Skip to main content
Fachgebiete
Automobil + Motoren Bauwesen + Immobilien Business IT + Informatik Elektrotechnik + Elektronik Energie + Nachhaltigkeit Finance + Banking Management + Führung Marketing + Vertrieb Maschinenbau + Werkstoffe Versicherung + Risiko
DE
EN
Bücher
Zeitschriften
Themenseiten
Organisationspsychologie Projektmanagement Marketing Smart Manufacturing
Weitere Formate
Podcasts Webinare Technik Webinare Wirtschaft Kongresse Veranstaltungskalender Awards
Jetzt Einzelzugang starten
Zugang für Unternehmen
Referenzkunden
SLX-Digitalkonferenz: Zukunftswerkstatt 2024

Mehr Umsatz mit Top-Kontakten

Am 7. Mai erfahren Sie, wie Vertriebsteams Leadgenerierung, Leadnurturing und Leadstrategien effizient steuern können.
Erweiterte Suche
Anmelden
nach oben
Electronic Commerce Research
Erschienen in: Electronic Commerce Research 2/2019

06.01.2018

Benefit-based O2O commerce segmentation: a means-end chain approach

verfasst von: Lin Xiao, Zixiu Guo, John D’Ambra

Erschienen in: Electronic Commerce Research | Ausgabe 2/2019

Einloggen

Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.

search-config
loading …

Abstract

We examined Online-to-Offline (O2O) commerce consumers’ market segments and consumption relevant cognitive structures. Laddering interview technique was employed to collect data from 51 O2O consumers in terms of benefits they sought from O2O platforms. A three-group O2O consumer segments were identified based on the benefits they sought, namely Return-sensitive shoppers, Risk-sensitive shoppers, and Rational shoppers, and a corresponding hierarchical cognitive structure model for each sub-group of consumers was developed linking attributes needed to fulfill the benefits and values to reinforce the benefits. The three sub-group O2O consumers were found to be significantly different in terms of the key benefits sought and attributes needed to realize the same benefit sought. Moreover, benefit-based segmentation has shown advantages over the item-based segmentation method used in prior research. This study makes a significant contribution to O2O business regarding consumer purchasing behaviors and segmentation methodology.
Vorheriger Artikel The process of solving problems with self-service technologies: a study from the user’s perspective
Nächster Artikel A data-driven approach for extracting and analyzing collaboration patterns at the interagent and intergroup levels in business process

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

  • über 102.000 Bücher
  • über 537 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Maschinenbau + Werkstoffe
  • Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 340 Zeitschriften

aus folgenden Fachgebieten:

  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Versicherung + Risiko




Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Technik"

Online-Abonnement

Mit Springer Professional "Technik" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 390 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Maschinenbau + Werkstoffe




 

Jetzt Wissensvorsprung sichern!

