«À nouveaux consommateurs, nouveau marketing»

Selon Philippe Jourdan, François Laurent, Jean-Claude Pacitto, qui viennent de publier sous cet intitulé un livre aux éditions Dunod, un nouvel acteur, le conso’battant a émergé avec la crise que nous subissons depuis 2007.

Le conso’battant consomme moins et est plus attentif. Il recherche les informations qui vont lui permettre de prendre des décisions d’achat pertinentes. Selon les auteurs, les comportements des consommateurs français sont à l’origine de bien des changements actuels dans le secteur de la distribution. Elle n’est désormais plus considérée comme l’ultime rempart contre la vie chère.

Le conso’battant n’hésite plus à fréquenter les magasins discount. Désormais 15 % des achats alimentaires y sont effectués. Selon leur étude, la grande distribution ne correspond plus aux attentes du conso-battant.

Il diffère ses achats, attend les soldes, les déstockages. Il est orienté prix, les compare et décrypte les tactiques des marques et les fausses promotions. (par exemple les packs familiaux ou en lots plus chers qu’un achat individuel). Très attentif, il demande plus de transparence, s’inscrit dans la durée et ne souhaite pas d’innovations d’opportunité. ll est éduqué et lucide.

Il favorise les achats plus locaux, les circuits courts, les épiceries de quartier. Il s’inscrit dans une éthique de consommation durable. Il évite le gaspillage et la pollution, par exemple les achats en doses individuelles ne sont plus plébiscités et il ne surdose pas les produits d’entretien. Il veut des valeurs et du sens.

Ces attitudes vont contraindre les entreprises des PAI, de l’agroalimentaire, de la distribution à revoir et à repenser leur stratégie marketing et de communication. Quelles sont les attentes de ces nouveaux consommateurs en termes d’innovation ? Comment surmonter la défiance envers les marques, comment mettre en place un dialogue efficace avec le conso’battant ?

Mettre le consommateur au cœur des processus nécessite un changement profond des approches marketing et de communication.

Biographie des auteurs Philippe Jourdan – Docteur ès Sciences de gestion, HEC et Maître de conférences à l’université d’Evry, chercheur au Cerag (CNRS) et membre du comité scientifique du CESP. François Laurent – Président du comité scientifique de Panel-on-the web, coprésident de l’ADETEM.Jean-Claude Pacitto – Maître de conférences à l’université Paris Est et membre de l’IRG. Il s’intéresse à la gestion de la PME, notamment en termes d’innovation et de commercialisation, et à la rationalité des dirigeants de PME. Il étudie également les relations inter-entreprises et les stratégies dans la grande distribution.

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