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Means-end chain (MEC) theory proposes that knowledge held in individuals’ memory is organized in a hierarchy with concrete thoughts linked to more abstract thoughts in a sequence progressing from means (i.e., brands and product features) to psychological and social consequences and finally to ends (i.e., fulfillment of personal values). This chapter proposes several advances in the theory. First, specific buying and consumption situations serve as frames of reference when consumers are thinking about products and alternative features of products and brands. Second, states of psychological imbalance may occur in consumers’ minds among linkages retrieved automatically for features/ consequences and consequences/values; thus, Heider's balance theory incorporates MEC theory and research. The theoretical and practical usefulness of means-end research increases by asking consumers to name an acceptable alternative to the product and brand used in a recent consumption situation, as well as an unacceptable option and to describe the features/consequences/values of these options. Consequently, alternative relationships of consumer/brands (e.g., casual friendships, marriages, enmities) become relevant for MEC theory. To examine the propositions empirically, this chapter describes psychological schemata for four MECs that combine two consumers’ recent consumption situations with personal values.

Virtual tourism has become popular in recent years. However, there is still a research gap on virtual tourist motivation. This study aims to identify virtual tourist motivation and explore the relationship between virtual tourism and on-site tourism.

This research identifies virtual tourist motivation based on Means-end chain (MEC) theory. Laddering interviews with 32 respondents were conducted to construct a hierarchical value map. Additionally, a motivation analysis of virtual tourism and on-site tourism was developed based on a review of the relevant literature.

This exploratory study revealed 12 attributes, 9 results and 4 values that virtual tourists wish to achieve and identified 5 means-end chains where self-satisfaction is the most important value-led motivation. Compared with on-site tourism motivations, virtual tourism shows possibilities of replacing, complementing and extending on-site tourism under certain circumstances. However, it significantly depends on whether tourists are attracted by the technical characteristics, security and experience conditions of virtual tourism.

This study contributes to understanding virtual tourist motivation and offers motivation-based insights into the relationship between virtual and on-site tourism. Managerial implications on how to attract potential online tourists are also provided.

虚拟旅游在近些年逐渐受到欢迎。然而, 关于虚拟旅游动机的研究仍存在不足。本研究旨在识别虚拟旅游动机, 并探讨虚拟旅游与现实旅游之间的关系。

本研究基于方法-目的链（MEC）理论识别虚拟游客动机。通过对32名受访者进行阶梯式访谈, 以构建一个价值阶层图。此外, 本研究在回顾相关文献基础上, 对虚拟旅游和现实旅游的动机进行差异化比较分析。

这项探索性研究揭示了虚拟旅游游客希望实现的12个属性、9个结果和4个价值, 并确定了5条MEC, 其中自我满足是最重要的价值导向动机。通过与现实旅游动机比较, 研究发现虚拟旅游在一定条件下具有替代、补充和延伸现实旅游的可能性。然而, 这在很大程度上取决于游客是否被虚拟旅游的技术特点、安全性和体验等条件所吸引。

研究结果有助于进一步理解虚拟旅游动机, 并为虚拟旅游和现实旅游之间的关系提供基于动机的见解。重要的是, 研究还为如何吸引潜在虚拟游客提供管理启示。

El turismo virtual se ha popularizado en los últimos años. Sin embargo, aún existe un vacío en la investigación sobre la motivación del turista virtual. El estudio pretende identificar la motivación del turista virtual y explorar la relación entre el turismo virtual y el turismo in situ (real).

Esta investigación identifica la motivación del turista virtual basándose en la teoría de la cadena medio-fin (MEC). Se realizaron entrevistas escalonadas a 32 encuestados para construir un mapa jerárquico de valores. Además, se elaboró un análisis de la motivación del turismo virtual y del turismo presencial basado en una revisión de la bibliografía pertinente.

El estudio exploratorio reveló 12 atributos, 9 resultados y 4 valores que los turistas virtuales desean alcanzar e identificó 5 MEC en los que la autosatisfacción es la motivación basada en valores más importante. En comparación con las motivaciones del turismo in situ (real), el turismo virtual muestra posibilidades de sustituir, complementar y ampliar el turismo in situ (real) en determinadas circunstancias. Sin embargo, depende en gran medida de si los turistas se sienten atraídos por las características técnicas, la seguridad y las condiciones de experiencia del turismo virtual.

Este estudio contribuye a comprender la motivación del turista virtual y ofrece perspectivas basadas en la motivación sobre la relación entre el turismo virtual y el turismo in situ (real). También se ofrecen implicaciones para la gestión sobre cómo atraer a los turistas potenciales en línea.

