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Vers une clarification des approches publicitaires « soft-sell » et « hard-sell » : étude comparée France-Maroc des pratiques des professionnels et des perceptions des consommateurs

Abstract : The debate on the impact of advertising emerged several decades ago, thus giving rise in recent years to an acceleration of scientific production concerning the different advertising approaches that act on consumer persuasion.The literature has highlighted two advertising approaches, a “soft-sell” approach based on an implicit, emotional message and a “hard-sell” advertising approach based on the factual and rational dimension. So far, the effectiveness of these two approaches has not been studied in Arab-Muslim countries despite the increasing weight of their economy. The objective of this doctoral research is to contribute to a better understanding of the mechanisms of consumer persuasion in the face of “soft-sell” and “hard-sell” advertising and the practices of professionals in a Moroccan versus French context.The first part of this work builds the theoretical framework making it possible to respond to above mentioned the problem. To this end, we carry out, in a first part, a review of the models of communication and advertising persuasion (chapter 1) to understand the meaning of communication and its foundations before turning to the clarification of the “soft-sell” and “hard-sell” approaches (chapter 2), and the understanding of Arab-Muslim and European cultural specificities (chapter 3).In the second part, by relying on the possibility that the cultural specificities of the target modify the perceptions of the advertisements, we explore the managerial practices in an Arab-Muslim context (Chapter 4). In addition, thanks to an exploratory qualitative study carried out in France and Morocco, we are trying to understand the perceptions of consumers and advertisers toward advertising and, in particular, “soft-sell” and “hard-sell” approaches (chapters 5 and 6).Finally, the third part of this research deals with the construction of the conceptual model and the definition of the hypotheses (chapter 7) from the theory of Okazaki, Mueller and Taylor (2010). Our experimental choices are then presented (chapter 8). This is followed by the tests of our research hypotheses and presentation of the main results of our analyses (chapter 9). Results reveal differences concerning the impact of “soft-sell” and “hard-sell” approaches on the target's memorization, attitude and purchase intention. These results differ in particular according to the degree of religiosity and the environmental concern of the individual. The limits of this work refer to perspectives and new avenues of research.
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Submitted on : Friday, May 21, 2021 - 11:20:53 AM
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Habiba Elbardai. Vers une clarification des approches publicitaires « soft-sell » et « hard-sell » : étude comparée France-Maroc des pratiques des professionnels et des perceptions des consommateurs. Gestion et management. Université de Lorraine, 2021. Français. ⟨NNT : 2021LORR0039⟩. ⟨tel-03231904⟩



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