The results of the studies which are reported here were conducted in France on behalf of the Association of Manufacturers of Fresh Dairy Products. The studies were carried out in 1980 and the results were presented to distributors in early 1981. This paper out-lines the results and indicates future applications.
The results of the studies which are reported here were conducted in France on behalf of the Association of Manufacturers of Fresh Dairy Products. The studies were carried out in 1980 and the results were presented to distributors in early 1981. This paper out- lines the results and indicates future applications.
In this paper, we have tried to analyse the way in which middlemen intervene in a channel, how they are organised for competition and cooperation, how they can be motivated.
This paper is centred around the results of two studies on planned and impulse purchases, by housewives, in four different super-markets. The method of the first study is similar to those of the DU PONT studies. The results emphasise factors bearing on decision behaviour, in particular: product and type of brand bought; situation of the item in the store; shopping habits of the housewife; etc. . . The other study aims at defining more precisely what is meant by an "impulse" purchase, and the reasons why some purchases, although planned are not performed. A preliminary sorting out shows how the final results will help to correct the common appraisal of planned and impulse purchases, and suggest conclusions on branding and point of sale policies.
This paper is centred around the results of two studies on planned and impulse purchases, by housewives, in four different super-markets. The method of the first study is similar to those of the DU PONT studies. The results emphasise factors bearing on decision behaviour, in particular: product and type of brand bought; situation of the item in the store; shopping habits of the housewife; etc. . . The other study aims at defining more precisely what is meant by an "impulse" purchase, and the reasons why some purchases, although planned are not performed. A preliminary sorting out shows how the final results will help to correct the common appraisal of planned and impulse purchases, and suggest conclusions on branding and point of sale policies.