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L'influence de la perception du temps sur l'achat par catalogue

Author

Listed:
  • Souad Djelassi
  • Jean-Marc Ferrandi

    (LEG - Laboratoire d'Economie et de Gestion - UB - Université de Bourgogne - CNRS - Centre National de la Recherche Scientifique)

Abstract

L'objet de cet article est de considérer l'achat par catalogue dans un cadre temporel qui structure les motivations des consommateurs. Afin d'explorer l'influence de la perception du temps sur l'achat, nous avons adopté, après validation, l'échelle de styles de temps développée par Usunier et Valette-Florence (1994). À partir de six cent onze consommatrices de l'agglomération dijonnaise interrogées, nous identifions au moyen d'une typologie hiérarchique, quatre groupes d'acheteuses par correspondance présentant des perceptions temporelles différentes. L'analyse des spécificités de ces groupes de clientes permet de proposer des stratégies de communication et de fidélisation fondées sur leurs motivations temporelles plus puissantes que les habituelles variables sociodémographiques.

Suggested Citation

  • Souad Djelassi & Jean-Marc Ferrandi, 2006. "L'influence de la perception du temps sur l'achat par catalogue," Post-Print halshs-00112748, HAL.
    • Handle: RePEc:hal:journl:halshs-00112748
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    Cited by:

    1. Jeanne Lallement & Sarah Machat, 2011. "Au secours, tout va trop vite ! Nécessité d'une conceptualisation marketing de la pression temporelle chronique," Post-Print hal-01675338, HAL.

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    Keywords

    comportement du consommateur;

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