WOW !! MUCH LOVE ! SO WORLD PEACE !
Fond bitcoin pour l'amélioration du site: 1memzGeKS7CB3ECNkzSn2qHwxU6NZoJ8o
  Dogecoin (tips/pourboires): DCLoo9Dd4qECqpMLurdgGnaoqbftj16Nvp


Home | Publier un mémoire | Une page au hasard

 > 

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne


par Bruno HAMM
KEDGE Business School - Master PGE 2021
  

précédent sommaire

Bitcoin is a swarm of cyber hornets serving the goddess of wisdom, feeding on the fire of truth, exponentially growing ever smarter, faster, and stronger behind a wall of encrypted energy

BIBLIOGRAPHIE

Ajzen, I. (1991). The theory of planned behavior. Organizational Behavior and Human Decision Processes, 50(2), 179-211. https://doi.org/10.1016/0749-5978(91)90020-t

Akyol, E. (2019). Effects of resale in second-price auctions with private participation costs.

Mathematical Social Sciences, 101, 6-19. https://doi.org/10.1016/j.mathsocsci.2019.06.001 Analyse des barrières à la consommation des vêtements de seconde main (2268.2/4801/5). (2018). Aurélien François, A. F. (2012). Les pratiques de RSE des clubs sportifs professionnels français : vers

un nouveau modèle de légitimation ? https://www.theses.fr/2012DIJOL041

Bagozzi, R. P., & Yi, Y. (1988). On the evaluation of structural equation models. Journal of the Academy of Marketing Science, 16(1), 74-94. https://doi.org/10.1007/bf02723327

Bardhi, F., & Arnould, E. J. (2005). Thrift shopping : Combining utilitarian thrift and hedonic treat

benefits. Journal of Consumer Behaviour, 4(4), 223-233. https://doi.org/10.1002/cb.12 Bardhi, F., & Eckhardt, G. M. (2012). Access-Based Consumption : The Case of Car Sharing : Table 1.

Journal of Consumer Research, 39(4), 881-898. https://doi.org/10.1086/666376

Beldad, A., de Jong, M., & Steehouder, M. (2010). How shall I trust the faceless and the intangible ? A literature review on the antecedents of online trust. Computers in Human Behavior, 26(5), 857-869. https://doi.org/10.1016/j.chb.2010.03.013

Berut, B. (2008). Storytelling, la machine à fabriquer des histoires et à formater les esprits, Christian Salmon. Quaderni, 67, 129-132. https://doi.org/10.4000/quaderni.248

Berut, B. (2010). Storytelling : une nouvelle propagande par le récit ? Quaderni, 72, 31-45. https://doi.org/10.4000/quaderni.479

Marjolaine Bezançon. Pourquoi les consommateurs n'achètent-ils pas d'occasion ? Une analyse

exploratoire. 28ème Congrès International de l'Association Française du Marketing, May 2012, Brest, France. pp.S27-3. (halshs-00697309)

73

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

Bhagat, R. S. (2002). Culture's Consequences : Comparing Values, Behaviors, Institutions, and Organizations Across NationsCulture's Consequences : Comparing Values, Behaviors, Institutions, and Organizations Across Nations (Second Edition), by HofstedeGeert. Thousand Oaks, CA : Sage, 2001. Academy of Management Review, 27(3), 460?462. https://doi.org/10.5465/amr.2002.7389951

Bhatnagar, A., & Ghose, S. (2004). Segmenting consumers based on the benefits and risks of Internet shopping. Journal of Business Research, 57(12), 1352?1360. https://doi.org/10.1016/s0148-2963(03)00067-5

Cassidy, T. D., & Bennett, H. R. (2012). The Rise of Vintage Fashion and the Vintage Consumer. Fashion Practice, 4(2), 239?261. https://doi.org/10.2752/175693812x13403765252424

