Cet article a pour objectif de dresser un panorama des tendances de consommation les plus pertinentes pour les distributeurs lancés dans des stratégies de différenciation. Une première partie présente les tendances de consommation « actuelles » et illustre abondamment la façon dont les...

The short-term effect of store-level promotions (weekly flyers, radio and outdoor advertising) on grocery store choice is investigated. We estimate household-level multinomial logit (MNL) models of store choice on panel data, using promotional variables, loyalty, and moderating variables. The...

Although the term of Business Model (BM) is widely used in day-to-day retailing and more specifically in electronic commerce, the concept needs further analysis in this specific industry. The goal of the article is to identify the various elements of BM for retailers, and to develop a typology....

The authors examine the main consumption trends that are considered to be relevant to the retail industry, when differenciation becomes the main strategic objective. This research aims at helping the retailers to understand the major trends and to evaluate the opportunity of responding to them...

Sales flyers are intensively used by retailers to communicate their promotions, and reach strategic objectives. In this article, we raise the question of the perspectives offered to this media, while it is facing a shift in retailer strategies, as well as sharp changes in the communication...

The short-term effect of store-level promotions (weekly flyers, radio and outdoor advertising) on grocery store choice is investigated. We estimate household-level multinomial logit (MNL) models of store choice on panel data, using promotional variables, loyalty, and moderating variables. The...

From the 90’s onwards, retailers’ marketing resources have been mainly developed through the recruitment of qualified managers and the establishment of partnerships with service providers and suppliers. However, our research shows that overall marketing competency relies less on the...

Ce manuel propose une synthèse pluridisciplinaire essentielle a l'appréhension du commerce électronique. La méthode adoptée consiste à envisager le commerce électronique comme un véritable projet managérial. L'accent est mis sur les entreprises associées aux échanges commerciaux en...

Since the mid 90s, the increasing importance of marketing has been observed in the big companies of the retail sector. This evolution is an answer to some changes in the sector competition which prompt the retail companies to become «customer-oriented». Thanks to a documented analysis and some...