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

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.
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https://hal.archives-ouvertes.fr/hal-03134369
Contributor : Isabelle Celet Connect in order to contact the contributor
Submitted on : Monday, February 8, 2021 - 11:48:00 AM
Last modification on : Tuesday, January 4, 2022 - 6:28:33 AM

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Maali Benhissi, Aurély Lao. Vers une meilleure compréhension des comportements de report d’achat et d’achat impulsif d’un produit soldé : proposition d’un modèle conceptuel. Management & Avenir, INSEEC/Management Prospective Ed. 2020, 119 (5), pp.87-107. ⟨10.3917/mav.119.0087⟩. ⟨hal-03134369⟩

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