Charles, L., Emelianoff, C., Ghorra-Gobin, C., Roussel, I., Roussel, F. X., & Scarwell, H. J. (2020). Les multiples facettes des inégalités écologiques. Développement durable et territoires, Vol. 11, n°2. https://doi.org/10.4000/developpementdurable.17447

Chen, J., & Dibb, S. (2010). Consumer trust in the online retail context : Exploring the antecedents and consequences. Psychology & Marketing, 27(4), 323?346. https://doi.org/10.1002/mar.20334

Childers, T. L., Carr, C. L., Peck, J., & Carson, S. (2001). Hedonic and utilitarian motivations for online retail shopping behavior. Journal of Retailing, 77(4), 511?535. https://doi.org/10.1016/s0022-4359(01)00056-2

Chin, W. W., & Todd, P. A. (1995). On the Use, Usefulness, and Ease of Use of Structural Equation Modeling in MIS Research : A Note of Caution. MIS Quarterly, 19(2), 237. https://doi.org/10.2307/249690

74

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

Cimino Noémie, C. (2020). L'influence du storytelling sur l'intention d'achat du consommateur en ligne dans le secteur des vêtements de seconde main. https://dial.uclouvain.be/memoire/ucl/fr/object/thesis%3A26897

Country Comparison. (2021, 21 juin). Hofstede Insights. https://www.hofstede-insights.com/country-comparison/france,the-usa/

Durif, F., Dehling, A., Rajaobelina, L., & Boivin, C. (2014). L'achat d'objets d'occasion en ligne : Des motivations et des freins pas tout à fait comme les autres. https://www.afm-marketing.org/en/system/files/publications/20160517094213DURIFDEHLINGRAJAOBEL INA BOIVIN.pdf

Eastlick, M. A., & Lotz, S. (2011a). Cognitive and institutional predictors of initial trust toward an online retailer. International Journal of Retail & Distribution Management, 39(4), 234?255. https://doi.org/10.1108/09590551111117527

Eastlick, M. A., & Lotz, S. (2011b). Cognitive and institutional predictors of initial trust toward an online retailer. International Journal of Retail & Distribution Management, 39(4), 234?255. https://doi.org/10.1108/09590551111117527

Eastlick, M. A., & Lotz, S. (2011c). Cognitive and institutional predictors of initial trust toward an online retailer. International Journal of Retail & Distribution Management, 39(4), 234?255. https://doi.org/10.1108/09590551111117527

Ertz, M., Durif, F., & Arcand, M. (2015). Online Product Disposition on the Rise -- The Specific Case of Online Resale. Marketing Review St. Gallen, 32(5), 66?76. https://doi.org/10.1007/s11621-015-0577-6

Escalas, J. E., & Luce, M. F. (2004). Understanding the Effects of Process-Focused versus Outcome-Focused Thought in Response to Advertising. Journal of Consumer Research, 31(2), 274?285. https://doi.org/10.1086/422107

75

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

Farrant, L., Olsen, S. I., & Wangel, A. (2010). Environmental benefits from reusing clothes. The International Journal of Life Cycle Assessment, 15(7), 726-736. https://doi.org/10.1007/s11367-010-0197-y

Ferraro, C., Sands, S., & Brace-Govan, J. (2016). The role of fashionability in second-hand shopping motivations. Journal of Retailing and Consumer Services, 32, 262-268. https://doi.org/10.1016/j.jretconser.2016.07.006

Flavián, C., Guinalíu, M., & Gurrea, R. (2006). The role played by perceived usability, satisfaction and consumer trust on website loyalty. Information & Management, 43(1), 1-14. https://doi.org/10.1016/j.im.2005.01.002

Fornell, C., & Larcker, D. F. (1981). Evaluating Structural Equation Models with Unobservable Variables and Measurement Error. Journal of Marketing Research, 18(1), 39-50. https://doi.org/10.1177/002224378101800104

Forsythe, S., Liu, C., Shannon, D., & Gardner, L. C. (2006). Development of a scale to measure the perceived benefits and risks of online shopping. Journal of Interactive Marketing, 20(2), 55-75. https://doi.org/10.1002/dir.20061

