Cet article propose une mesure des motivations envers l'achat d'occasion, forme alternative d'approvisionnement des consommateurs sur le marché. Après avoir défini le concept, précisé les caractéristiques du phénomène et présenté l'intérêt de son approche par les motivations, nous développons un outil de mesure qui respecte le paradigme de Churchill (1979) réexaminé par Rossiter (2002). Au terme d'une étude qualitative menée auprès de 15 acheteurs d'occasion et de deux collectes de données auprès de 708 individus, nous présentons une échelle fiable et valide à 7 dimensions utilisables de façon désagrégée ou agrégée en deux dimensions principales — économiques et récréationnelles — pour prédire des comportements internes et externes au champ du construit.
BardhiF.ArnouldE.J. (2005), Thrift shopping: combining utilitarian thrift and hedonic treat benefits, Journal of Consumer Behaviour, 4, 4, 223–233.
4.
Bauhain-RouxD.GuiotD. (2001), Le développement du marché de l'occasion. Caractéristiques et enjeux pour le marché du neuf, Décisions Marketing, 24, 25–35.
5.
BelkR.W. (1985), Materialism: trait aspects of living in the material world, Journal of Consumer Research, 12, 3, 265–280.
6.
BelkR.W.SherryJ.F.WallendorfM. (1988), A naturalistic inquiry into buyer and seller behavior at a swap meet, Journal of Consumer Research, 14, 4, 449–470.
7.
BoulbryG. (2003), L'impact du vieillissement cognitif sur l'efficacité publicitaire. Le cas de la publicité à évocations nostalgiques, Thèse de doctorat en sciences de gestion, Université de Rennes, Rennes.
8.
BourdieuP. (1979), La distinction. Critique sociale du jugement, Paris, Éditions de Minuit.
9.
BrownS.KozinetsR.V.SherryJ.F. (2003), Teaching old brands new tricks: retro branding and the revival of brand meaning, Journal of Marketing, 67, 3, 19–33.
10.
CamusS. (2003), L'authenticité marchande perçue et la persuasion de la communication par l'authentification. Une application au domaine alimentaire, Thèse de doctorat en sciences de gestion, Université de Bourgogne, Dijon.
11.
ChantelatP.VignalB. (2002), L'intermédiation du marché de l'occasion. Échange marchand, confiance et interactions sociales, Sociologie du travail, 44, 3, 315–336.
12.
ChurchillG.A. (1979), A paradigm for developing better measures of marketing constructs, Journal of Marketing Research, 16, 1, 64–73.
13.
CottetP.VibertF. (1999), La valorisation hédonique et/ou utilitaire du shopping dans le magasin d'usines, Actes du 15e Congrès de l'Association Française du Marketing, Strasbourg, 93–116.
14.
CriéD. (2005), De l'usage des modèles de mesure réflectifs ou formatifs dans les modèles d'équations structurelles, Recherche et Applications en Marketing, 20, 2, 5–28.
15.
CsikszentmihalyiM. (1990), Flow: the psychology of optimal experience, New York, Harper Perennial.
16.
DobschaS.OzanneJ.L. (2001), An ecofeminist analysis of environmentally sensitive women using qualitative methodology: findings on the emancipatory potential of an ecological life, Journal of Public Policy and Marketing, 20, 2, 201–214.
17.
FilserM. (1994), Comportement du consommateur, Paris, Dalloz.
18.
FornellC.LarckerD. (1981), Evaluating structural equation models with unobservable variables and measurement error, Journal of Marketing Research, 18, 1, 39–50.
19.
GerbingD.W.HamiltonJ.G.FreemanE.B. (1994), A large-scale second-order structural equation model of the influence of management participation on organizational planning benefits, Journal of Management, 20, 4, 859–885.
20.
GlaserB.StraussA. (1967), The discovery of grounded theory: strategies for qualitative research, Chicago, Aldine.
21.
GonzalezC.KorchiaM. (2005), L'attitude par rapport aux soldes: étude du concept et de ses antécédents, Actes du 21e Congrès de l'Association Française du Marketing, Nancy.
22.
GouldingC. (2000), Grounded theory methodology and consumer behaviour, procedures, practice and pitfalls, Advances in Consumer Research, 27, 1, 261–266.
23.
GregsonN.CreweL. (1997a), The bargain, the knowledge, and the spectacle: making sense of consumption in the space of the car-boot sale, Environnement and Planning. Society and Space, 15, 1, 87–112.
24.
