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Psychologie de l'achat impulsif

Abstract : To date, impulse buying has been studied only marketing and economics ; in psychology, this work will be the first. General concepts are discussed before a selection of appropriate concepts for a good explanation of impulse buying. In the past studies, we can find only operational definitions, like "unplanned before to be in-store" ; here, a real definition is proposed, in the framework of the economic rationality. Onechapter gives a model of the dynamic of impulse buying. The model will use a micropsychological methodology and the catastrophe theory. Another chapter will describe unplanned and planned purchases in a framework of the actes theory. The last chapter is a study of the store territoriality. In the framewok of the psychology of commitment, the study attempts to show that the sketchy evaluation of the store can have a real effect on the decision to enter. In fact, for a lot of stores, a non-reversible bifurcation can appear at this time
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  • HAL Id : tel-01776208, version 1



Philippe Volo. Psychologie de l'achat impulsif. Psychologie. Université Paul Verlaine - Metz, 1995. Français. ⟨NNT : 1995METZ007L⟩. ⟨tel-01776208⟩



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