Means-end Chain Theory Research Articles

Application of the means-end chain theory to study of the value perception on professional clients markets

The authors present the results of research on the perception of value in the relations of companies on the B2B market. The research was carried out using the means-end chain (MEC) theory and the laddering interview method. Entrepreneurs' research in the form of structured interviews was used. Perception of value in organisational relationships can be considered in the aspects of the efficiency of running a business and the interaction between people. In times of easy-accessed information and easy-to-use means of communication, interpersonal interactions and societal values are becoming more and more important. They are willingly articulated by entrepreneurs in the form of a professed system of value. The mutual learning of business process participants at both individual and organisational level is of great importance.

An investigation of perceived value dimensions: implications for mobile marketing research

This study proposes a framework to investigate the multiple dimensions of consumer value in the context of mobile marketing, to better understand the factors impacting on mobile consumer perceived value. We primarily conducted a series of interviews based on means-end chain theory and in line with the interviews of 179 WeChat official account subscribers. Then, three-step surveys are taken; after revision and testing, the proposed scale and the final six-dimensional model (MCPV scale) emerged. In addition, another study was conducted to validate the scale model, which takes mobile advertising effectiveness, attitudes towards the official account and loyalty towards the official account as consequences of MCPV. The MCPV scale was found to be both reliable and valid; it had significant influence on mobile advertising effectiveness, and it could serve as a framework for further empirical research in the mobile marketing settings. Lastly, theoretical and practical implications were discussed.

Extending Means-end Chain Theory by Integrating a Self-concept Approach and Behavioural Perspective Model

This methodological and concept paper attempts to combine the recently emerged, yet well-established, value-based cognitive model – Means-end Chain (MEC) – with the self-concept approach and the Behavioural Perspective Model (BPM).The paper has three aims: first, to elaborate the MEC theory, the post-modern approach of self-concept and the hermeneutical model based on radical behaviourism, BPM. Second, to discuss the similarities and differences with MEC and, third, to formulate a novel extended MEC metatheory.The theoretical framework is based on a critical overview of scientific books and articles. It includes an examination of the elements to enhance the MEC model with symbolism, dynamics and multi-dimensionality on the micro-level through integration of the self-concept approach. It also investigates the environmental, reinforcing / aversive and experiential aspects of the BPM on the macro level.The results of the exploration pave the way to the new research extended MEC – EMEC – which opens up new opportunities to redesign and re-systemise the interpretation and understanding of consumer behaviour.

Application of the means-end chain theory to study of the value perception on professional clients markets

Application of the means-end chain theory to study of the value perception on professional clients markets

에어비앤비 고객의 재구매의도에 영향을 미치는 요인에 관한 실증연 구 : 전망이론과 수단목적사슬이론 관점

에어비앤비 고객의 재구매의도에 영향을 미치는 요인에 관한 실증연 구 : 전망이론과 수단목적사슬이론 관점

Understanding the Motivations Influencing Ecological Boycott Participation: An Exploratory Study in Viet Nam

Over the past years, the world has witnessed the growth of ecological boycotts and its impact is increasing leading to the need to better understand this field. Following this movement, Viet Nam, located in Southeast Asia has also swiftly been paying attention to ecological concerns, which have resulted in a variety of ecological boycotts in recent years. While motivations for economic, religious, social, and political boycotts have previously been investigated, the motivations for participation in ecological boycotts have not yet been considered appropriately. This study highlights that a means-end chain (MEC) theory provides an influential method which helps reveal the motives that drive consumers to participate in the ecological boycott in Viet Nam. Processing several in-depth interviews of 60 Vietnamese boycotters and performing MEC analysis, results have shown five major motivations for participation in ecological boycotts, comprising environmentally sustainable consciousness, health consciousness, self-enhancement, meaning in life, and security. The findings are expected to contribute towards both academic aspects (additional understanding related to ecological boycott) and practical aspects (providing valid knowledge for organizers of boycotts and targeted companies to evaluate the ecological boycott and determine factors that can be modified).

