Despite important economic inequalities, people aged 50 to 65 are the wealthiest age group in France. So, this group is suitable to study the fitness of economic variables in segmentation. In order to explain 9 consumption behaviours, we compare the predictive power of 4 economic variables to 13...

Sales teams can often make or break the success of a new luxury brand or product. As competition between retailers and brands grows, it becomes increasingly important to stimulate the sales team's motivation for higher sales performance and stronger commitment to their own organization. In...

The objective of this work is to highlight the issues of cyber- resistance for companies. The article first outlines the contributions of the web for the development of resistance actions. It then proposes a classification of the main ways of action related to the web. Finally, the strategic...

Using ethnographic interviews and Greimasian semiotics, this study explores second-generation ethnic consumers’ perceptions of physical shopping environments from a cultural identity perspective. It reveals how second-generation ethnic consumers make decisions about where to shop for...

Commerce et distribution : prospective et stratégies, edited by Olivier Badot and Marc Benoun, is reviewed.

If customers’ data are a source of major value for companies, their collection is confronted with the growing concern of consumers about their privacy, particularly on the Internet. The American literature traditionally identifies three groups. The objective of this research is to propose a...

The diffusion of ICT in small businesses remains low (Eurostat 2010) and yet among IT applications, the Internet offers opportunities for such businesses to develop their business activity (Scaglione, Schegg et Murphy, 2009). One issue is whether the Internet can be used effectively by these...

This qualitative study is the first to confirm the validity of immersion as a relevant concept to capture the essence of online commercial experiences. Our study also highlights the specificities of immersive experiences engendered by virtual reality applications available on commercial web...