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Le vendeur face à l'étiquette énergie : quels déterminants pour la vente des produits performants en énergie ?

Author

Listed:
  • Ilana Bouhafs

    (LUMEN - Lille University Management Lab - ULR 4999 - Université de Lille)

  • Yasmine Allouat

    (LUMEN - Lille University Management Lab - ULR 4999 - Université de Lille)

  • Nil Ozcaglar-Toulouse

    (LUMEN - Lille University Management Lab - ULR 4999 - Université de Lille)

Abstract

This research aims to identify the determinants that may encourage the salesperson to direct consumers towards energy efficient equipment, particularly by taking into account the energy label. On the basis of an ethnographic study, conducted online and in stores with general and specialized retailers, our findings highlight the determinants such as consumer demand, the strategy of the retailer, the type of products and the level of knowledge of the salesperson, in the ability of the salesperson to guide the consumer towards energy efficient products. The study of online stores revealed the absence of sales support systems that could encourage the purchase of an efficient product.

Suggested Citation

  • Ilana Bouhafs & Yasmine Allouat & Nil Ozcaglar-Toulouse, 2021. "Le vendeur face à l'étiquette énergie : quels déterminants pour la vente des produits performants en énergie ?," Post-Print hal-04213987, HAL.
    • Handle: RePEc:hal:journl:hal-04213987
    Note: View the original document on HAL open archive server: https://hal.science/hal-04213987
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    References listed on IDEAS

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    1. Moncrief, William C. & Marshall, Greg W. & Rudd, John M., 2015. "Social media and related technology: Drivers of change in managing the contemporary sales force," Business Horizons, Elsevier, vol. 58(1), pages 45-55.
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