GregsonN.CreweL. (1997b), Performance and possession. Rethinking the act of purchase in the light of the car boot sale, Journal of Material Culture, 2, 2, 241–263.
25.
GregsonN.CreweL. (2005), Second-hand cultures, New York, Berg.
26.
HairJ.F.AndersonR.E.TathamR.L.BlackW. (1998), Multivariate data analysis, 5e édition, New York, Prentice Hall.
27.
HaireM. (1950), Projective techniques in marketing research, Journal of Marketing, 14, 5, 649–656.
28.
HaleyR.I. (1968), Benefit segmentation: a decision-oriented research tool, Journal of Marketing, 32, 3, 30–35.
29.
HerrmannG.M. (1996), Women's exchange in the US garage sale: giving gifts and creating community, Gender and Society, 10, 6, 703–728.
30.
HorneS. (1998), Charity shops in the UK, International Journal of Retail & Distribution Management, 26, 4, 155–161.
31.
HosmerD.W.LemeshowS. (2000), Applied logistic regression, New York, John Wiley and Sons.
32.
JolibertA.JourdanP. (2006), Marketing research. Méthodes de recherche et d'études en marketing, Paris, Dunod.
33.
JöreskogK.G. (1971), Statistical analysis of set congeneric tests, Psychometrika, 36, 2, 109–133.
34.
KapfererJ.N.LaurentG. (1992), La sensibilité aux marques, Paris, Éditions d'Organisation.
35.
KopytoffI. (1986), The cultural biography of things: commoditization as process, in AppaduraiA. (coord.), The social life of things: commodities in cultural perspective, Cambridge, Cambridge University Press, 3–63.
36.
LastovickaJ.BettencourtL.HughnerR.S.KuntzeR. (1999), Lifestyle of the tight and frugal: theory and measurement, Journal of Consumer Research, 26, 1, 85–99.
37.
Leonard-BartonD. (1981), Voluntary simplicity lifestyles and energy conservation, Journal of Consumer Research, 8, 3, 243–252.
38.
LichtensteinD.R.BurtonS.NetemeyerR.G. (1997), An examination of deal proneness across sales promotion types: a consumer segment analysis, Journal of Retailing, 73, 2, 283–297.
39.
LichtensteinD.R.RidgwayN.M.NetemeyerR.G. (1993), Price perceptions and consumer shopping: a field study, Journal of Marketing Research, 30, 2, 234–245.
40.
LombartC. (2003), Le comportement de butinage au point de vente: proposition d'une échelle de mesure, Actes du 19e Congrès de l'Association Française de Marketing, Tunis.
41.
LombartC. (2004), Le butinage: proposition d'une échelle de mesure, Recherche et Applications en Marketing, 19, 2, 1–30.
42.
ManoH.ElliottM.T. (1997), Smart shopping: the origins and consequences of price savings, Advances in Consumer Research, 24, 1, 504–510.
43.
MertonR.K. (1949/1997), Social theory and social structure, The Free Press, Clencoe, IL, Trad. fr. H. Mendras, Éléments de théorie et de méthode sociologique, Coll. U Sociologie, Armand Colin/Masson.
44.
MucchielliA. (1992), Les motivations, Paris, PUF.
45.
MulaikS.A.QuartettiD.A. (1997), First order or higher order general factor?, Structural Equation Modeling, 4, 193–211.
46.
NunnallyJ.BernsteinI. (1994), Psychometric theory, New York, McGraw-Hill.
47.
O'ReillyL.RuckerM.HughesR.GorangM.HandS. (1984), The relationship of psychological and situational variables to usage of a second-order marketing system, Journal of the Academy of Marketing Science, 12, 3, 53–76.
48.
PalmerA. (2005), Vintage whores and vintage virgins: second-hand fashion in the twenty-first century, in PalmerA.ClarkH. (coord.), Old clothes, new looks: second hand fashion, New York, Berg, 197–213.
49.
PerrussonC. (2003), Contribution à une meilleure compréhension des effets de la nostalgie évoquée dans l'annonce publicitaire: une application aux messages télévisés, Thèse de doctorat de sciences de gestion, Université de Paris 1, Paris.
50.
PeterJ.P. (1979), Reliability: a review of psychometric basics and recent marketing practices, Journal of Marketing Research, 16, 1, 6–17.
51.
RaykovT.MarcoulidesG.A. (1999), On desirability of parsimony in structural equation model selection, Structural Equation Modeling, 6, 292–300.
52.