“Anjaneya” health drink: re-positioning dilemma

Learning outcomes The students will get a hands on research techniques like mental mapping, laddering and means end chain (MEC) model for value proposition and survey techniques. Case overview/synopsis Market Research has always acted as one of the major driving force behind the successful launch of any product in any market. There are several evidences of how market research and thorough understanding of the consumers in and out has lead companies reach new peaks and acquire market share. This case deals with a company called Eco-Remedies, based in Nashik, India, which is in the business of providing eco-solutions to different health ailments and also general purpose health supplements like health drinks. The major concentration is on the product called “AnjaNeya-The Graviola fruit drink” from Eco-Remedies, where in different research techniques were used to gather information so that appropriate strategies could be implemented in order to increase the market share of the product and create a strong position in the minds of the customers. The case deals with gathering consumer insights and then developing appropriate positioning strategies for Eco remedies based on consumer value proposition using the MEC theory, mental mapping, blind tests and general consumer survey. Complexity academic level The study is applicable to Masters level Marketing Management and Marketing Research Studies. Supplementary materials Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes. Subject Code Marketing.

LÝ DO CẢN TRỞ KHÁCH HÀNG SỬ DỤNG DỊCH VỤ NGÂN HÀNG TRỰC TUYẾN (INTERNET BANKING) - MỘT NGHIÊN CỨU TẠI TP. HCM

LÝ DO CẢN TRỞ KHÁCH HÀNG SỬ DỤNG DỊCH VỤ NGÂN HÀNG TRỰC TUYẾN (INTERNET BANKING) - MỘT NGHIÊN CỨU TẠI TP. HCM

Combining means-end chain analysis and goal-priming to analyze Tanzanian farmers’ motivations to invest in quality seed of new potato varieties

PurposePotato is a major food staple in Africa, but its production is constrained by poor quality of seed. A recent private–public partnership in Tanzania resulted in introduction of new higher yielding varieties. The purpose of this paper is to examine smallholder farmers’ motivations to invest in the purchase of quality seed of new potato varieties, and if the motivational structure differs by gender.Design/methodology/approachThe paper used means-end chain (MEC) theory combined with goal priming, and laddering interviews on randomly sampled participants (n=45) of an experimental auction conducted among smallholder farmers in Tanzania. The auction was designed to goal-prime respondents on benefits of quality seed. The mental constructs obtained were grouped into attributes, consequences and values, and MECAnalyst software used to generate hierarchical value maps.FindingsFarmers invest in quality seed of a new variety to increase yields, hence income, and also to pursue personal life goals (values) or meet psychosocial needs. The structure of mental constructs associated with the decision to invest in quality seed of a new variety differ by gender.Research limitations/implicationsThe study focused on only two new varieties, hence not robust to all new potato varieties. Results need to be tested under different socioeconomic contexts. Furthermore, the MEC approach does not allow for control of other variables that likely influence farmer adoption decision-making process. Future studies should be designed to tackle these limitations.Practical implicationsInvestment in quality seed of new variety is driven by monetary goals and psychosocial factors, and some of these factors differ between male and female farmers.Originality/valueThis is the first study to explore drivers of farmers’ decision to use quality seed of a new variety using MEC analysis, and role psychosocial factors play.

Motivations and Mental Models Associated with Smallholder Farmers\u2019 Adoption of Improved Agricultural Technology: Evidence from Use of Quality Seed Potato in Kenya

Potato is a major food staple that makes a significant contribution to food security, having potential to smooth the volatility in food prices resulting from recent episodes of global food price increases. Despite its importance, most potato growers continue to use poor-quality seed, normally obtained from local/community sources. This study uses means-end chain theory to examine the drivers of use of quality seed potato, and the mental models associated with quality seed potato use. It finds that the decision to purchase and use quality seed is driven by deep-seated life goals that farmers pursue, and that profit-making is merely a means to these end/life goals. It further finds that the structure of mental models differs by the gender of the adopter and between adopters and nonadopters. The study concludes that the structure and content of farmers’ mental models differ by farmer type. The implications of the study findings for policy are discussed.

