Comparaison des comportements d'achat en magasins laboratoires réel et virtuel

Pierre Desmet (), Richard Bordenave and John Traynor

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Abstract: In operational terms (cost, implementation), a virtual 3D laboratory store offers an attractive alternative to a physical laboratory store for testing in store marketing initiatives (packaging, price or other). This study compares controlled sample shopper behaviours for a consumer good and shows that the shopper behaviours observed in a virtual store are significantly different from the behaviours observed in a physical laboratory store. Also, significantly less attention is paid to price, reflecting a substantially different decision-making process. This finding is supported by highlighting the moderating effect of habitual purchasing of the brand: when placed in an unfamiliar virtual environment, the consumer is less sensitive to her environment and makes greater use of her memory. However, measures which are predominantly rational, such as attitude to the brand, are not influenced by the type of store visited previously. The article discusses the implications concerning the choice of the type of laboratory store environment, particularly the fact that the behavioural effects of manipulating in-store variables (packaging, price) are less clearly visible in a virtual laboratory store

Keywords: Laboratory store; virtual store; in-store purchasing behavior; Magasin laboratoire; magasin virtuel; expérimentation; comportement d'achat en magasin (search for similar items in EconPapers)
Date: 2013
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Published in Recherche et Applications en Marketing (French Edition), 2013, 28 (1), pp.1-12

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:halshs-00812415

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