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Analyzing consumer goal structure in online group buying: A means-end chain approach

Lin Xiao, Zixiu Guo, John D’Ambra

Information & Management > 2017 > 54 > 8 > 1097-1119

Given the enormous growth and significant impacts of group buying on Internet business marketplaces, this study aims to understand consumer goal structure in online group buying (OGB) contexts using a means-end chain approach. Using the laddering interview technique, 52 OGB consumers were interviewed. From the interview data, we identified 27 goals consumers pursued and their goal striving paths that...

article

Deriving attribute utilities from mental representations of complex decisions

Benedict G.C. Dellaert, Theo Arentze, Oliver Horeni, Harry J.P. Timmermans

Journal of Choice Modelling > 2017 > 22 > C > 24-38

We propose a new approach to determine the utilities that consumers attach to different attributes in complex decisions. The approach builds on a recently developed model that posits that cognitive links between alternatives and attributes and between attributes and benefits are more likely to be activated in a consumer's mental representation of a decision if the expected gains of taking into account...

article

Conceptualizing means-end chains of user goals as networks

Sabine Matook

Information & Management > 2013 > 50 > 1 > 24-32

Goals are desired states that an individual tries to attain. The process of achieving a goal can be represented as interlinked means-end chains of user goals that have been traditionally visualized as hierarchies. Evidence in recent literature suggests that a network structure would be more appropriate and provide insight into a user's process of seeking a goal. We investigated user goal means-end...

article

A study on the goal value for massively multiplayer online role-playing games players

Yu-Ling Lin, Hong-Wen Lin

Computers in Human Behavior > 2011 > 27 > 6 > 2153-2160

This study examines the goal of value sought by players of the massively multiplayer online role playing games (MMORPGs). We drew on the Means-end Chains (MECs) model frequently used in marketing as a theoretical basis. Soft laddering method was also adopted as a tool for in-depth interviews. Content analysis was used to analyze the “Attributes–Consequences–Values” for MMORPGs players, then converted...

article

Market Segmentation Based on Consumers' Cognitive-Motivational Structures

Eugene Kaciak

Konsumpcja i Rozwój > 2011 > 1 > 77-92

The article is devoted to the subject matter of means-end chain-based approaches to market segmentation, which are critically viewed from the perspective of their ability to yield properly defined market segments. There are emphasised in it these approaches, grounded in the means-end chain (MEC) theory that was developed to better understand how consumers link attributes of products with particular...

article

Integrating qualitative and quantitative methods to enhance means-end approach

Wann-Yih Wu, Chen-Su Fu

Quality & Quantity > 2011 > 45 > 4 > 885-899

Conventionally adopted means-end chain (MEC) methodology uses product attributes, consequences and values to indicate consumption behavior hierarchies regarding specific products. These hierarchies are useful for elucidating consumer product knowledge and devise effective marketing strategies. In the MEC literature, the qualitative laddering scheme is the main approach used to identify the contents...

article

Motivations and cognitive structures of consumers in their purchasing of functional foods

Athanasios Krystallis, George Maglaras, Spyridon Mamalis

Food Quality and Preference > 2008 > 19 > 6 > 525-538

The present study initially fulfils a two-fold aim: first, to identify the functional foods most frequently purchased by a homogeneous group of well-educated consumers; and second, to define the most important functional food attributes that affect consumers’ purchasing decisions when examined in two separate age groups (young adults and early-middle-aged). By employing the MEC analysis methodology,...

article

French fair trade coffee buyers’ purchasing motives: An exploratory study using means-end chains analysis

Florence de Ferran, Klaus G. Grunert

Food Quality and Preference > 2007 > 18 > 2 > 218-229

Considering the growth of fair trade product consumption in European countries and the expansion of its distribution to different kinds of distribution networks in reply to increasing consumer sensitivity to the ethical characteristics of a product, it becomes important to understand it better. In this paper, we examine the motives and the values underlying this purchase through a laddering methodology...

article

Values as determinants of preferences for housing attributes

Henny Collen, Joris Hoekstra

Journal of Housing and the Built Environment > 2001 > 16 > 3-4 > 285-306

Preferences for housing attributes have beenstudied from different theoretical perspectivesand with a great variety of methodologicalapproaches. In explaining housing preferencesthe influence of both macro-level andmicro-level factors has been shownextensively. Relatively little attention hasbeen given, though, to motivational micro-levelfactors such as goals and values. In thisarticle micro-level...

article

Determination of the dominant means-end chains: A constrained clustering approach

Jacques-Marie Aurifeille, Pierre Valette-Florence

International Journal of Research in Marketing > 1995 > 12 > 3 > 267-278

An approach is proposed for the determination of a population's dominant means-end chains that relies on two criteria: the number of the represented ladders and the measure of their semantic representativeness. These measures are provided from a multidimensional analysis, fitted to the semantic characteristics of means-end data collection and concepts. Distances in the semantic space are used to...

article

Consumers' means-end chains for think and feel products

C. Claeys, A. Swinnen, P. Vanden Abeele

International Journal of Research in Marketing > 1995 > 12 > 3 > 193-208

This article contributes to the validation of the think/feel or informational/transformational distinction, which is one of the dimensions of product classification matrices such as the FCB-grid or the Percy-Rossiter grid. Although the distinction is well documented in the conceptual literature, empirical evidence and validity tests are scarce. This study applies the laddering methodology...

article

Measuring subjective meaning structures by the laddering method: Theoretical considerations and methodological problems

Klaus G. Grunert, Suzanne C. Grunert

International Journal of Research in Marketing > 1995 > 12 > 3 > 209-225

Starting from a general model of measuring cognitive structures for predicting consumer behaviour, we discuss laddering as a possible method to obtain estimates of consumption-relevant cognitive structures which will have predictive validity. Four criteria for valid measurement are derived and applied, which refer to data collection, coding, and analysis. These criteria are evaluated using examples...

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Search results

Analyzing consumer goal structure in online group buying: A means-end chain approach

Deriving attribute utilities from mental representations of complex decisions

Conceptualizing means-end chains of user goals as networks

A study on the goal value for massively multiplayer online role-playing games players

Market Segmentation Based on Consumers' Cognitive-Motivational Structures

Integrating qualitative and quantitative methods to enhance means-end approach

Motivations and cognitive structures of consumers in their purchasing of functional foods

French fair trade coffee buyers’ purchasing motives: An exploratory study using means-end chains analysis

Values as determinants of preferences for housing attributes

Determination of the dominant means-end chains: A constrained clustering approach

Consumers' means-end chains for think and feel products

Measuring subjective meaning structures by the laddering method: Theoretical considerations and methodological problems

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