Forte, A. (2013). Corporate Social Responsibility In The United States And Europe : How Important Is It ? The Future Of Corporate Social Responsibility. International Business & Economics Research Journal (IBER), 12(7), 815. https://doi.org/10.19030/iber.v12i7.7970

Gabbay, S. M., & Leenders, R. T. A. J. (2003). Creating Trust through Narrative Strategy. Rationality and Society, 15(4), 509-539. https://doi.org/10.1177/1043463103154004

Garnier, J. (2019, 2 juillet). La seconde main, grande traîtresse de l'industrie de la mode. Le

Monde.fr. https://www.lemonde.fr/economie/article/2019/07/02/la-seconde-main-grande-traitresse-de-l-industrie-de-la-

76

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

mode54840503234.html#:%7E%20:text=Gr%C3%A2ce%20au%20Net%2C%20l'achat,mar ch%C3%A9%20bouscule%20toutes%20les%20enseignes.

Gilliam, D. A., & Flaherty, K. E. (2015). Storytelling by the sales force and its effect on buyer-seller exchange. Industrial Marketing Management, 46, 132-142. https://doi.org/10.1016/j.indmarman.2015.01.013

Gilliam, D. A., & Zablah, A. R. (2013). Storytelling during retail sales encounters. Journal of Retailing and Consumer Services, 20(5), 488-494. https://doi.org/10.1016/j.jretconser.2013.04.005

Guiot, D., & Roux, D. (2010). A Second-hand Shoppers' Motivation Scale : Antecedents, Consequences, and Implications for Retailers. Journal of Retailing, 86(4), 355-371. https://doi.org/10.1016/j.jretai.2010.08.002

Hair, J. F., Ringle, C. M., & Sarstedt, M. (2011). PLS-SEM : Indeed a Silver Bullet. Journal of Marketing Theory and Practice, 19(2), 139-152. https://doi.org/10.2753/mtp1069-6679190202

Hajli, M. N. (2014). A study of the impact of social media on consumers. International Journal of Market Research, 56(3), 387-404. https://doi.org/10.2501/ijmr-2014-025

Harris, F., Roby, H., & Dibb, S. (2015). Sustainable clothing : challenges, barriers and interventions for encouraging more sustainable consumer behaviour. International Journal of Consumer Studies, 40(3), 309-318. https://doi.org/10.1111/ijcs.12257

Hayat, S., Yousaf, U., & Zeeshan, S. M. (2015). Consumer's buying behaviour towards Danish products in Pakistan. International Journal of Islamic Marketing and Branding, 1(1), 81. https://doi.org/10.1504/ijimb.2015.068149

Hiller Connell, K. Y. (2011). Exploring consumers' perceptions of eco-conscious apparel acquisition behaviors. Social Responsibility Journal, 7(1), 61-73. https://doi.org/10.1108/17471111111114549

77

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

Hofstede, G., & Fink, G. (2007). Culture : organisations, personalities and nations. Gerhard Fink interviews Geert Hofstede. European J. of International Management, 1(1/2), 14. https://doi.org/10.1504/ejim.2007.012914

Hsiao, K., Lu, H., & Lan, W. (2013). The influence of the components of storytelling blogs on readers' travel intentions. Internet Research, 23(2), 160?182. https://doi.org/10.1108/10662241311313303

Kent, M. L. (2015). The power of storytelling in public relations : Introducing the 20 master plots. Public Relations Review, 41(4), 480?489. https://doi.org/10.1016/j.pubrev.2015.05.011

Kim, N. L., Woo, H., & Ramkumar, B. (2021). The role of product history in consumer response to online second-hand clothing retail service based on circular fashion. Journal of Retailing and Consumer Services, 60, 102457. https://doi.org/10.1016/j.jretconser.2021.102457

