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Theses

Analyse du processus d'adoption d'une nouvelle forme de vente : contribution de la socialisation organisationnelle

Abstract : This thesis focuses on the analysis of a retailing innovation adoption process by customers. More in particular it examines the effect of Customer Organizational Socialization on the relationship between Relational Satisfaction and Customer Loyalty to a new form of selling.Towards this end, we conducted an exploratory study to identify variables promoting the success of a retailing innovation as well as the adoption and learning processes of a new form of selling. The advantage of our approach lies not only on having surveyed various customers and non-customers groups but also on having observed employees of a "Click and Collect". The first part led to a model of the adoption of a retailing innovation. In the second part, we tested this model on the basis of a customer and employee database. In addition, we related the extraction of our surveyed customers consumption data with declarative data from customers and contact employees.The research findings support the moderating effect of Customer Organizational Socialization (COS) and the Perception of Employee Organizational Socialization (PEOS), their role varying depending on the type of the retailing innovation. The same results are obtained about the relationship between Employee Organizational Socialization (EOS) and Customer Organizational Socialization (COS) on one part, and the Perception of Employee Organizational Socialization (PEOS) on the other part, although it is only an exploratory approach
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  • HAL Id : tel-00983368, version 1

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Tatiana Henriquez. Analyse du processus d'adoption d'une nouvelle forme de vente : contribution de la socialisation organisationnelle. Sociologie. Université de Bourgogne, 2013. Français. ⟨NNT : 2013DIJOE002⟩. ⟨tel-00983368⟩

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