Jetzt informieren
Anhänge
Nur mit Berechtigung zugänglich
Literatur
1.
Ahn, T., Ryu, S., & Han, I. (2007). The impact of web quality and playfulness on user acceptance of online retailing. Information & Management, 44(3), 263–275.CrossRef
2.
Anderson, R. E., & Srinivasan, S. S. (2003). E-satisfaction and e-loyalty: A contingency framework. Psychology & Marketing, 20(2), 123–138.CrossRef
3.
Baek, K., Holton, A., Harp, D., & Yaschur, C. (2011). The links that bind: Uncovering novel motivations for linking on facebook. Computers in Human Behavior, 27(6), 2243–2248.CrossRef
4.
Bagdniene, L., & Zemblyte, J. (2009). Online shopping motivation factors and their effect on Lithuanian consumers. Economics & Management, 14(1), 367–374.
5.
Bagozzi, R. P., & Dabholkar, P. A. (1994). Consumer recycling goals and their effect on decisions to recycle: A means-end chain analysis. Psychology & Marketing, 11(4), 313–340.CrossRef
6.
Botschen, G., Thelen, E. M., & Pieters, R. (1999). Using means-end structures for benefit segmentation. European Journal of Marketing, 33(1/2), 38–58.CrossRef
7.
8.
Bressolles, G., Durrieu, F., & Senecal, S. (2014). A consumer typology based on e-service quality and e-satisfaction. Journal of Retailing and Consumer Services, 21(6), 889–896.CrossRef
9.
Brown, M., Pope, N., & Voges, K. (2003). Buying or browing? An exploration of shopping orientations and online purchase intention. European Journal of Marketing, 37(11), 1666–1684.CrossRef
10.
Calder, B. J., Malthouse, E. C., & Schaedel, U. (2009). An experimental study of the relationship between online engagement and advertising effectiveness. Journal of Interactive Marketing, 23(4), 321–331.CrossRef
11.
Carla, R. M., & Navarre, C. L. (2006). Segmenting consumers by e-shopping behaviour and online purchase intention. Journal of Internet Business, 3, 1–24.
12.
Chang, B.-H., Lee, S.-E., & Kim, B.-S. (2006). Exploring factors affecting the adoption and continuance of online games among college students in South Korea: Integrating uses and gratification and diffusion of innovation approaches. New Media & Society, 8(2), 295–313.CrossRef
13.
Chang, M.-L., Lai, M., & Wu, W.-Y. (2010). The influences of shopping motivation on adolescent online-shopping perceptions. African Journal of Business Management, 4(13), 2728–2742.
14.
Che, T., Peng, Z., Lim, K. H., & Hua, Z. (2015). Antecedents of consumer’ intention to revisit an online group-buying website: A transaction cost perspective. Information & Management, 52(5), 588–598.CrossRef
15.
Chen, J., & Shen, X.-L. (2015). Consumers’ decisions in social commerce context: An empirical investigation. Decision Support Systems, 79, 55–64.CrossRef
16.
Chen, J., Zhang, C., & Xu, Y. (2009). The role of mutual trust in building members’ loyalty to a C2C platform provider. International Journal of Electronic Commerce, 14(1), 147–171.CrossRef
17.
Chen, Y.-C., Wu, J.-H., Peng, L., & Yeh, R. C. (2015). Consumer benefit creation in online group buying: The social capital and platform synergy effect and the mediating role of participation. Electronic Commerce Research and Applications, 14(6), 499–513.CrossRef
18.
Cheng, H.-H., & Huang, S.-W. (2013). Exploring antecedents and consequence of online group buying intention: An extended perspective on theory of planned behaviour. International Journal of Information Management, 33(1), 185–198.CrossRef
19.
Chiang, K.-P., & Dholakia, R. R. (2003). Factors driving consumer intention to shop online: An empirical investigation. Journal of Consumer Psychology, 13(1), 177–183.CrossRef
20.
Childers, T. L., Carr, C. L., Peck, J., & Carson, S. (2001). Hedonic and utilitarian motivations for online retail shopping behavior. Journal of Retailing, 77(4), 511–535.CrossRef
21.
22.
Costa, A. I. A., Dekker, M., & Jongen, W. M. F. (2004). An overview of means-end theory: Potential application in consumer-oriented food product design. Trends in Food Science & Technology, 15(7–8), 403–415.CrossRef
23.
Crespo, A. H., & Bosque, I. R. (2010). The influence of the commercial features of the internet on the adoption of e-commerce by consumers. Electronic Commerce Research and Applications, 9(6), 562–757.CrossRef
24.
Dholakia, U. M., Kahn, B. E., Reeves, R., Rindfleisch, A., Stewart, D., & Tayloe, E. (2010). Consumer behavior in a multichannel, multimedia retailing environment. Journal of Interactive Marketing, 24, 86–95.CrossRef
25.
Dickson, P. R., & Ginter, J. L. (1987). Market segmentation, product differentiation, and marketing strategy. Journal of Marketing, 51(2), 1–10.CrossRef
26.
