{"id":306,"date":"2018-11-16T11:31:47","date_gmt":"2018-11-16T11:31:47","guid":{"rendered":"https:\/\/mercuri.be\/insights\/benelux-onderzoek-rond-de-rol-van-de-verkoper-in-de-buying-journey\/"},"modified":"2018-12-20T10:36:16","modified_gmt":"2018-12-20T10:36:16","slug":"recherche-au-benelux-sur-le-role-du-vendeur-dans-le-parcours-dachat","status":"publish","type":"insight","link":"https:\/\/mercuri.be\/fr\/perspectives\/recherche-au-benelux-sur-le-role-du-vendeur-dans-le-parcours-dachat\/","title":{"rendered":"Recherche au Benelux sur le r\u00f4le du vendeur dans le parcours d'achat"},"content":{"rendered":"<p class=\"wp-block-subhead\">Cette enqu\u00eate (*) a \u00e9t\u00e9 r\u00e9alis\u00e9e en mai-juin 2017. Au total, 180 personnes ont r\u00e9pondu au questionnaire. Gr\u00e2ce aux r\u00e9sultats, nous esp\u00e9rons contribuer aux connaissances existantes sur le parcours d'achat des acheteurs de produits et\/ou services \u00e0 fort impact financier, \u00e9galement appel\u00e9s produits\/services strat\u00e9giques, de trois mani\u00e8res.<\/p>\n\n\n\n<p><strong>* Au lieu des \u00c9tats-Unis, qui font l'objet d'un grand nombre de recherches, <br \/>\u00a0 cette recherche se concentre sp\u00e9cifiquement sur les Pays-Bas et la Belgique.<\/strong><strong>\u00a0<\/strong><\/p>\n\n\n\n<p><strong>* Dans de nombreuses \u00e9tudes, un seul groupe sanguin est interrog\u00e9, <br \/>\u00a0 les acheteurs ou les vendeurs. <br \/>\u00a0 Dans cette \u00e9tude, nous avons enqu\u00eat\u00e9 simultan\u00e9ment sur les deux groupes sanguins.<\/strong><strong>\u00a0<\/strong><strong><\/strong><\/p>\n\n\n\n<p><strong>* De nombreuses \u00e9tudes portent sur l'influence croissante du \"num\u00e9rique\". <br \/>\u00a0 sur le parcours d'achat. Cette recherche se concentre sur le r\u00f4le de l'\"humain\", le r\u00f4le que joue le vendeur en tant que personne dans ce parcours d'achat.<\/strong><\/p>\n\n\n\n<p>L'acheteur s'oriente-t-il aujourd'hui si r\u00e9solument vers \" l'achat \" ?<strong>num\u00e9rique<\/strong>parce qu'il y a beaucoup de choses \u00e0 trouver en ligne ?  Ou est-ce plus nuanc\u00e9 ? Se pourrait-il \u00e9galement que l'acheteur cherche refuge en ligne, non pas parce qu'il le d\u00e9sire vraiment, mais plut\u00f4t parce que les vendeurs qu'il rencontre ne peuvent plus lui offrir ce qu'il recherche.  Et donc, par une sorte de n\u00e9cessit\u00e9, il se r\u00e9fugie en ligne ?\u00a0 <br \/>C'est la question que nous nous sommes pos\u00e9e au d\u00e9but de l'\u00e9tude. Et par extension...<strong>Quelle est la qualit\u00e9 de l'image que les vendeurs ont de leurs acheteurs ?<\/strong>?<\/p>\n\n\n\n<figure class=\"wp-block-image\"><img decoding=\"async\" src=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/11\/Logos_HAN_MI_2.jpg\" alt=\"Recherche au Benelux sur le r\u00f4le du vendeur dans le parcours d&#039;achat\" \/><\/figure>\n\n\n\n<p><em>(*) Une \u00e9tude men\u00e9e par la Hogeschool van Arnhem en Nijmegen (HAN) en collaboration avec Mercuri International et avec le soutien de la SMA, NEVI, Hogeschool West-Vlaanderen (HOWEST) et Hogeschool Gent (HOGENT) en 2017.<\/em><\/p>\n\n\n\n<div class=\"wp-block-button aligncenter\"><a class=\"wp-block-button__link\" href=\"https:\/\/mercuri.be\/wp-content\/uploads\/sites\/23\/2018\/11\/Benelux-onderzoek-rond-de-rol-van-de-verkoper-in-de-buying-journey.pdf\">T\u00e9l\u00e9charger <br \/>les r\u00e9sultats de la recherche de la <br \/>r\u00f4le du vendeur dans le parcours d'achat<\/a><\/div>\n\n\n\n<p style=\"text-align:center\"><a href=\"mailto:%20mercuri@mercuri.nl\">Courriel : info@mercuri.be<\/a><\/p>\n\n\n\n<p style=\"text-align:center\"><a href=\"tel:+32%20(0)2 245 02 40\">Tel : +32 (0)2 245 02 40<\/a><\/p>\n\n\n\n<div class=\"wp-block-button aligncenter\"><a class=\"wp-block-button__link\" href=\"https:\/\/mercuri.be\/fr\/contact\/\">Aidez-moi<\/a><\/div>","protected":false},"excerpt":{"rendered":"<p>* In plaats van de VS waar veel onderzoek zich op focust, \u00a0 richt dit onderzoek zich specifiek op Nederland<\/p>","protected":false},"featured_media":307,"parent":0,"template":"","meta":{"_acf_changed":false,"_eb_attr":"","form_id":"","editor_notices":[]},"insight-cat":[22],"insight-tag":[27,42,43,25,30],"class_list":["post-306","insight","type-insight","status-publish","has-post-thumbnail","hentry","insight-cat-whitepaper","insight-tag-buyingjourney","insight-tag-han","insight-tag-howest","insight-tag-sales","insight-tag-verkopen"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - 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