Kuo, Y. F., & Feng, L. H. (2013). Relationships among community interaction characteristics, perceived benefits, community commitment, and oppositional brand loyalty in online brand communities. International Journal of Information Management, 33(6), 948?962. https://doi.org/10.1016/j.ijinfomgt.2013.08.005

Laitala, K., & Klepp, I. G. (2018). Motivations for and against second-hand clothing acquisition. Clothing Cultures, 5(2), 247?262. https://doi.org/10.1386/cc.5.2.2471

Larousse. (2021). Définitions : occasion - Dictionnaire de français Larousse.

https://www.larousse.fr/dictionnaires/francais/occasion/55476?q=occasion#55098

Lin, H. F. (2007). Predicting consumer intentions to shop online : An empirical test of competing theories. Electronic Commerce Research and Applications, 6(4), 433?442. https://doi.org/10.1016/j.elerap.2007.02.002

78

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

Lundqvist, A., Liljander, V., Gummerus, J., & van Riel, A. (2012). The impact of storytelling on the consumer brand experience : The case of a firm-originated story. Journal of Brand Management, 20(4), 283-297. https://doi.org/10.1057/bm.2012.15

Machado, M. A. D., Almeida, S. O. D., Bollick, L. C., & Bragagnolo, G. (2019). Second-hand fashion market : consumer role in circular economy. Journal of Fashion Marketing and Management : An International Journal, 23(3), 382-395. https://doi.org/10.1108/jfmm-07-2018-0099

Mayer, R. C., Davis, J. H., & Schoorman, F. D. (1995). An Integrative Model Of Organizational Trust. Academy of Management Review, 20(3), 709-734. https://doi.org/10.5465/amr.1995.9508080335

McKechnie, S., & Tynan, C. (2006). Social meanings in Christmas consumption : an exploratory study of UK celebrants' consumption rituals. Journal of Consumer Behaviour, 5(2), 130-144. https://doi.org/10.1002/cb.40

Moalla, E. (2016). Quelle mesure pour la culture nationale ? Hofstede vs Schwartz vs Globe. Management international, 20, 26. https://doi.org/10.7202/1063703ar

Möhlmann, M. (2015). Collaborative consumption : determinants of satisfaction and the likelihood of using a sharing economy option again. Journal of Consumer Behaviour, 14(3), 193-207. https://doi.org/10.1002/cb.1512

Oberti, C. (2016, août). Américains vs Français : qui sont les plus écolos ? https://frenchmorning.com/americains-vs-francais-qui-sont-les-plus-ecolos/

O'Reilly, L., Rucker, M., Hughes, R., Gorang, M., & Hand, S. (1984). The relationship of psychological and situational variables to usage of a second-order marketing system. Journal of the Academy of Marketing Science, 12(3), 53-76. https://doi.org/10.1007/bf02739319

79

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

Padmavathy, C., Swapana, M., & Paul, J. (2019). Online second-hand shopping motivation - Conceptualization, scale development, and validation. Journal of Retailing and Consumer Services, 51, 19-32. https://doi.org/10.1016/j.jretconser.2019.05.014

Pal, R., Shen, B., & Sandberg, E. (2019). Circular fashion supply chain management : exploring impediments and prescribing future research agenda. Journal of Fashion Marketing and Management : An International Journal, 23(3), 298-307. https://doi.org/10.1108/jfmm-07-2019-166

Pappas, N. (2016). Marketing strategies, perceived risks, and consumer trust in online buying behaviour. Journal of Retailing and Consumer Services, 29, 92-103. https://doi.org/10.1016/j.jretconser.2015.11.007

Park, H., & Joyner Armstrong, C. M. (2019). Is money the biggest driver ? Uncovering motives for engaging in online collaborative consumption retail models for apparel. Journal of Retailing

and Consumer Services, 51, 42-50. https://doi.org/10.1016/j.jretconser.2019.05.022

Parsons, A. G. (2002). Non-functional motives for online shoppers : why we click. Journal of