Dogruer, N., Menevis, I., & Eyyam, R. (2011). What is the motivation for using facebook. Procedia Social and Behavioral Sciences, 15(1), 2642–2646.CrossRef
27.
Eisenbeiss, M., Blechschmidt, B., Backhaus, K., & Freund, P. A. (2011). “The (real) world is not enough:” Motivational drivers and user behavior in virtual worlds. Journal of Interactive Marketing, 26(1), 4–20.CrossRef
28.
Farquhar, L. K., & Meeds, R. (2007). Types of fantasy sports users and their motivations. Journal of Computer-Mediated Communication, 12(4), 1208–1228.CrossRef
29.
30.
Fotopoulos, C., Krystallis, A., & Ness, M. (2003). Wine produced by organic grapes in Greece: Using means-end chains analysis to reveal organic buyers’ purchasing motives in comparison to the non-buyers. Food Quality and Preference, 14(7), 549–566.CrossRef
31.
Foxall, G. R., & Goldsmith, R. E. (1994). Consumer psychology for marketing. London: Routledge.
32.
Freathy, P., & Calderwood, E. (2013). The impact of internet adoption upon the shopping behaviour of island residents. Journal of Retailing and Consumer Services, 20(1), 111–119.CrossRef
33.
Fulk, J., & Gould, J. J. (2009). Features and contexts in technology research: A modest proposal for research and reporting. Journal of Computer-Mediated Communication, 14(3), 764–770.CrossRef
34.
Gallego, M. D., Bueno, S., & Noyes, J. (2016). Second life adoption in education: A motivational model based on uses and gratifications theory. Computers & Education, 100, 81–93.CrossRef
35.
Ganesh, J., Reynolds, K. E., Luckett, M., & Pomirleanu, N. (2010). Online shopping motivations, and e-store attributes: An examination of online patronage behaviour and shopper typologies. Journal of Retailing, 86(1), 106–115.CrossRef
36.
Genfen, D. (2002). Reflections on the dimensions of trust and trustworthiness among online consumers. ACM SIGMIS Database, 33(3), 38–53.CrossRef
37.
Green, P. E., & Krieger, A. M. (1991). Segmenting markets with conjoint analysis. Journal of Marketing, 55(4), 20–31.CrossRef
38.
Groeger, L., & Buttle, F. (2014). Word-of-mouth marketing influence on offline and online communications: Evidence from case study research. Journal of Marketing Communication, 20(1/2), 21–41.CrossRef
39.
Grunert, K. G., Beckmann, S. C., & Sorensen, E. (2001). Means-end chains and laddering: An inventory of problems and an agenda for research. In T. J. Reynolds & J. C. Olson (Eds.), Understanding consumer decision making: The means-end approach to marketing and advertising strategy (pp. 63–90). Mahwah, New Jersey: Lawrence Erlbaum Associates.
40.
Grunert, K. G., & Grunert, S. C. (1995). Measuring subjective meaning structures by the laddering method: Theoretical considerations and methodological problems. International Journal of Research in Marketing, 12(3), 209–225.CrossRef
41.
Guo, Z., Li, Y., & Stevens, K. J. (2012). Analyzing students’ technology use motivations: An interpretive modeling approach. Communications of the Association for Information Systems, 30(1), 199–224.
42.
Guo, Z., Lu, X., Li, Y., & Li, Y. (2011). A framework of students’ reasons for using CMC media in learning contexts: A structural approach. Journal of the American Society for Information Science and Technology, 62(11), 2182–2200.CrossRef
43.
Guo, Z., Tan, F. B., & Cheung, K. (2010). Students’ uses and gratifiactions for using computer-mediated communication media in learning contexts. Communications of the Association for Information Systems, 27(1), 339–378.
44.
Gutman, J. (1982). A means-end chain model based on consumer categorization processes. Journal of Marketing, 46(2), 60–72.CrossRef
45.
Haley, R. I. (1968). Benefit segmentation: A decision-oriented research tool. Journal of Marketing, 32(3), 30–35.CrossRef
46.
Hsu, M.-H., Chang, C.-M., Chu, K.-K., & Lee, Y.-J. (2014). Determinants of repurchase intention in online group buying: The perspective of DeLone & McLean IS success model and trust. Computers in Human Behaviour, 36(36), 234–245.CrossRef
47.
Hsu, M.-H., Chang, C.-M., & Chuang, L.-W. (2015). Understanding the derterminants of online repeat purchase intention and moderating role of habit: The case of online group-buying in Taiwan. International Journal of Information Management, 35(1), 45–56.CrossRef
48.
Hsu, M.-H., Chuang, L.-W., & Hsu, C.-S. (2014). Understanding online shopping intention: The roles of four types of trust and their antecedents. Internet Research, 24(3), 332–352.CrossRef
49.
Huang, Y.-F., & Kuo, F.-Y. (2012). How impulsivity affects consumer decision-making in e-commerce. Electronic Commerce Research and Applications, 11(6), 582–590.CrossRef
