Understanding consumer decision making : the means-end approach to marketing and advertising strategy
By Thomas J. Reynolds, J. Olson. 2001
560 citations recorded by the source corpus.
Subfields: Social Psychology
View Paper: https://www.semanticscholar.org/paper/42c2ecf01d2b2958aef424fa2483bd330ff43747
How researchers see this paper
The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.
In Social Psychology
- Tim Jackson
- Thorsten Gruber
- K. Grunert
- Simon T. W. Schütte *
- Jan Axelsson
- Mitsuo Nagamachi
- Jörgen Eklund
- Gary L. Hunter
Citations in the corpus
- The desired teaching qualities of lecturers in higher education: a means end analysis (2006, background): “Similarly, Olson and Reynolds (2001) maintain that it is the connections between components (attributes, conequences, values) where the importance lies as it is here that the most meaning is presentd.”
- Motivating Sustainable Consumption (2008, methodology): “Consequently, the model has been widely applied in ethnographic market research both to inform product development and to develop advertising and marketing campaigns (Reynolds and Olson 2001).”
- A hard look at hard laddering (2009, background): “…valid and do exist in the consumer’s mind, several have questioned whether the respondent’s actual cognitive, or semantic, structure matches the linear hierarchical concrete-to-abstract assumptions of means-end theory (Bagozzi and Dholakia, 1999; Cohen and Warlop, 2001; Grunert and Grunert, 1995).”
- Student Engagement and Marketing Classes (2011, background): “Education → job → money → happiness (1) These results can be understood both in terms of means– end (Reynolds & Olson, 2001) and goal hierarchy theories.”
- Concepts, methods and tools in Kansei engineering (2004, methodology): “Research on this question has been done before in different areas, e.g. QFD (Cohen 1995) and Conjoint Analysis (Green and Rao 1971) in TQM, Semantic Environment Description (SMB) in Architecture (Ku¨ller 1975) or Perceptual Vector Spaces for positioning of competing products and Means-End Analysis (R”
- Cow Milk versus Plant-Based Milk Substitutes: A Comparison of Product Image and Motivational Structure of Consumption (2019, background): “Reynolds und Olson showed that 20 interviews for one subgroup of consumers are sufficient to generate reliable conclusions with means-end chain analysis [74].”