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L'acheteur professionnel de la distribution face aux produits nouveaux: pour une nouvelle approche

Author

Listed:
  • A. Amine

    (Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres)

  • A. Fady
  • S. Pontier

    (UPEC UP12 - Université Paris-Est Créteil Val-de-Marne - Paris 12)

Abstract

Cet article présente les fondements et les limites de l'approche traditionnelle utilisée jusqu'à maintenant par les chercheurs pour étudier la procédure de référencement des produits nouveaux par les acheteurs professionnels du commerce de détail. Il propose un nouveau cadre d'analyse du processus de sélection des produits, qui s'inspire des apports théoriques en comportement d'achat industriel et souligne l'importance de la prise en compte de la relation fournisseur-distributeur pour mieux comprendre le phénomène du référencement en grande distribution.

Suggested Citation

  • A. Amine & A. Fady & S. Pontier, 1997. "L'acheteur professionnel de la distribution face aux produits nouveaux: pour une nouvelle approche," Post-Print hal-02016844, HAL.
    • Handle: RePEc:hal:journl:hal-02016844
    as

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