Identifying and recommending user-interested attributes with values

PurposeTo retain consumer attention and increase purchasing rates, many e-commerce vendors have adopted content-based recommender systems. However, apart from text-based documents, there is little theoretical background guiding element selection, resulting in a limited content analysis problem. Another inherent problem is overspecialization. The purpose of this paper is to establish a value-based recommendation methodology for identifying favorable attributes, benefits, and values on the basis of means-end chain theory. The identified elements and the relationships between them were utilized to construct a recommender system without incurring either problem.Design/methodology/approachThis study adopted soft laddering and content analysis to collect popular elements. The relationships between the elements were established by using a hard laddering online questionnaire. The elements and the relationships were utilized to build a hierarchical value map (HVM). A mathematical model was then devised on the basis of the HVM to predict user preferences of attributes.FindingsThe results of a performance comparison showed that the proposed method outperformed the content-based attribute recommendation method and a hybrid method by 39 and 68 percent, respectively.Originality/valueAlthough hybrid methods have been proposed to resolve the problem of overspecialization in content-based recommender systems, such methods have incurred “cold start” and “sparsity” problems. The proposed method can provide recommendations without causing these problems while outperforming the content-based and hybrid approaches.

Performance evaluation of the Service Industry Innovation Research program: The application of a means-end chain

Service Industry Innovation Research (SIIR) is a program run by the Department of Commerce under the Ministry of Economic Affairs in Taiwan to subsidize enterprises and assist them in attaining core technological abilities, increasing added values, and creating a competitive edge. Innovations can be categorized into four types: new services and products, new business models, new marketing models, and new commercial application technologies. This study adopted the means-end chain theory to understand the values created by the SIIR program for its subsidized enterprises in 2012 and 2013. The relationship between the program's attributes and the benefits and values it created was examined to determine the effectiveness of this government program and increase the efficiency of budget allocation. Specifically, it was observed that the attributes of ”government funding grants” and ”service innovative ideas” were linked to the critical values of ”substantial innovation and promotion ability” and ”improved customer satisfaction” through the ”complete innovation target” and ”new revenue target achievements” consequences. In addition, consequence-value links and distinct critical paths to ultimate values for projects with these four innovation types were used to verify the performance of the SIIR program. The findings may serve as a reference for the government in developing industry policies.

Hierarchical value map of religious tourists visiting the Vatican City/Rome

ABSTRACTConstructing a hierarchical value map, a psychological structure is explored to understand how religious tourists perceive the sites they visit in terms of site attributes, the benefits religious tourists seek, and their own personal values. The sample comprised foreign tourists who visited Catholic religious sites with religious tourism as their primary purpose. Using means-end chain theory, a hierarchical value map of selected religious tourists was created. A typology comprising three prominent sets of values was discovered: religious and pious values, spiritual values, and values associated with tourism and responsibility. The most salient attribute–consequence–value (A–C–V) linkage was as follows: ‘the opportunity to explore the traditions and history of religious sites’ (A)—‘had a genuinely religious experience’ (C)—‘learned about the history of my religion’ (C)—‘enhancement of faith and spirituality’ (V).

Swipe and Book: How Consumers Evaluate the Functionality of Hotel-Reservation Apps

Objective: Since mobile experiences (e.g., touch-operated) can differ from traditional computer experiences (i.e., mouse-operated), it is worthwhile to investigate how consumers evaluate the functionality of hotel-reservation mobile apps, whether they are comparable to traditional e-service quality dimensions or not. Thus, this study is not only focused on examining the contents of attributes of hotelbooking- apps currently available in the markets, but also attempted to categorize a number of apps’ functions by the level of perceived importance as measured by mobile device users. Methodology: First, a preliminary content analysis of hotel-booking apps was utilized to develop a list of service features. Then, an online self-administrated questionnaire was distributed to mobile device users. A factor analysis was performed to identify the underlying functions and consumers’ evaluations of hotel-booking-related apps. Results: A major finding that was drawn from the factor analysis in this study is that many functions of hotel-booking apps can be categorized into several e-service dimensions. Four factors (hotel reservation experience, hedonic experience, online support, and sharing experience) were identified. Conclusion: The growing popularity of mobile devices has prompted many hospitality firms to redesign their traditional channel structures by developing and engaging in mobile applications. With an assorted number of apps in the mobile device market, investigations of using mobile apps in the hospitality industry as a relatively new electronic distribution channel and user interface are warranted. Moreover, the means-end chain theory was used as a theoretical framework to analyze the attributes of the apps with the dimensions of e-service quality.