50.
51.
52.
Jankowicz, D. (2004). The easy guide to repertory grids. Hoboken, NJ: Wiley.
53.
Jarvenpaa, S. L., & Todd, P. A. (1996). Consumer reactions to electronic shopping on the world wide web. International Journal of Electronic Commerce, 1(2), 59–88.CrossRef
54.
Joines, J. L., Scherer, C. W., & Scheufele, D. A. (2003). Exploring motivations for consumer web use and their implications for e-commerce. Journal of Consumer Marketing, 20(2), 90–108.CrossRef
55.
Jung, Y., & Pawlowski, S. D. (2014). Virtual goods, real goals: Exploring means-end goal structures of consumers in social virtual worlds. Information & Management, 51(5), 520–531.CrossRef
56.
Kara, A., & Kaynak, E. (1997). Markets of a single customer: Exploiting conceptual developments in market segmentation. European Journal of Marketing, 31(11), 873–895.CrossRef
57.
Katz, E., Blumler, J. G., & Gurevitch, M. (1974). Utilization of mass communication by the individual. In J. G. Blumler & E. Katz (Eds.), The use of mass communications : Current perspectives on gratifications research (pp. 19–32). Beverly Hills: Sage.
58.
Kaye, B. K. (2005). It’s a blog, blog, blog world: Users and uses of weblogs. Atlantic Journal of Communication, 13(2), 73–95.CrossRef
59.
Keng, K., Tang, Y., & Ghose, S. (2003). Typology of online shoppers. Journal of Consumer Marketing, 20(2), 139–156.CrossRef
60.
Keyser, A. D., Schepers, J., & Konus, U. (2015). Multichannel customer segmentation: Does the after-sales channel matter? A replication and extension. International Journal of Research in Marketing, 32(4), 453–456.CrossRef
61.
Kim, D. J., Ferrin, D. L., & Rao, H. R. (2008). A trust-based consumer decision-making model in electronic commerce: The role of trust, perceived risk, and their antecedents. Decision Support Systems, 44(2), 544–564.CrossRef
62.
Kim, E., & Tadisina, S. (2007). A model of customers’ trust in e-businesses: Micro-level inter-party trust formation. Journal of Computer Information Systems, 48(1), 88–104.
63.
Kim, J. U., Kim, W. J., & Park, S. C. (2010). Consumer perceptions on web advertisements and motivation factors to purchase in the online shopping. Computers in Human Behavior, 26(5), 1208–1222.CrossRef
64.
Kim, J. W. (2014). Scan and click: The uses and gratifications of social recommendation systems. Computers in Human Behavior, 33(2), 184–191.CrossRef
65.
Konus, U., Verhoef, P. C., & Neslin, S. A. (2008). Multichannel shopper segments and their covariates. Journal of Retailing, 84(4), 398–413.CrossRef
66.
Krippendorff, K. (2004). Reliability in content analysis. Human Communication Research, 30(3), 411–433.
67.
Ku, E. C. S. (2012). Beyond price: How does trust encourage online group’s buying intention. Internet Research, 22(5), 569–590.CrossRef
68.
Lee, M.-Y., Kim, Y.-K., & Lee, H.-J. (2013). Adventure versus gratifications: Emotional shopping in online auctions. European Journal of Marketing, 47(1/2), 49–70.CrossRef
69.
Lee, M. K. O., & Turban, E. (2001). A trust model for consumer internet shopping. International Journal of Electronic Commerce, 6(1), 75–91.CrossRef
70.
Lee, Y., & Kozar, K. A. (2009). Designing usable online stores: A landscape preference perspective. Information & Management, 46(1), 31–41.CrossRef
71.
Lee, Y., & Li, W. (2016). Understanding consumer O2O business model adoption. Paper presented at Pacific–Asia conference on information systems, Taiwan.
72.
Leppard, P., Russell, C. G., & Cox, D. N. (2004). Improving means-end chain studies by using a ranking method to construct hierarchical value map. Food Quality and Preference, 15(5), 489–497.CrossRef
73.
Li, H., Aham-Aynyanwu, N., Tevrizci, C., & Luo, X. (2015). The interplay between value and service quality experience: E-loyalty development process through the eTailQ scale and value perception. Electronic Commerce Research, 15(4), 585–615.CrossRef
74.
Li, H., Lai, V. S., & Luo, X. (2016). Understanding the role of social situations on continuance participation intention in online communities: An empirical perspective. Journal of Electronic Commerce Research, 17(4), 358–380.
75.
Li, J., Konus, U., Langerak, F., & Weggeman, M. (2017). Customer channel migration and firm choice: The effects of cross-channel competition. International Journal of Electronic Commerce, 21(1), 8–42.CrossRef
76.
Liao, S.-H., Chu, P.-H., Chen, Y.-J., & Chang, C.-C. (2011). Mining customer knowledge for exploring online group buying behavior. Expert Systems with Applications, 39(3), 3708–3716.CrossRef
77.