Consumer Marketing, 19(5), 380-392. https://doi.org/10.1108/07363760210437614

Reinartz, W., Haenlein, M., & Henseler, J. (2009). An empirical comparison of the efficacy of covariance-based and variance-based SEM. International Journal of Research in Marketing, 26(4), 332-344. https://doi.org/10.1016/j.ijresmar.2009.08.001

Resale Shop Volunteers Sell Consignment. (2020). The Volunteer Management Report, 25(4), 6. https://doi.org/10.1002/vmr.31415

Richter, N. F., Cepeda, G., Roldán, J. L., & Ringle, C. M. (2016). European management research using partial least squares structural equation modeling (PLS-SEM). European Management Journal, 34(6), 589-597. https://doi.org/10.1016/j.emj.2016.08.001

80

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

Roh, T. H. (2016). The Sharing Economy : Business Cases of Social Enterprises Using Collaborative Networks. Procedia Computer Science, 91, 502-511. https://doi.org/10.1016/j.procs.2016.07.129

Sadachar, A., Feng, F., Karpova, E. E., & Manchiraju, S. (2016). Predicting environmentally responsible apparel consumption behavior of future apparel industry professionals : The role of environmental apparel knowledge, environmentalism and materialism. Journal of Global Fashion Marketing, 7(2), 76-88. https://doi.org/10.1080/20932685.2015.1131433

Sandvik, I. M., & Stubbs, W. (2019). Circular fashion supply chain through textile-to-textile recycling. Journal of Fashion Marketing and Management : An International Journal, 23(3), 366-381. https://doi.org/10.1108/jfmm-04-2018-0058

Seo, M. J., & Kim, M. (2019). Understanding the purchasing behaviour of second-hand fashion shoppers in a non-profit thrift store context. International Journal of Fashion Design, Technology and Education, 12(3), 301-312. https://doi.org/10.1080/17543266.2019.1611945

Shirvanimoghaddam, K., Motamed, B., Ramakrishna, S., & Naebe, M. (2020). Death by waste : Fashion and textile circular economy case. Science of The Total Environment, 718, 137317. https://doi.org/10.1016/j.scitotenv.2020.137317

Sicilia, M., & Palazón, M. (2008). Brand communities on the internet. Corporate Communications : An International Journal, 13(3), 255-270. https://doi.org/10.1108/13563280810893643

Sihvonen, J., & Turunen, L. L. M. (2016). As good as new - valuing fashion brands in the online second-hand markets. Journal of Product & Brand Management, 25(3), 285-295. https://doi.org/10.1108/jpbm-06-2015-0894

Steele, V. (2017). Paris Fashion. A cultural History. Published. https://doi.org/10.5040/9781474269711

81

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

Swapana, M., & Padmavathy, C. (2018). Effect of Online Second-Hand Shopping Experience on Repurchase Intention. International Journal of Asian Business and Information Management, 9(4), 36?47. https://doi.org/10.4018/ijabim.2018100103

Tauber, E. M. (1972). Why Do People Shop ? Journal of Marketing, 36(4), 46. https://doi.org/10.2307/1250426

Teichert, T., & Rost, K. (2003). Trust, involvement profile and customer retention - modelling, effects and implications. International Journal of Technology Management, 26(5/6), 621. https://doi.org/10.1504/ijtm.2003.003426

Teo, H. H., Oh, L. B., Liu, C., & Wei, K. K. (2003). An empirical study of the effects of interactivity on web user attitude. International Journal of Human-Computer Studies, 58(3), 281?305. https://doi.org/10.1016/s1071-5819(03)00008-9

Teo, T. S. H. (2002). Attitudes toward online shopping and the Internet. Behaviour & Information Technology, 21(4), 259?271. https://doi.org/10.1080/0144929021000018342

van Laer, T., Feiereisen, S., & Visconti, L. M. (2019). Storytelling in the digital era : A meta-analysis of relevant moderators of the narrative transportation effect. Journal of Business Research, 96, 135?146. https://doi.org/10.1016/j.jbusres.2018.10.053

