Using the Benefit Chain for Improved Strategy Formulation

Effects of employees' perceived dependability on success of enterprise applications in e-business

“…Similar arguments have received much attention in the marketing field (Young & Feigin, 1975;Zeithaml, 1988). "Grey Benefit Chain", proposed by Young and Feigin (1975), is a good method for improving strategy formulation.…”

A cross-national consumer segmentation based on food benefits: The link with consumption situations and food perceptions

“…In addition, the importance that consumers attach to different product benefits is an indication of the motives underlying their product choices. Accordingly, segmenting consumers on the basis of these desired benefits may provide an effective means of developing marketing strategies (Costa, Dekker, & Jongen, 2004;Young & Feigin, 1975), for example, with regard to product development, advertising and health promotion campaigns (Glanz, Basil, Maibach, Goldberg, & Snyder, 1998;Solomon, 2006). Nevertheless, to the best of our knowledge, applications of this type of segmentation in the scientific literature within the food domain are rare.…”

Consumption frequency and degree of abstraction: A study using the laddering technique on beef consumers

“…MEC theory suggests that product knowledge in consumers is hierarchically organised by level of abstraction (Howard, 1977;Young & Feigin, 1975). The higher the level of abstraction the stronger and more direct the relationship with the person (Olson & Reynolds 1983).…”