LA PROCRASTINATION DU CONSOMMATEUR : UNE CONTRIBUTION A L'EXPLICATION DU REPORT D'ACHAT

Abstract : Purchase intent postponing is now an important problems for companies. It is developing a large and dynamic research stream in marketing. A number of situational and contextual factors have emerged to explain purchase delay. However the effect of individual and psychological factors have not been developed up to day. Psychologists have proposed meanwhile to consider procrastination as personality trait. The conceptual framework of this research integrates both context and individual factors to analyze delayed purchase intent. Consumer procrastination as the “chronic and conscious tendency to slow down or hold down a planned purchase” . This research has the objective to highlight the conditions of consumer procrastination expression during the purchase process and its impact on consumer purchase decision. To reach this objective a measurement scale is developed. Consumer procrastination is conceptualized with two dimensions : indecision and task avoidance. Content, trait and nomological validity are respected. This scale, with only four items, is easily usable in any theoretical or managerial focused researches. It allows to predict with precision if a consumer is likely to choose or not a product.
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Business administration. Université Paris Dauphine - Paris IX, 1999. French


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Submitted on : Saturday, November 22, 2008 - 12:42:16 PM
Last modification on : Monday, November 24, 2008 - 10:08:40 AM

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Denis Darpy. LA PROCRASTINATION DU CONSOMMATEUR : UNE CONTRIBUTION A L'EXPLICATION DU REPORT D'ACHAT. Business administration. Université Paris Dauphine - Paris IX, 1999. French. <tel-00340796>

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