Vehmas, K., Raudaskoski, A., Heikkilä, P., Harlin, A., & Mensonen, A. (2018). Consumer attitudes and communication in circular fashion. Journal of Fashion Marketing and Management : An International Journal, 22(3), 286?300. https://doi.org/10.1108/jfmm-08-2017-0079

Volunteer-Driven Resale Shops Provide a Valuable Service. (2019). The Volunteer Management Report, 24(3), 4. https://doi.org/10.1002/vmr.31118

Vous voulez vendre ? Apprenez à raconter de belles histoires grâce au Story Telling ! (2019, 28 octobre). ConseilsMarketing. https://www.conseilsmarketing.com/techniques-de-ventes/vous-voulez-vendre-apprenez-a-raconter-de-belles-histoires-grace-au-story-telling/

82

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

Westby, C., van Dongen, R., & Maggart, Z. (1989). Assessing Narrative Competence. Seminars in Speech and Language, 10(01), 63-76. https://doi.org/10.1055/s-0028-1082490

Wuestefeld, T., Hennigs, N., Schmidt, S., & Wiedmann, K. P. (2012). The impact of brand heritage on customer perceived value. der markt, 51(2-3), 51-61. https://doi.org/10.1007/s12642-012-0074-2

Yan, R. N., Bae, S. Y., & Xu, H. (2015). Second-hand clothing shopping among college students : the role of psychographic characteristics. Young Consumers, 16(1), 85-98. https://doi.org/10.1108/yc-02-2014-00429

Zaman, M., Park, H., Kim, Y. K., & Park, S. H. (2019). Consumer orientations of second-hand clothing shoppers. Journal of Global Fashion Marketing, 10(2), 163-176. https://doi.org/10.1080/20932685.2019.1576060

83

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

TABLE DES TABLEAUX

Tableau 1: Statistiques descriptives des participants. 22

Tableau 2: Mesure des attributs. 26

Tableau 3: Matrice de corrélation 29

Tableau 4 : Liste des freins potentiels identifiés. Adaptation de « Pourquoi les consommateurs n'achètent-ils pas

d'occasion ? », Bezançon, 2012, p.22. 33
Tableau 5 : Les dimensions culturelles de Hofstede adapté de Hofstede, G. ; Hofstede, G. J. ; Minkov, M. (2010).

Cultures et organisations, Pearson, Paris, France. 36

Tableau 6 : Influence des conditions expérimentales sur les moyennes des réponses. 55

Tableau 7 : Degré de risque associé à la différence de moyenne d'une condition à l'autre. 59

Tableau 8 : corrélation entre Historique et Confiance 61

Tableau 9 : - corrélation entre Historique et Hédonique 62

Tableau 10 : corrélation entre Historique et Avantage social. 62

Tableau 11: corrélation entre Historique et Avantages économiques 63

Tableau 12 : corrélation entre Historique et Attitude 63

Tableau 13 : - corrélation entre Hédonique et Attitude 64

Tableau 14 : corrélation entre Avantage social et Attitude 64

Tableau 15 : corrélation entre Avantage économique et Attitude 65

Tableau 16 : - corrélation entre Attitude et Intention 66

84

L'impact du storytelling sur l'intention d'achat dans le secteur de la mode de seconde main en ligne.

TABLE DES FIGURES

Figure 1: Résultats des tests des hypothèses. 30

Figure 2 : Comparaison des dimensions d'Hofstede entre la France et les USA. Adapté de Country Comparison. (2021,

21 juin). Hofstede Insights. https://www.hofstede-insights.com/country-comparison/france,the-usa/ 37

Figure 3 : Modèle des hypothèses confirmées. 67

précédent sommaire






Bitcoin is a swarm of cyber hornets serving the goddess of wisdom, feeding on the fire of truth, exponentially growing ever smarter, faster, and stronger behind a wall of encrypted energy








"Nous voulons explorer la bonté contrée énorme où tout se tait"   Appolinaire