The objective of this research is to study the reactions of consumers when faced with a hyperchoice situation. Two experiments were carried out, varying the number of products displayed in a jewelry department. The results show that increasing the number of products has a positive effect on the...

The objective of this research is to study the reactions of consumers when faced with a hyperchoice situation. Two experiments were carried out, varying the number of products displayed in a jewelry department. The results show that increasing the number of products has a positive effect on the...

Manuel de marchandisage proposant des cours et des exercices corrigés sur le merchandising dans la collaboration entre milieux industriel et marchand, la conception des lieux de vente, l'évolution des pratiques de merchandising avec l'essor des nouvelles technologies de l'information et de la...

Présente une vue d'ensemble du marchandisage : étude du comportement du consommateur en magasin, constitution des assortiments, utilisation de l'espace de vente, analyse des fonctions merchandising dans les entreprises avec description des nouveaux métiers et des nouvelles relations dans les...

Retailers often use low price guarantees (LPG) as a signal to attract consumers and increase sales. Consumers interpret LPGs as a signal that a particular retailer is committed to low prices. However, if more and more retailers employ LPGs, their effectiveness as a price signal wears off. As a...

Many retailers use coupons to compensate customers who complain. They also establish procedures to manage complaints quickly to avoid customer defection. Little attention has been paid to how these managerial actions used by retailers (e.g. coupons, quick response, etc.) interact and no research...

This research presents a new scale, the health regulatory focus scale, which measures an individual's tendency to use promotion or prevention strategies in the pursuit of health goals. We conducted five studies in France to develop the scale which is made up of two subscales for prevention and...

The present paper focuses on several important and under-researched issues related to switching costs (SC) as a defensive marketing tool in retaining customers with complaint handling. While most previous research analyzed the effects of SC on the behavioral intent of customers, our findings...

This research describes the development of the Health Regulatory Focus Scale (HRFS), which was designed to capture individual tendency to use avoidance or approach strategies during health goal pursuit. Scale development procedures confirmed the structure of the scale and validated its...