Conventional and Extended Versions of Means-end Chain Theory

This methodological and concept paper reviews the role and complexity of the recently emerged yet already well-established value-based cognitive model – Means-end Chain (MEC). The paper compares the most commonly used approaches to MEC. It examines the compatibility of available models with the theory behind MEC, reveal the conceptual gaps and outlines opportunities for future research. Leading papers, books and publications on MEC address either technical aspects of the theory or the interaction of MEC and values. The present paper paves the way for understanding the MEC from a novel, motivational perspective by integrating micro- and macro-levels into the theory.The theoretical framework is based on a critical view of the scientific literature and includes the identification of methodologies focusing on laddering techniques, statistical methods and programmes to plot Hierarchical Value Maps. Particular attention is paid to extended MEC models intersecting with value instruments (RVS, LOV), lifestyle approaches (AIOs, RISC, CCA, FRL, etc.), dual process models (the Elaboration Likelihood Model and the Heuristic-systematic Model) and the Theory of Planned Behaviour. These are used to outline the prospects prevailing in modern marketing and consumer research.The results of the investigation point to opportunities for enlarging the latitude of MEC by integrating micro and macro elements to enhance the model with symbolism, dynamics and multi-dimensionality.

Examining the effects of sponsorship through the cognitive processes of title sponsorship: Based on the means-end chain theory

Purpose The purpose of this study was to examine the relationships among sponsorship attributes, sponsorship benefits, recognition of sponsorship value, sponsorship attitude, and sponsorship certainty through structural equation model Methods Respondents were university students living in Seoul, Kyoungki-do, and choongchung-do. The present study was designed to identify the effect of title sport sponsorship by utilizing NH V-LEAGUE title sponsorship. By using convenience sampling method, total 400 questionnaires were distributed and gathered from samples, and among them 369 valid samples were used for further analyses. The data were recorded and analyzed using the IBM SPSSWIN Ver. 21.0 and AMOS 18.0. 18.0 Results First, sponsorship attributes had a positive influence on sponsorship benefits. Second, sponsorship benefits had a positive influence on sponsorship value recognition. Third, sponsorship attributes had no positive influence on sponsorship attitude. Fourth, sponsorship benefits had a positive influence on sponsorship attitude. Fifth, sponsorship value recognition had a positive influence on sponsorship attitude. Sixth, sponsorship attitude had a positive influence on sponsorship attitude certainty. Seventh, sponsorship certainty had a positive influence on sponsorship effects (image improvement, favorability, purchase intention).

Integrating means-end chains and the Kano model to understand tourists’ cognitive structure toward leisure and recreational resources of suburban-mountains

ABSTRACTThis study integrates the means-end chain (MEC) theory and Kano model to better understand tourists’ inner thinking toward the leisure and recreation resources of suburban-mountains, and help in prioritizing decisions on mountain recreational resource management for the government and related managerial officers. A total of 303 valid responses from individuals aged over 50 years with the habit of hiking in this area at least once a week were collected for MEC and Kano analyses. The results of the hybrid hierarchical value map show that one-dimensional attributes (i.e. “water resources, “providing cultural and educational facilities,” “providing hiking trails,” “providing scenic overlook and pavilion,” “providing guardrails,” and “providing resting area”) are the priorities that the government and managers should pay the most attention to for the elderly people hiking the suburban-mountains. By following the same deduction process proposed in this study, the rest of the one-dimensional consequences and values can be depicted. Finally, the theoretical and managerial implications as well as the limitations of this work are also provided. This study can not only enrich the theoretical development of MEC theory, but also provide the government with valuable information to enhance the leisure and recreation resources of suburban-mountain areas for elderly tourists.

