A means-end chain approach to consumer goal structures

Pieters, Rik; Baumgartner, Hans; Allen, Doug K.

doi:10.1016/0167-8116(95)00023-u

Cited by 416 publications

(323 citation statements)

References 19 publications

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“…Olson and Reynolds (1983) then sorted this chain into six sub-levels, forming the Means-End Chain Model (see Figure 2). The Means-End Chain has since been successfully used in new product development and strategic marketing management (Gutman & Miaoulis, 2003;Pieters, Baumgartner & Allen, 1995). It uses one-on-one in-depth interviews to obtain the consumers' psychological perspectives, and is done step by step via direct elicitation (Chiu, 2005;Hofstede, Audenaert, Steenkamp & Wedel, 1998).…”

Section: Methods Of Understanding Consumer Cognitive Orientationsmentioning

confidence: 99%

Applying an empathic design model to gain an understanding of consumers’ cognitive orientations and develop a product prototype

Luh

Hsieh

et al. 2012

JIEM

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Abstract:Purpose: Consideration of consumer opinion is a key success factor when it comes to developing a new product. However, businesses may lack suitable methods for this, and designers may lack practical training, with both situations meaning that firms are unable to precisely adopt consumer opinions. Moreover, consumer cognitions for a product are widely regarded as changeable and abstract.It is worth studying how to determine consumers' opinions and transform them into references for prototype development. The purpose of this study is thus to create an Empathic Design Model which would be able to determine consumer cognitive orientation.Design/methodology/approach: This model includes observing related phenomena, laddering the cognition, connecting the elements of the Associations Matrix, producing the hierarchy of the following four items, attributes, functional consequences, psychosocial consequences and values, and then producing a prototype to help designers and consumers reach a consensus on the cognitive structure of products. Findings:As demonstrated in a case study of the design of an "electronic tour guide", the authors developed a prototype that can help a guide to perform their job on a group package tour. Consequently, the Empathic Design Model can be Journal of Industrial Engineering and Management -http://dx.doi.org/10.3926/jiem.408 -230 -operated and put into practice. By Mind Mapping, the prototype can be then imitated and reinvented by designers as needed. Originality/value:This model focuses on the early phase of the design process, providing the designing industry with a technique to forecast consumers' potential needs and develop a prototype effectively.

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Section: Methods Of Understanding Consumer Cognitive Orientationsmentioning

confidence: 99%

Applying an empathic design model to gain an understanding of consumers’ cognitive orientations and develop a product prototype

Luh

Hsieh

et al. 2012

JIEM

View full text Add to dashboard Cite

show abstract

“…In respect to this, recommendations vary. Reynolds and Gutman [46] suggest a cut-off level of between 3 and 5 for a small sample size; Pieters et al [58] and Bagozzi and Dabholkar [59] recommend researchers identify a cut-off level representing 60-70% of associations; Leppard et al [60] encourage trial using multiple cut-off levels to identify the one, which, in turn, produces a manageable HVM.…”

Section: Means-end Chain Analysismentioning

confidence: 99%

Motivations Underlying Consumers’ Preference for Farmers’ Markets in Klang Valley: A Means-End Chain Approach

et al. 2017

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Abstract:In an increasingly competitive market environment, understanding why consumers purchase fresh produce from farmers' markets is pivotal to understanding the markets' value and to strengthening the rural economy. This is the first study to employ a means-end chain (MEC) framework to analyze the motivations underlying consumer preference for farmers' markets. The linkages between these motivators are important steps in understanding why consumers purchase fresh produce from farmers' markets. Based on in-depth interviews with 212 shoppers at the farmers' markets in the Klang Valley, Malaysia, we identified the attributes 'fresh', 'nearby', 'variety', and 'cheap' as the means of achieving self-directed personal values (e.g., 'expenses are better managed'), security values ('live longer'), and benevolent values (e.g., 'close the ties'). The insights gained should prove useful to policy-makers and to the farmers' market sector, allowing them to more effectively communicate with consumers from the basis of a better understanding of the attributes, benefits, and personal values influencing them.

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“…the ELM) should be included in the advertising campaign when the focus is on the central route of persuasion. Moreover, the advertising manager can rely on specific research methods that have been proposed in addition to the MEC model (Pieters et al 1995). However, sometimes -perhaps even most of the time -consumers don"t have the motivation and the ability to elaborate on the issue-relevant information contained in the ad.…”

Section: Figure 3: An Example Of a Concrete Mecmentioning

confidence: 99%

Cue Management: Using Fitness Cues to Enhance Advertising Effectiveness

Vyncke

2011

Evolutionary Psychology in the Business Sciences

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Current thinking on advertising processing highly parallels contemporary psychological theory and research revealing that there are two distinct brain systems at work in human information processing and decision making: System 1 (S1, evolutionarily old, unconscious/preconscious, automatic, fast, and intuitive) and System 2 (S2, evolutionarily recent, conscious, controlled, slow, and reflective). Indeed, state-of-the-art models of advertising processing equally distinguish two different persuasive routes: one in which the consumer focuses on the content of the ad (product/brand attribute information) and in which he/she engages in extensive and mostly conscious, elaborated information processing (S2), and one in which she/he processes the ad only superficially, quickly and quasiautomatically in terms of a handful of meaningful "cues" (S1). Regarding S2 advertising processing, means-end-chain theory has been developed as a sound theoretical framework that can guide the advertising manager in designing advertising campaigns. However, regarding S1 advertising processing the question remains: What constitutes a meaningful cue?In this paper, I will argue that both the idea of evolutionary old brain systems like the S1 systems (evolved "mental organs") and the idea of cues activating those systems ("fitness cues") are central to evolutionary psychology. Therefore this new science of the mind can provide a framework for cue management. I will also present the results of a large scale experiment investigating the impact these fitness cues can have on ad-likeability scores (as indicators of the advertising effectiveness to be expected). My findings highly support the validity and practical usefulness of the new insights provided by evolutionary psychology.My conclusion then is a suggestion for cue management to be developed as a new and legitimate form of advertising management based on evolutionary psychology.

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A means-end chain approach to consumer goal structures

Cited by 416 publications

References 19 publications

Applying an empathic design model to gain an understanding of consumers’ cognitive orientations and develop a product prototype

Applying an empathic design model to gain an understanding of consumers’ cognitive orientations and develop a product prototype

Motivations Underlying Consumers’ Preference for Farmers’ Markets in Klang Valley: A Means-End Chain Approach

Cue Management: Using Fitness Cues to Enhance Advertising Effectiveness

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