Preferencje help
Widoczny [Schowaj] Abstrakt
Liczba wyników
2011 | nr 1 | 77--92
Tytuł artykułu

Market Segmentation Based on Consumers' Cognitive - Motivational Structures

Treść / Zawartość
Warianty tytułu
Języki publikacji
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 consequences and how these consequences satisfy personal values. The author's whole deliberations confirm that the means-end chains are often seen as a representation of the basic drives that motivate consumer behaviour. (original abstract)
Opis fizyczny
  • Brock University, Kanada
  • Allenby, G., Fennell, G., Bemmaor, A., Bhargava, V., Christen, F., Dawley, J., Dickson, P., Edwards, Y., Garraft, M., Ginter, J., Sawyer, A., Staelin, R. and Yang, S. (2002). Market segmentation research: beyond within and across group differences. Marketing Letters, 13(3), 233-243.
  • Ares, G., Gimenez, A. and Gambaro A. (2008). Understanding consumers' perception of conventional and functional yogurts using words association and hard laddering. Food Quality and Preference, 19, 636-643.
  • Baker, S., Thompson, K. and Engelken, J. (2004). Mapping the values driving organic food choice: Germany vs the UK. European Journal of Marketing, 38(8), 995-1012.
  • Barrena, R. and Sánchez, M. (2009a). Consumption frequency and degree of abstraction: A study using the laddering technique on beef consumers. Food Quality and Preference, 20, 144-155.
  • Barrena, R. and Sanchez, M. (2009b). Connecting product attributes with emotional benefits: Analysis of a Mediterranean product across consumer age segments. British Food Journal, 111(2), 120-137.
  • Boecker, A., Hartl, J. and Nocella, G. (2008). How different are GM food accepters and rejecters really? A means-end chains application to yogurt in Germany. Food Quality and Preference, 19(4), 383-394.
  • Boivin, Y. (1986). A Free Response Approach to the Measurement of Brand Perceptions. International Journal of Research in Marketing, 3, 11-17.
  • Bottschen, G. and Hemetsberger, A. (1998). Diagnosing Means-End Structures to Determine the Degree of Potential Marketing Program Standardization. Journal of Business Research, 42, 151-159.
  • Bottschen, G., Thelen, E. and Pieters, R. (1999). Using Means-End Structures for Benefit Segmentation. European Journal of Marketing, 33(1/2), 38-58.
  • Carrillat, F., Riggle, R., Locander, W., Gebhardt, G. and Lee, J. (2009). Cognitive Segmentation: Modeling the Structure and Content of Customers' Thoughts. Psychology & Marketing, 26(6), 479-506.
  • Costa, A., Schoolmeester, D., Dekker, M. and Jongen, W. (2007). To Cook or Not to Cook: A Means-End Study of the Motivation Behind Meal Choice. [In:] New Insights into Consumer-Oriented Food Product Design, (ed.) A.I.A. Costa, Wageningen: Ponson and Looyen, 167-198.
  • de Ferran, F. and Grunert, K. (2007). French fair trade coffee buyers' purchasing motives: A exploratory study using means-end chains analysis. Food Quality and Preference, 18, 218-229.
  • Fotopoulos, C., Krystallis, A. and Ness, M. (2003). Wine Produced by Organic Grapes in Greece: Using Means-End Chains Analysis to Reveal Organic Buyers' Purchasing Motives in Comparison to the Non-buyers. Food Quality and Preference, 14, 549-566.
  • Gengler, C., Mulvey, M. and Oglethorpe, J. (1999). A Means-End Analysis of Mothers' Infant Feeding Choices. Journal of Public Policy & Marketing, 18(2), 171-188.
  • Gruber, T., Reppel, A., Szmigin, I. i Voss, R. (2008). Revealing the expectations and preferences of complaining customers by combining the laddering interviewing technique with the Kano model of customer satisfaction. Qualitative Market Research: An International Journal, 11(4), 400-413.
  • Grunert, K. (1995). Food Quality: a Means-End Perspective. Food Quality and Preference, 6, 171-176.
