Cette thèse aborde l’entrée dans l’espace de vente d’un point de vue spatial et expérientiel. En mettant en perspective les champs de la psychosociologie de l’espace et du marketing expérientiel nous étudions l’entrée dans l’espace marchand et dans la consommation suivant des pratiques d’appropriation de l’espace et un processus de liminarité qui se traduit par des rites de passage. Nous mobilisons des méthodologies qualitatives pour répondre à notre problématique: Comment les clôtures commerciales d’un espace de vente participent-elles à la création d’une expérience de magasinage ? À la suite d’une étude exploratoire, notre seconde étude réalisée en collaboration avec Guerlain nous permet d’analyser l’expérience de magasinage dans le contexte d’une enseigne dont les points de vente aux designs d’espace différents sont implantés dans divers environnements commerciaux. Nos résultats mettent en évidence que la création de l’expérience de magasinage est une co-production résultant de l’interaction entre les types d’espaces intermédiaires délimitant le magasin, la ritualisation de l’expérience et les pratiques d’appropriation des visiteurs. / This thesis studies the store entrance in a spatial and experiential way. Using both the conceptual framework of environmental psychological sociology and experiential marketing, we study the entrance into the market place and consumption through space appropriation strategies and a process of liminality which results in rites of passage. Combining qualitative methodologies we answer to our research issue: How retail space fences are involved in creating a shopping experience? After an exploratory study, our second study made with Guerlain allows us to analyze the shopping experience in the context of many stores designs located in various commercial environments. Our results show that the creation of the shopping experience is a co-production resulting from the interaction between the types of intermediate spaces delimiting the store, the ritualization of experience and the appropriation process of consumers.

[pt] O varejo é conhecido como um ambiente competitivo e suscetível às mudanças de mercado. Assim, as marcas estão sempre se atualizando e inovando, principalmente em seu ponto de venda físico. A pandemia do Covid-19 acarretou uma aceleração digital no varejo de moda por conta do período em que as lojas físicas ficaram fechadas, colocando em questão a existência da loja física. O presente trabalho teve como objetivo repensar o design do ponto de venda físico de moda, em especial, o visual merchandising, a partir da pandemia do Covid-19. Para isso, utilizou-se de pesquisas bibliográfica e documental sobre temas relacionados à inovação no varejo, Covid-19, visual merchandising e tecnologias no ponto de venda; e das pesquisas de campo com consumidoras brasileiras e com especialistas da área de visual merchandising. Com base nas informações levantadas foi possível verificar que a loja física de moda e as estratégias relacionadas ao visual merchandising em um cenário pós-pandêmico estarão ligadas a três pilares: phygital, sustentabilidade e experiência de marca. A partir deles, foi possível fazer projeções para o design de varejo de moda. Esses pilares irão aumentar a percepção de valor em seus produtos e permitir uma maior fidelização de seus clientes. Desse modo, as marcas de moda precisam repensar suas estratégias no ponto de venda, o que evidencia a importância e o desafio para o profissional de visual merchandising nesse novo cenário. Assim, a loja física perde sua relevância como função exclusivamente transacional, sendo considerada como um local de conexão entre o consumidor e a marca. / [en] Retail business is a competitive environment and highly influenced by market changes. Thus, brands are always updating and innovating, especially as to their point of sale. The Covid-19 pandemic entailed a digital acceleration in the fashion retail industry due to the period in which physical stores were closed, raising the issue for their need. The present study aims to rethink the design at fashion physical stores using the VM approach within the context of necessary adaptations imposed by the Covid-19 pandemic. For this, we conducted bibliographic and documentary based research on topics related to innovation in retail, Covid-19, visual merchandising and point-of-sale Technologies. In addition, we conducted field surveys with Brazilian consumers and fashion retail specialists focusing on visual merchandising. Based on the information collected it was possible to verify that the physical fashion store and VM strategies in a post-pandemic scenario are linked to three axes: phygital, sustainability and retail experience. These three axes made it possible to project scenarios for designing fashion retail stores. They will add value to their products and allow for greater customer loyalty. For this reason, fashion brands need to rethink their strategies for sales at the point of sale, highlighting the importance and the challenge imposed on the VM professionals in this new scenario. Thus, the physical store is no longer a mere place for doing business, but a place where consumers and brands connect.

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