IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-04214099.html
   My bibliography  Save this paper

The Distributor And Energy Label : Which Levers To Better Guide The Consumer?
[Les Distributeurs Et L’Étiquette Énergétique : Quels Leviers Pour Mieux Guider Le Consommateur ?]

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)

  • Gaëtan Brisepierre

Abstract

Cette étude exploratoire vise à déterminer le rôle des distributeurs dans la prescription d'équipements électroménagers énergétiquement performants à la veille de l'actualisation de l'étiquette énergétique (A1). La finalité de l'étude est d'identifier les leviers susceptibles d'être actionnés pour améliorer les ventes des appareils performants en énergie et in fine de réduire la consommation énergétique domestique des ménages. Deux études qualitatives ont été déployées pour mener cette recherche, une étude ethnographique de type mystère en magasin physique et en ligne et une étude sociologique par entretiens individuels auprès de professionnels de la distribution. A l'issue de cette recherche, il est apparu que la performance énergétique, et à fortiori l'étiquette énergie, était le plus souvent sous-mobilisée par les enseignes et leur force de vente ce qui ne permet pas au consommateur de faire des arbitrages tout à fait éclairés. À cet effet, une série de recommandations opérationnelles a été proposée aux distributeurs pour mieux guider les consommateurs dans leur choix.

Suggested Citation

  • Ilana Bouhafs & Yasmine Allouat & Nil Ozcaglar-Toulouse & Gaëtan Brisepierre, 2021. "The Distributor And Energy Label : Which Levers To Better Guide The Consumer? [Les Distributeurs Et L’Étiquette Énergétique : Quels Leviers Pour Mieux Guider Le Consommateur ?]," Post-Print hal-04214099, HAL.
    • Handle: RePEc:hal:journl:hal-04214099
    Note: View the original document on HAL open archive server: https://hal.science/hal-04214099
    as

    Download full text from publisher

    File URL: https://hal.science/hal-04214099/document
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    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.
    2. Régine Vanheems, 2013. "La distribution à l'heure du multi-canal: une redéfinition du rôle du vendeur," Post-Print hal-02397421, HAL.
    3. Anne-Sophie Binninger & Isabelle Robert & Nacima Ourahmoune, 2014. "Étiquettes environnementales et consommation durable : des relations ambiguës en construction," Post-Print hal-04214086, HAL.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. repec:hal:journl:hal-04213892 is not listed on IDEAS
    2. 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.
    3. Zhu, Chunxiao & Shou, Minghuan & Zhou, Yitong & Li, Wenrui, 2023. "Modeling the effect of social media on older adults’ usage intention of public transport," Economic Analysis and Policy, Elsevier, vol. 77(C), pages 239-250.
    4. Ronan Kervenoael & Alexandre Schwob & Inci Toral Manson & Chatlada Ratana, 2022. "Business-to-business and self-governance practice in the digital knowledge economy: learning from pharmaceutical e-detailing in Thailand," Asian Business & Management, Palgrave Macmillan, vol. 21(4), pages 598-622, September.
    5. Tiwary, Nishant Kumar & Kumar, Rishi Kant & Sarraf, Shagun & Kumar, Prashant & Rana, Nripendra P., 2021. "Impact assessment of social media usage in B2B marketing: A review of the literature and a way forward," Journal of Business Research, Elsevier, vol. 131(C), pages 121-139.
    6. Laurianne Schmitt & Eric Casenave & Jessie Pallud, 2021. "Salespeople's work toward the institutionalization of social selling practices," Post-Print hal-03868903, HAL.
    7. Ulysse Soulat & Jeanne Lallement, 2023. "Can quantified-self change urban mobility behaviour? The importance of information presentation [Le quantified-self peut-il changer les comportements de mobilité urbaine ? De l'importance de la pré," Post-Print hal-04367651, HAL.
    8. Yogesh K. Dwivedi & Elvira Ismagilova & Nripendra P. Rana & Ramakrishnan Raman, 2023. "Social Media Adoption, Usage And Impact In Business-To-Business (B2B) Context: A State-Of-The-Art Literature Review," Information Systems Frontiers, Springer, vol. 25(3), pages 971-993, June.
    9. Gao, Ronnie (Chuang Rang) & Murphy, William H. & Anderson, Rolph E., 2020. "Transformational leadership effects on salespeople’s attitudes, striving, and performance," Journal of Business Research, Elsevier, vol. 110(C), pages 237-245.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-04214099. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.