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Vendre sans vendeurs : sociologie des dispositifs d'achalandage en supermarché

Abstract : Self-service selling at the supermarket may be pictured as the removal of the traditional shop assistant from the shop floor, in favor of a direct encounter between products and customers. Unlike what this latter image suggests, the thesis aims at showing the depth of selling activities carried on at the supermarket. First, it analyzes the invention of the supermarket layout and of the shopping cart in 1930s America. Then, it shows that modern retailers reshape the products they sell through techniques such as sales promotion and own brands development. Finally, the reflexive dimension of self-service selling is analyzed with case studies of two popular market research methodologies. The thesis proposes the concept of "achalandage" - a French word which means both drawing patrons and displaying an attractive collection of goods - to describe the agency of buying and selling at the supermarket as a distributed, collective accomplishment of selling devices.
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Submitted on : Tuesday, March 17, 2009 - 8:00:00 AM
Last modification on : Wednesday, November 17, 2021 - 12:33:09 PM
Long-term archiving on: : Friday, September 10, 2010 - 1:16:12 PM


  • HAL Id : pastel-00004905, version 1


Catherine Grandclément. Vendre sans vendeurs : sociologie des dispositifs d'achalandage en supermarché. Sciences de l'Homme et Société. École Nationale Supérieure des Mines de Paris, 2008. Français. ⟨NNT : 2008ENMP1562⟩. ⟨pastel-00004905⟩



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