Meeting human needs is considered as fundamental to sustainable human settlement. However, in micro level developments particularly in respect of a housing unit, for example, an operational definition of sustainability which will be useful in its practical implementation, has yet to be developed. To address this, the author posits that theories on the relationship between the environment and the person can be taken as a conceptual frame of reference. One of them is the theory of Person-Environment Congruence (PEC). This theory conceptualizes “congruence” as the favourable outcome of the person-environment relationship. Achieving PEC is considered as the most important criteria that supports the concept of housing sustainability. In the context of housing, the author considers that PEC is achieved when the dwelling place can offer its inhabitants a place which meets their basic needs. In order to operationalize this concept in terms of housing unit design, the author propagates the use of the Means-End Chain (MEC) research model to explore the relationship between a person and his or her environment. The combination of the two concepts facilitates the identification of those housing attributes emphasized in the home-making process, together with the users' perceptual orientation towards those attributes. To experiment with the application of the MEC research model in respect of exploring the concept of PEC, a case study was conducted on 15 renovated and personalized houses in a mass housing scheme in Malaysia. The traditional MEC methods were maintained with some modifications to accommodate the various housing characteristics. The results suggest that the MEC research model is able to link the relevant housing unit attributes to user values, and it is potentially applicable in the design of a housing unit. The results also indicated that user participation is essential in home making process, in order to achieve and maintain sustainability.

The purpose of this paper is, based on leisure constraints and means-end theories, to identify the e-leisure constraints of using the video-sharing websites/apps; demonstrate how means-end theory can be used to reveal the differences between high- and low-leisure constraints in an e-leisure environment; and provide designers and marketers with valuable insights for developing e-leisure products and e-marketing strategies.

Both qualitative and quantitative approaches are employed to collect data. By eliminating three participants whose age range did not meet our criterion (15 to 24 years old), 57 one-on-one in-depth interviews were then content analyzed to design the survey questionnaire. A total of 514 valid samples were collected for hierarchical value map (HVM) construction.

By comparing the full HVM vs the e-leisure constraints HVM, the analytical results indicate that the importance of attributes, consequences and values for the young people using video-sharing websites/apps is quite different. “Unable to resume the video after leaving the screen,” “creating playlist,” “providing movies” and “location restrictions” are extremely important features that influence the willingness of such users with high e-leisure constraints to participate in e-leisure activities. By understanding the differences between these two HVMs, it is possible to provide marketers or designers with valuable insights for website/app design and marketing strategies.

This study only focused on young people’s perceptions of video-sharing websites/apps, so the findings are limited to those aged between 15 and 24 years old. Since managers today are challenged to design effective strategies that can meet target users’ demands across different ages with different economic, social and sub-cultural groups, future research may consider gathering a wider age range of respondents in order to obtain more robust results.

This is the first paper integrating leisure constraints theory and means-end theory to understand young people’s cognitive structure of using video-sharing websites/apps, especially when they encounter e-leisure constraints.

This study aims to extend the current understanding in consumer behavior about plausible theoretical linkages between salespersons' activities, and the psychosocial benefits derived, and terminal values achieved by customers.

The study carries out in‐depth interviews with 49 customers, and apply means‐end chain (MEC) theory to unravel hierarchical linkages between sales call activities and customers' attainment of functional and psychosocial benefits, and terminal values.

The results suggest that a few significant sales call activities are hierarchically associated with customers' perceived benefits and terminal values.

The study has a limitation in terms of generalizability of the results, since only a few sales call activities have been studied. Moreover, the methodology followed is exploratory, rather than confirmatory.

The managerial implications include designing salespersons' sales call activities (or the sales call plan) more effectively to achieve customers' desired psychosocial benefits, and terminal values.

Although salespersons play an important role in understanding and meeting customers' needs, knowledge of any hierarchical theoretical linkages between sales call activities and customers' perceived benefits and terminal values is largely absent from the current literature. This study uses the MEC theory for the first time to address this research gap.

Potato is a major food staple in Africa, but its production is constrained by poor quality of seed. A recent private–public partnership in Tanzania resulted in introduction of new higher yielding varieties. The purpose of this paper is to examine smallholder farmers’ motivations to invest in the purchase of quality seed of new potato varieties, and if the motivational structure differs by gender.

The paper used means-end chain (MEC) theory combined with goal priming, and laddering interviews on randomly sampled participants (n=45) of an experimental auction conducted among smallholder farmers in Tanzania. The auction was designed to goal-prime respondents on benefits of quality seed. The mental constructs obtained were grouped into attributes, consequences and values, and MECAnalyst software used to generate hierarchical value maps.

Farmers invest in quality seed of a new variety to increase yields, hence income, and also to pursue personal life goals (values) or meet psychosocial needs. The structure of mental constructs associated with the decision to invest in quality seed of a new variety differ by gender.

The study focused on only two new varieties, hence not robust to all new potato varieties. Results need to be tested under different socioeconomic contexts. Furthermore, the MEC approach does not allow for control of other variables that likely influence farmer adoption decision-making process. Future studies should be designed to tackle these limitations.

Investment in quality seed of new variety is driven by monetary goals and psychosocial factors, and some of these factors differ between male and female farmers.