  • Grunert, K. (2010). Means-end chains - a means to which end? Marketing - Journal of Research and Management, 1, 41-49.
  • Grunert, K. and Grunert, S. (1995). Measuring subjective meaning structures by the laddering method: Theoretical considerations and methodological problems. International Journal of Research in Marketing, 12, 209-225.
  • Grunert, K. and Valli, C. (2001). Designer-made meat and dairy products: consumer-led product development. Livestock Production Science, 72, 83-98.
  • Guenzi, P. and Troilo, G. (2006). Developing marketing capabilities for customer value creation through Marketing-Sales integration. Industrial Marketing Management, 35, 974-988.
  • Gutman, J. (1982). A means-end chain model based on consumer categorization process. Journal of Marketing, 46(2), 60-72.
  • Hermann, A., Huber, F. and Braunstein, C. (2000). Market-Driven Product and Service Design: Bridging the Gap between Customer Needs, Quality Management, and Customer Satisfaction. International Journal of Production Economics, 66, 77-96.
  • Higs, B. and Ringer, A. (2007). Trends in Consumer Segmentation. Proceedings of the Australian and New Zealand Academy Conference, 163-172.
  • Hoek, J., Gendall, P. and Esslemont, D. (1998). Market segmentation. A search for the Holy Grail? Journal of Marketing Practice, 2(1), 25-34.
  • John, D., Loken, B., Kim, K. and Monga, A. (2006). Brand concept maps: A methodology for identifying brand association networks. Journal of Marketing Research, 43, 549-563.
  • Kahle, L. (1983). Social values and social change: Adaptation to life in America. New York: Praeger.
  • Kakamura, W. and Mazzon, J. (1991). Value Segmentation: A Model for the Measurement of Values and Value Systems. Journal of Consumer Research, 18, 208-218.
  • Kąciak, E. (2011). Teoria środków-celów w segmentacji rynku - Studium metodologiczno-empiryczne. Wolters Kluwer Polska, Warsaw, Poland.
  • Klenosky, D. (2002). The 'Pull' of Tourism Destination: A Means-End Investigation. Journal of Travel Research, 40(4), 385-395.
  • Kohler, F. and Junker, K. (2000). Motivational Bases of Consumer Concerns about Animal Welfare - the German Laddering Interviews Report. EU FAIR - CT 98-3678, Germany, 3rd Report.
  • Kuisma, T., Laukkanen, T. and Hiltunen, M. (2007). Mapping the reasons for resistance to internet banking: a means-end approach. International Journal of Information Management, 27, 75-85.
  • Lind, L. (2007). Consumer involvement and perceived differentiation of different kinds of pork - A Means-End Chain analysis. Food Quality and Preference, 18, 690-700.
  • Luijtens, K., Symons, F. and Vuylsteke-Wauters, M. (1994). Linear and non-linear canonical correlation analysis: an exploratory tool for the analysis of group-structured data. Journal of Applied Statistics, 21(3), 43-61.
  • Madrigal, R. and Kahle, L. (1994). Predicting vacation activity preferences on the basis of value-system segmentation. Journal of Travel Research, 32(3), 22-28.
  • Makatouni, A. (2002). What Motivates Consumers to Buy Organic Food in the UK? Results From a Qualitative Study. British Food Journal, 104(3-5), 345-352.
  • Mentzer, J., Rutner, S. and Matsuno, K. (1997). Application of the means-end value hierarchy model of understanding logistics service quality. International Journal of Physical Distribution & Logistics Management, 27(9/10), 230-243.
  • Miele, M. and Parisi, V. (2000). Consumer Concerns about Animal Welfare and the Impact on Food Choice. Italian Report on Laddering Interviews, University of Pisa, Italy.
  • Mitchell, V.-W. and Harris, G. (2005). The importance of consumers' perceived risk in retail strategy. European Journal of Marketing, 39(7/8), 821-837.
  • Newel, A. and Simon, H. (1972). Human problem solving. Englewood Cliffs, NJ: Prentice Hall.