Why should I pay for e-books?

PurposeBecause mobile phones offer a new, affordable and easy-to-use portal to reading material, mobile reading is emerging as the most ultra-modern reading approach. From the perspective of mobile reading service providers, knowledge of customer purchase, and consumption behaviour is critical for their survival and success. This paper aims to provide insights into the factors that influence the purchase e-books.Design/methodology/approachFollowing means-end chain theory, the prospect theory and elaboration likelihood model, a structural equation model is proposed to investigate and identify key factors that drive the purchase intention of experienced mobile readers. In the theoretical model, utilitarian value (UV) and hedonic value (HV) are supposed as formative second-order constructs formed by related payoff.FindingsBoth UV and HV are positively associated with readers’ purchase intention. However, there are no big differences between these two path coefficients. People seem to perceive relatively low payment risk although perceived risk could still negatively affect purchase intention. As a predictor of purchase intention, UV is less important when risk perception increases or when involvement (IV) decreases. Furthermore, this study illustrates that uniqueness and convenience (CV) are significant components of UV, whereas curiosity and flow are components of HV.Practical implicationsMobile reading providers should highlight the professional and specificity of app such as beautiful cover, page setup that similar to real books and so on. Readers should be allowed to post real-time reviews and communicate with others to improve their sense of satisfaction, participation and belonging. The payment process should be concise and simple through which readers can save their purchase time and effort. Mobile reading service providers should provide trustworthy payment approaches, especially third-party platform and guarantee the CV and safety of payment activity.Originality valueBy focusing on the impacts of relationships among UV, HV, perceived risk and IV to purchase intention, this paper not only provides a theoretical understanding of mobile reading purchase behaviour but also offers practical insights to reading material manufactures and app developers for promoting such a process.

Channel attributes of traditional market-based fashion brands and consumers’ multi-channel shopping orientation

ABSTRACTThe paradigm of distribution channels has changed from single to multi-channels with the diffusion of smartphones and mobile equipment, as well as the emergence of new consumption patterns. Considering that Dongdaemun, which represents a brand from a special commercial district, is actively expanding its multi-channel distribution pattern, there is a need to examine which specific attributes are causing brands to change their distribution strategies. This study aims to extract multi-channel attributes of Dongdaemun-based fashion brands and consider the differences recognized by groups based on consumers’ multi-channel shopping orientations. In Study I, a means-end chain theory is applied to conduct in-depth interviews for the purpose of deriving multi-channel attributes of Dongdaemun-based fashion brands. Six multi-channel attributes – product diversity, trendiness, cost-effectiveness, convenience, entertainment, and informative – are identified. Study II, which seeks to verify the six multi-channel attributes by surveying 493 participants, reveals that each attribute is distinct in terms of consumers’ multi-channel shopping orientations. As a result, groups differ in how consumers recognize multi-channel attributes of Dongdaemun-based fashion brands, based on channel utilization and channel preference. This study is significant for its academic focus on Dongdaemun-based fashion brands’ distribution channels, and for identifying which multi-channel attributes are important to consumers.

Using Means-end Chain Analysis to Reveal Consumers’ Motivation for Buying Local Foods: An Exploratory Study

This article utilizes and discusses specific aspects of Means-End Chain (MEC) analysis for understanding the motives of Indonesian consumers when they purchase local food. The MEC theory is used as a measure of the attributes, consequences, and values of locally produced products, involving specific aspects of this theory, namely the laddering methods of administration, the content analysis procedure, and constructing and interpreting a Hierarchy Value Map (HVM). The results of the study indicate that the MEC approach is a powerful method to reveal consumers’ motivation for buying local foods, when associated with the various cultural groupings identified by the study, particular between the Javanese and non-Javanese consumers. This study offers a practical implication and source of knowledge for other future studies and policies in terms of: (a) A new approach for understanding the motives behind the purchase of local foods by Indonesian consumers, and (b) developing new categories of attributes, consequences and values for local food.