This is the first study to explore drivers of farmers’ decision to use quality seed of a new variety using MEC analysis, and role psychosocial factors play.

This study elicits the critical attributes, consequences and values associated with the purchasing process in the context of cross-border e-commerce (CBEC). The purpose is to provide a better understanding of the fundamental factors that determine consumer values in CBEC.

The study applies the means-end-chain theory and soft-laddering techniques to interview 60 CBEC consumers to construct an implication matrix and a hierarchical value map (HVM) of the consumer purchasing process, consisting of attribute-consequence-value (A-C-V) paths.

By analyzing the significant linkages, elements, ladders and chains in the HVM, four dominant A-C-V paths were identified: economic-driven, efficiency-driven, progress-driven and quality-driven paths.

This study included only Chinese CBEC buyers. This limitation might affect the generalizability of the conclusions as culture, purchase habits and economic development differ between China and other countries.

The results of this study provide CBEC practitioners an understanding of the consumer purchasing process and how consumer values are associated with platform characteristics. Thus, the results aid practitioners in allocating resources and developing CBEC platforms in an appropriate manner and direction.

This study sheds lights on the emerging phenomenon of CBEC. By applying the means-end-chain approach, the study provides a comprehensive HVM for interpreting the consumer online purchasing process in this novel context. By illustrating the dominant paths, this research provides deeper theoretical insights into the specific focuses of CBEC consumer purchasing.

Technology has advanced and led the revolution of the online e-commerce industry through various online platforms. These online platforms were integrated to enhance customer's shopping experience, promoting different business models including consumer-to-consumer (C2C) secondary e-commerce market. This new online business model has been gaining interest in both academia and industry due to potential opportunities and challenges to serve customers effectively. This study aims to draw upon the means-end theory to test a conceptual model to understand the role of engagement between different types of trust and satisfaction toward shopping on C2C e-commerce.

A quantitative survey method was developed to test the antecedents and mediator of C2C customer satisfaction. A panel service was used to collect the dataset (n = 294) to test the proposed extended means-end chain theory (MEC) model.

The authors found that the role of trust toward the platform provider and the third-party seller differs based on the perceived value (functional and emotional) and impact of trust on satisfaction. This study provides a rich conceptualization of an instrument for a C2C experience that can serve as a starting point for future research to investigate the antecedents and impacts of the C2C context.

Because of the chosen research approach, the research results may lack generalizability. Therefore, researchers are encouraged to test the proposed hypotheses further in a different context (e.g. country).

The paper includes implications for a guide to designing an effective online C2C retailing strategy.

This paper fulfills an identified need to study how engagement serves different role depending on the trust consumers have toward the intermediary vs the seller, which has a subsequent effect on consumer's satisfaction.

This study aims to explore consumer brand associations and values derived from a corporate brand and a celebrity brand endorser prior to their endorsement.

This study uses both hierarchical value mapping and brand concept mapping (BCM) to identify brand attributes that translate to personal meaning for consumers and then to identify whether these attributes are encompassed by a specific brand.

Results from brand concept maps and hierarchical value maps show consumers value accessibility and customer service in financial corporate brands. Consumers value expertise in celebrity brands and respect success in both corporate and celebrity brands. A central finding is the importance of brand authenticity. Corporate brand authenticity establishes a sense of security and assists in the development of brand relationships. Celebrity brand authenticity creates consumer attention and enhances celebrity trustworthiness aiding in the development of a consumer – celebrity brand relationship.

The findings have implications for corporate brands utilizing celebrity endorsers. In terms of strategic positioning, corporate brands need to center their marketing communications on desired brand associations at the core of both the corporate and celebrity brand that translate to personal meaning for consumers.

This study uses a combined theoretical and methodological approach, drawing on associative network theory and means-end chain theory, and BCM and hierarchical value mapping methods, respectively, to understand and uncover personal meaning or value derived from brand associations.

Shopping motivation is one of the key constructs of research on shopping behavior and exhibits a high relevance for formulating retail marketing strategies. Previous studies of shopping behavior as well as research in the areas of psychology and organizational behavior point towards a need to investigate the hierarchical nature of shopping motivation. The present study intends to take the first steps towards the development of a hierarchical theory of shopping motivation.

Means‐end chain theory is adopted to explore the hierarchical nature of shopping motivation. A total of 40 in‐depths interviews with apparel shoppers were conducted using the laddering technique. Results are depicted in three hierarchical value maps.

Evidence is provided relating to the social, experiential, and utilitarian aspects of shopping as represented by four dominant motivational patterns referring to the issues of shopping pleasure, frictionless shopping, value seeking, and quality seeking. Concrete retail attributes are presented which allow retailers to correspond to these motivations.

The paper identifies the need to introduce a hierarchical perspective to provide an increased understanding of consumers' shopping motivation. First, empirical evidence is provided regarding how consumers' cognitive structures relating to the benefits of shopping are hierarchically organized.