Eliciting Managers’ Personal Values: An Adaptation of the Laddering Interview Method

Bourne, Humphrey; Jenkins, Mark

doi:10.1177/1094428105280118

Cited by 67 publications

(50 citation statements)

References 16 publications

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“…The latter perspective resonates with the association between the qualitative interview and ethnography: the combination of the ethnographer's 'lived experience' with the interviewer's 'verbal and observational' interpretations of social reality (Warren, 2001). Thus the type and nature of qualitative interviewing is quite diverse: difficult, uneven and at times problematic (Bourne & Jenkins, 2005;Silverman, 2006). This paper focuses on a key incident that was encountered during a large scale research project that used interviews.…”

Section: Introductionmentioning

confidence: 99%

Interviewing Reluctant Respondents: Strikes, Henchmen, and Gaelic Games

Dundon

Ryan

2009

Organizational Research Methods

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Section: Introductionmentioning

confidence: 99%

Interviewing Reluctant Respondents: Strikes, Henchmen, and Gaelic Games

Dundon

Ryan

2009

Organizational Research Methods

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“…In applying the laddering technique, the A-C-V linkages in a consumption model represent consumer preference toward a particular product. Bourne and Jenkins (2005) indicated that the laddering technique derived from Hinkle's (1965) laddering method can be applied to generate consumer consumption hierarchies. The development of such elaborate hierarchies has progressed from using indepth interviews (soft laddering) in the early years of MEC development to using structured questionnaires (hard laddering) to obtain information for consumption psychology from various quantitative analyses.…”

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confidence: 99%

“…In MEC research, an HVM is employed to develop marketing strategies (Bourne & Jenkins, 2005;Goldenberg et al, 2000;Lin, 2003;Orsingher & Marzocchi, 2003;Woodside, 2004). When the laddering technique is used to construct an HVM, all interview data should be input into a summary implication matrix (SIM; Goldenberg et al, 2000;Langerak, Peelen, & Nijssen, 1999;Lin, 2003;Orsingher & Marzocchi, 2003).…”

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confidence: 99%

“…In analyses of lifestyle, consumer behavior, and personal value, value variables affect consumer behavior through a lifestyle mediator (Brunsø, Scholderer, & Grunert, 2004;Scholderer, Brunsø, & Grunert, 2002). Generally, A-C-V hierarchical linkages strengthen the logic of MECs, which can be used to analyze consumer cognition toward a particular product to develop segmentation, product, and advertising strategies (Bourne & Jenkins, 2005;Vriens & ter Hofstede, 2000).…”

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“…Hence, consumption feelings are used to assess product quality; the cost paid for a product should equal consumer quality expectations (Orsingher & Marzocchi, 2003). Bourne and Jenkins (2005) used the laddering technique to analyze managerial values in order to understand their recognition of organizational activities. In fact, many value classification systems have been used in marketing research.…”

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Systematic behavior research for understanding consumer decision making

Lin

2009

Behavior Research Methods

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Business survival in dynamic and competitive environments depends on an ability to analyze consumption information and determine which products consumers want. Collecting consumption data, hence, becomes a primary activity for product and marketing strategy development. Businesses typically gather consumption data from consumers shopping in the retail market. Data for items purchased are transmitted through retail information systems to inventory controllers for product-ordering decisions. Although such decisions may reflect consumer behavior in the retail market, they cannot reflect consumer desires and wants. Since consumers can purchase only what retailers offer, consumer purchases represent consumer product choices only for limited offerings, rather than consumer needs and expectations. Thus, understanding consumer needs and wants, as well as online consumer behavior, is a significant issue for businesses wanting to provide customers with the best value (Stibel, 2005;Wisniewski, 2001).The means-end chain (MEC) methodology is typically applied to arrive at consumer value satisfaction (Gutman, 1982). Reynolds and Gutman (1988) adopted the logic of MECs to develop a laddering technique for understanding consumer product cognition. When a cutoff value is determined, the salient attribute-consequence-value ( A-C-V ) linkages, by computing the frequency of consumer A-C-V linkages for a given product, can be determined and displayed in a hierarchical value map (HVM). Marketers can use HVMs to generate product, advertising, and segmentation strategies. This study, which is based on that by Reynolds and Olson (2001), applies the MEC methodology to the analysis and understanding of consumer decision making and adopts dynamic programming (DP) analysis to enhance the computing procedure in the conventional laddering technique. Figure 1 exhibits the conceptual framework of the DP approach. In laddering data collection, all data are input into a table for the summary implication matrix (SIM). The DP and systematic procedures can transform the laddering data into meaningful information for consumer product cognition. Such information can assist marketers in understanding consumer perceptions and in developing effective marketing strategies.In the traditional MEC methodology, the cutoff value is predetermined subjectively by the researcher in order to establish an HVM. In the present study, DP analysis overcomes the controversy associated with subjective cutoff value decisions and is the basis for establishing the information system, which stores consumer preference perceptions of a particular product. The following is a list of study objectives.1. To capitalize on the advantages of DP in analyzing MEC data sets, this study integrates DP and laddering procedures to gather consumer preference information.2. This study uses an information flowchart to demonstrate the logic of DP, leading to an analysis of consumer decision making. Such an analysis will provide marketers with salient market intelligence for rapid response to m...

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The Use of Laddering: Techniques, Applications and Problems

Walker

Crittenden

2011

Personal Construct Methodology

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Eliciting Managers’ Personal Values: An Adaptation of the Laddering Interview Method

Cited by 67 publications

References 16 publications

Interviewing Reluctant Respondents: Strikes, Henchmen, and Gaelic Games

Interviewing Reluctant Respondents: Strikes, Henchmen, and Gaelic Games

Systematic behavior research for understanding consumer decision making

The Use of Laddering: Techniques, Applications and Problems

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