RazzoukN.Y.GourleyD. (1982), Swap meets: a profile of shoppers, Arizona Business, 29, 8–12.
53.
RichinsM.L. (1987), Media, materialism, and human happiness, Advances in Consumer Research, 11, 1, 352–356.
54.
RichinsM.L.DawsonS. (1992), A consumer values orientation for materialism and its measurement: scale development and validation, Journal of Consumer Research, 19, 3, 303–316.
55.
RoehrichG. (1993), Les consommateurs-innovateurs: un essai d'identification, Thèse de doctorat en sciences de gestion, École Supérieure des Affaires de Grenoble, Université Pierre-Mendès-France, Grenoble.
56.
RookD.FisherR.J. (1995), Normative influences on impulsive buying behaviour, Journal of Consumer Research, 22, 3, 305–313.
57.
RossiterJ.R. (2002), The C-OAR-SE procedure for scale development in marketing, International Journal of Research in Marketing, 19, 4, 305–335.
58.
RouxD. (2003), Une contribution à l'étude du rôle du prix dans l'achat par l'exploration qualitative des discours des consommateurs d'occasion, Actes de la Journée « Prix, Consommation et Culture(s) », Tours, 5–26.
59.
RouxD. (2004), Les orientations envers l'achat d'occasion, le rôle du risque perçu et de l'expertise: quelles implications pour la distribution ?, Décisions Marketing, 35, 9–21.
60.
RouxD. (2005), Les brocantes: ré-enchantement ou piraterie des systèmes marchands, Revue Française de Marketing, 1/5, 201, 63–84.
61.
RouxD. (2007), La résistance du consommateur: proposition d'un cadre d'analyse, Recherche et Applications en Marketing, 22, 4, 59–80.
62.
SchindlerR.M. (1989), Origins and effects of smart-shoppers feelings, Advances in Consumer Research, 16, 1, 447–453.
63.
ShermanE.McCrohanK.SmithJ.D. (1985), Informal retailing: an analysis of products, attitudes, and expectations, Advances in Consumer Research, 12, 1, 204–208.
64.
SherryJ.F. (1990a), A sociocultural analysis of a midwestern American flea market, Journal of Consumer Research, 17, 1, 13–30.
65.
SherryJ.F. (1990b), Dealers and dealing in a periodic market: informal retailing in ethnographic perspective, Journal of Retailing, 66, 2, 174–200.
66.
SoifferS.M.HerrmannG.M. (1987), Visions of power: ideology and practise in the american garage sale, Sociological Review, 35, 1, 48–83.
67.
SteenkampJ.B.BaumgartnerH. (1998), Assessing measurement invariance in cross-national consumer research, Journal of Consumer Research, 25, 1, 78–90.
68.
StoneJ.HorneS.HibbertS. (1996), Car boot sales: a study of shopping motives in an alternative retail format, International Journal of Retail & Distribution Management, 24, 11, 4–15.
69.
StraussA.CorbinJ. (1990), Basics of qualitative research: grounded theory procedures and techniques, Newbury Park, CA, Sage Publications.
70.
TauberE.M. (1972), Why do people shop?, Journal of Marketing, 36, 4, 46–59.
71.
TianK.T.BeardenW.O.HunterG.L. (2001), Consumers' need for uniqueness: scale development and validation, Journal of Consumer Research, 28, 1, 50–66.
72.
TrinkausJ. (1980), Buyer's price perception at a flea market. An informal look, Psychological Reports, 46, 266.
73.
WeinbergP.GottwardW. (1982), Impulsive consumer buying as a result of emotions, Journal of Business Research, 10, 1, 43–57.
74.
WebsterF.E.von PechmanF. (1970), A replication of the shopping list' study, Journal of Marketing, 34, 2, 61–63.
75.
WestbrookR.A.BlackW.C. (1985), A motivation-based shopper typology, Journal of Retailing, 61, 1, 78–103.
76.
WilliamsC.C.PaddockC. (2003), The meanings of informal and second-hand retail channels: some evidence from Leicester, International Review of Retail, Distribution and Consumer Research, 13, 3, 317–336.
77.
WilliamsC.C.WindebankJ. (2000), Beyond formal retailing and consumer services: an examination of how households acquire goods and services, Journal of Retailing and Consumer Services, 7, 3, 129–136.
78.
YavasU.RieckenW.G. (1981), Heavy, medium, light shoppers and nonshoppers of a used merchandise outlet, Journal of Business Research, 9, 3, 243–253.