  • Nielsen, N., Bech-Larsen, T. and Grunert, K. (1998). Consumer Purchase Motives and Product Perceptions: A Laddering Study on Vegetable Oil in Three Countries. Food Quality and Preference, 9(6), 455-466.
  • Novak, T. and MacEvoy, B. (1990). On comparing alternative segmentation schemes: The List of Values (LOV) and Values and Life Styles (VALS). Journal of Consumer Research, 17, 105-109.
  • Olson, J. and Reynolds, T. (2001). The Means-End Approach to Understanding Consumer Decision Making. [In:] (ed.) T. Reynolds and J. Olson, Understanding Consumer Decision Making: The Means-End Approach to Marketing and Advertising Strategy (pp. 3-20). Lawrence Earlbaum Associates, Mahwah, New Jersey.
  • Reppel, A., Szmigin, I. and Gruber, T. (2006). The iPod phenomenon: Identifying a market leader's secrets through qualitative marketing research. Journal of Product and Brand Management, 15(4), 239-249.
  • Reynolds, T. and Gutman, J. (1988). Laddering Theory, Method, Analysis, and Interpretation. Journal of Advertising Research, February/March, 11-31.
  • Reynolds, T. and Rochon, J. (1991). Means-End Based Advertising Research: Copy Testing is Not Strategy Assessment. Journal of Business Research, 22, 131-142.
  • Rokeach, M. (1973). The Nature of Human Values, N. Y., The Free Press.
  • Schwartz, S. (1992). Universals in the Content and Structure of Values: Theoretical Advances and Empirical Tests in 20 Countries. Advances in Experimental Social Psychology, 25, 1-65.
  • Skytte, H. and Bove, K. (2004). The concept of retailer value: a means-end chain analysis. Agribusiness, 20, 323-345.
  • Smith, W. (1956). Product differentiation and market segmentation as alternative marketing strategies. Journal of Marketing, 21(1), 3-8.
  • Snellman, K. (2000). From One Segment to a Segment of One: The Evolution of Market Segmentation Theory. HANKEN Swedish School of Economics and Business Administration. Helsinki, Finland.
  • ter Hofstede, F., Steenkamp, J.-B. and Wedel, M. (1999). International Market Segmentation Based on Consumer-Product Relations. Journal of Marketing Research, 36, 1-17.
  • ter Hofstede, F., Audenaert, A., Steenkamp, J.-B. and Wedel, M. (1998). An investigation into the association pattern technique as a quantitative approach to measuring means-end chains. International Journal of Research in Marketing, 15, 37-50.
  • Thompson, K. and Chen, Y. (1998). Retail store image: a means-end approach. Journal of Marketing Practice: Applied Marketing Science, 4(6), 161-173.
  • Urala, N. and Lähteenmäki, L. (2003). Reasons behind consumers' functional food choices. Nutrition & Food Science, 33(4), 148-158.
  • Vannoppen, J., Verbeke, W. and Huylenbroeck, G. (2002). Consumer Value Structures Towards Supermarket versus Farm Shop Purchase of Apples from Integrated Production in Belgium. British Food, 104(10-11), 828-844.
  • van Rijswijk, W., Frewer, L., Menozzi, D. and Faioli, G. (2008). Consumer perceptions of traceability: A cross-national comparison of the associated benefits. Food Quality and Preference, 19, 452-464.
  • Wedel, M. and Kakamura, W. (2002). Editorial: Introduction to the Special Issue on Market Segmentation. International Journal of Research in Marketing, 19, 181-183.
  • White, H. and Kototsaki, K (2004). Indian Food in the UK: Personal Values and Changing Patterns of Consumption. International Journal of Consumer Studies, 28(3), 284-294.
  • Zaltman, G. (1997). Rethinking market research: Putting people back in. Journal of Marketing Research, 34, 424-437.
Typ dokumentu
Identyfikator YADDA

Zgłoszenie zostało wysłane

Zgłoszenie zostało wysłane

Musisz być zalogowany aby pisać komentarze.
JavaScript jest wyłączony w Twojej przeglądarce internetowej. Włącz go, a następnie odśwież stronę, aby móc w pełni z niej korzystać.