centre de recherche en économie et management - UNICAEN - Université de Caen Normandie - NU - Normandie Université - UR - Université de Rennes - CNRS - Centre National de la Recherche Scientifique

Post-Print from HAL

Abstract: When exposed to purchase temptations, consumers may decide to set up, with varying degrees of success, control mechanisms. This research focuses on two key variables within the process by which purchase impulse turns into an impulsive purchase: consumer's ability and willingness to control himself. A qualitative study was conducted with 34 online private sales members in order to highlight the control processes established by consumers confronted with repeated purchase temptations

Keywords: "impulsive purchase"; " control process"; "online private sales"; achats impulsifs; processus de contrôle; ventes privées en ligne; "achats impulsifs"; " processus de contrôle"; " ventes privées en ligne" (search for similar items in EconPapers)
Date: 2011-05-09
References: Add references at CitEc
Citations:

Published in 28ème Congrès de l'Association Française du Marketing (AFM), May 2011, Brest, France. pp.28

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:halshs-00741772

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().