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

Abstract

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 are summarized in the hierarchical goal structure. This study has the potential to make significant contributions to both information systems research and e-commerce by utilizing a different approach to explain consumer technology adoption behavior.