Work

A customer value analysis of Taiwan ice cream market: a means-end chain approach across consumption situations

Year: 2015

Type: article

Abstract: In the highly competitive market, it is increasingly hard for ice cream stores to develop creative marketing strategies to retain existing customers and attract new ones. This study applies the means-end chain approach to identify the customer value, consequences, and attributes of ice cream and to suggest useful information for ice cream sellers to develop differential marketing strategies across various consumption situations (i.e. on a date, gathering with friends, craving for ice cream). This study conducted one-on-one in-depth interviews with participants. The interview content was subsequently analyzed and coded to produce an implication matrix and a hierarchical value map, which was further used to determine customers' value perceptions. The results indicate the terminal values of the highest strength comprised economy, pleasure, and efficiency. Pleasure was emphasized among consumers who were on a date or gathering with friends, whereas satisfaction was emphasized among consumers who craved ice cream. Based on the results, the study also provides suggestions to the industry and future researchers.

Source: SpringerPlus

DOI: 10.1186/s40064-015-1564-8

Authors: Yan-Kwang Chen, Pei-Shan Tsai, Fei-Rung Chiu

Institutions: National Taichung University of Science and Technology, Overseas Chinese University

Language: English

Topic: Consumer Behavior and Marketing Influence

Subfield: Marketing

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: diamond

Funders: Ministerio de Economía y Competitividad, Ministry of Science and Technology, Taiwan

Awards: G4032210299, A Study of Product Image Allocation, Order Fulfillment Strategy, and the Type of Product for Online Stores