The concept of retailer value: A means‐end chain analysis

Skytte, Hans; Bove, Karsten

doi:10.1002/agr.20010

Cited by 25 publications

(15 citation statements)

References 19 publications

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“…Qualitative studies: soft laddering techniques Fast Moving Consumer Goods (FMCG) engaged the scientists most of all during the recent years to understand how consumers link attributes (A), consequences (C) and personal values (V). The focus of study were: fruits (Jaeger and MacFie, 2001), vegetables (Lagerkvist, Ngigi, Okello, and Karanja, 2012;Kirchhoff, Smyth, Sanderson, Sultanbawa, and Gething, 2011), non-alcoholic beverages (Wang and Yu, 2016;Kitsawad and Guinard, 2014;Woodside, 2004), alcoholic beverages (Fotopoulos, Krystallis, and Ness, 2003;Fabbrizzi, Marinelli, Menghini, and Casini, 2017), different kinds of meat and fish (Roininen, Arvola, and Lähteenmäki, 2006;Flight, Russell, Blossfeld, and Cox, 2003;Lind, 2007;Skytte and Bove, 2004), dairy products with a distinction between genetically-modified (GM) and non-genetically modified yogurts (Boecker, Hartl, and Nocella, 2008), edible insects as a source of protein (Pambo, Okello, Mbeche, and Kinyuru, 2017;Pambo, Okello, Mbeche, and Kinyuru, 2018), and extra virgin olive oil (Santosa and Guinard, 2011), etc. A number of studies investigated the consumer motives regarding the purchase, consumption, and cooking of food.…”

Section: Identification Of the Prevailing Laddering Approachesmentioning

confidence: 99%

Means-End Chain theory: a critical review of literature

Borgardt¹

2020

Prace Naukowe Uniwersytetu Ekonomicznego we Wrocławiu

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This study provides the first critical and systematic investigation of the literature on Means-End Chain theory after the groundbreaking book "Understanding Consumer Decision Making: The Means-End Approach to Marketing and Advertising Strategy" by Olson and Reynolds (2001). The sample of 157 articles published in the Science Direct, Emerald, and Wiley databases was investigated. The period covers scientific literature published from 2001 to 2018. The paper shows the main theoretical concepts, methodological approaches, research problems, and findings. The results of the literature review demonstrate that the Means-End Chain theory is an evolving area of research and is gaining importance in academia and management. Some important gaps in the knowledge of theoretical and methodological levels were identified, and the most important directions for further studies were proposed.

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Section: Identification Of the Prevailing Laddering Approachesmentioning

confidence: 99%

Means-End Chain theory: a critical review of literature

Borgardt¹

2020

Prace Naukowe Uniwersytetu Ekonomicznego we Wrocławiu

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“…Yet, values and personal relevance are considered strong motivators in consumer purchases (Rokeach 1973; Yankelovich 1981; Gutman 1982; Olson 1989; Peter and Olson 1996). Moreover, the creation of value is an important source of competitive advantage (market segmentation or product differentiation) to agribusiness firms (Skytte and Bove 2004).…”

Section: Relevant Literaturementioning

confidence: 99%

Marketing Biotech Soybeans with Functional Health Attributes

Chema

Marks

Parcell

et al. 2006

Canadian J Agri Economics

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"This study investigates possible marketing strategies for biotechnology (biotech) functional foods in the U.S. market. Means-end chain theory is used to translate consumer product knowledge into self-knowledge, where knowledge is presumed to be organized in a hierarchy with concrete thoughts linked to more abstract thoughts in a sequence progressing from means to ends. A sample of 60 households was randomly drawn from the population of a Midwest town. The random sample was drawn from a population of females aged 20 to 50 with children and who regularly purchase yogurt products. Eight products with various attributes and production technologies were ranked by the participants prior to a hard laddering interview. The study found that biotech functional foods were generally acceptable to the participants. Functional attributes, such as higher protein, increased calcium, and lower cholesterol, were valued by the consumers. Soy was considered inferior on the basis of taste for some segments of consumers unfamiliar with soymilk. On the other hand, consumers already purchasing soymilk were more willing to purchase functional soy attributes and have more complex purchasing decisions (cognitive maps). These consumers associate soy with attaining values of "better health,""taking care of family,""happiness," and "more choice."" Copyright 2006 Canadian Agricultural Economics Society.

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“…Current theories and ideas pertaining to organizational buying behavior, vendor selection, and relational exchange are based primarily on studies examining the buying behaviors of manufacturers and not resellers (Hansen and Skytte 1998;Skytte and Bove 2004). The lack of a thorough understanding of retail buying behavior has been repeatedly noted (McGoldrick and Douglas 1983;Sheth 1981).…”

Section: Supplier Choice Criteria Theorymentioning

confidence: 99%

Considering Technological Impacts When Selecting Food Suppliers: Comparing Retailers' Buying Behavior in the United States and Europe

Liu

Bui

Leach

2013

Journal of Business-to-Business Marketing

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Purpose: The research investigates the impact of emergent technologies, specifically supply-chain technology and food-production technology (i.e., genetically modified organisms [GMO]), on global food retailers' supplier decisions.Methodology/approach: Qualitative research is conducted to examine technology-related vendor selection criteria of food retailers in 5 European countries comparing to those in the US.Findings: Our findings show that global food retailers view supply-chain technology as a competitive advantage and is integrated as an important selection criteria; however, selection criteria differ for food-production technology between the United States and the European countries. European food retailers explicitly oppose food-production technology (GMO), while U.S. food retailers implicitly accept food-production technology. Emerging from this opposing view, global food retailers establish similar criteria for organic food (non-GMO) supplier selection: reliability, distance, consistent quality, and relationships with suppliers.Research implications: Applying the supplier choice criteria framework (Lehmann and O'Shaughnessy 1982) to further analyze organic food suppliers, we find that reliability (adaptive criterion), distance (integrative criterion), consistent quality (performance criterion), and relationships with suppliers (economic criterion) are essential, but price is not.Practical implications: This study suggests that to sustain competitiveness in the global food market, food suppliers not only need to ensure technological compatibility in supply-chain, but also adapt to the local food-production restriction (GMO) and organic food selection criteria preferences.Originality/value/contribution: Supply-chain technology is strategically important and is adopted by global food retailers for competitive advantage; yet, there are dramatic differences regarding the acceptance of food production technology. This research contributes to the better understanding of how technologies exert significant and strategic weight in the food supplier selection process.

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The concept of retailer value: A means‐end chain analysis

Cited by 25 publications

References 19 publications

Means-End Chain theory: a critical review of literature

Means-End Chain theory: a critical review of literature

Marketing Biotech Soybeans with Functional Health Attributes

Considering Technological Impacts When Selecting Food Suppliers: Comparing Retailers' Buying Behavior in the United States and Europe

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