Lim, W. M., & Ting, D. H. (2014). Consumer acceptance and continuance of online group buying. Journal of Computer Information Systems, 53(4), 87–96.CrossRef
78.
Lin, C.-P., & Bhattacherjee, A. (2008). Elucidating individual intention to use interactive information technologies: The role of network externalities. International Journal of Electronic Commerce, 13(1), 85–108.CrossRef
79.
Lin, C. A. (1996). Looking back: The contribution of Blumler and Katz’s uses of mass communication. Journal of Broadcasting & Electronic Media, 40(4), 574–581.CrossRef
80.
Lin, H.-F. (2007). The impact of website quality dimensions on customer satisfaction in the B2C e-commerce context. Total Quality Management & Business Excellence, 18(3), 363–378.CrossRef
81.
Lin, H.-W., & Lin, Y.-L. (2014). Digital educational game value hierarchy from a learners’ perspective. Computers in Human Behavior, 30, 1–12.CrossRef
82.
Lin, K.-Y., & Lu, H.-P. (2011). Why people use social networking sites: An empirical study integrating network externalities and motivation theory. Computers in Human Behavior, 27, 1152–1161.CrossRef
83.
Luo, M. M., Chen, J.-S., Ching, R. K. H., & Liu, C.-C. (2011). An examination of the effects of virtual experiential marketing on online customer intentions and loyalty. Service Industries Journal, 31(13), 2163–2191.CrossRef
84.
Malik, A., Dhir, A., & Nieminen, M. (2016). Uses and gratifications of digital photo sharing on facebook. Telematics and Informatics, 33(1), 129–138.CrossRef
85.
Monsuwe, T. P., Dellaert, B. G. C., & de Ruyter, K. (2004). What drives consumers to shop online? A literature review. International Journal of Service Industry Management, 15(1), 102–121.CrossRef
86.
Neslin, S. A., Grewal, D., Leghorn, R., Shankar, V., & Teerling, M. L. (2006). Challenges and opportunities in multichannel customer management. Journal of Service Research, 9(2), 95–112.CrossRef
87.
Nielsen, N. A., Larsen-Bech, T., & Grunert, K. G. (1998). Consumer purchase motives and product perceptions: A laddering study on vegetable oil in three countries. Food Quality and Preference, 9(6), 455–466.CrossRef
88.
O’Brien, H. L. (2010). The influence of hedonic and utilitarian motivations on user engagement: The case of online shopping experience. Interacting with Computers, 22(5), 344–352.CrossRef
89.
Olson, J. C., & Reynolds, T. J. (2001). Understanding consumer decision making: The means-end approach to marketing and advertising strategy. New Jersey: Lawrence Erlbaum Associates.
90.
Parasuraman, A., Zeithaml, V. A., & Malholtra, A. (2005). E-S-QUAL: A multiple-item scale for assessing electronic service quality. Journal of Service Research, 7(3), 213–235.CrossRef
91.
Park, C.-H., & Kim, Y.-G. (2003). Identifying key factors affecting consumer purchase behavior in an online shopping context. International Journal of Retail & Distribution Management, 31(1), 16–29.CrossRef
92.
Park, H.-H., & Sullivan, P. (2009). Market segmentation with respect to university students’ clothing benefits sought: Shopping orientation, clothing attribute evaluation, and brand repatronage. International Journal of Retail & Distribution Management, 37(2), 182–201.CrossRef
93.
Park, I., Bhatnagar, A., & Rao, H. R. (2010). Assurance seals, online customer satisfaction, and repurchase intention. International Journal of Electronic Commerce, 14(3), 11–34.CrossRef
94.
Peltier, J. W., & Schribrowsky, J. A. (1992). The use of need-based segmentation for developing segment-specific direct marketing strategies. Journal of Direct Marketing, 6(3), 44–53.CrossRef
95.
Phang, C. W., Kankanhalli, A., Ramarkrishnan, K., & Raman, K. S. (2010). Customers’ preference of online store visit strategies: An investigation of demographic variables. European Journal of Information Systems, 19(3), 344–358.CrossRef
96.
Phang, C. W., Tan, C.-H., Sutanto, J., Magagna, F., & Lu, X. (2014). Leveraging O2O commerce for product promotion: An empirical investigation in mainland China. IEEE Transactions on Engineering Management, 61(4), 623–632.CrossRef
97.
Pieters, R., Baumgartner, H., & Allen, D. (1995). A means-end chain approach to consumer goal structures. International Journal of Research in Marketing, 12(3), 227–244.CrossRef
98.
Piotrowicz, W., & Cuthbertson, R. (2014). Introduction to the special issue information technology in retail: Toward omnichannel retailing. International Journal of Electronic Commerce, 18(4), 5–16.CrossRef
99.
100.
Ray, M. (1973). Marketing communication and the hierarchy of effects. New models for communication research, 2, 146–175.
101.
Renolds, T. J., & Rochon, J. P. (2001). Consumer segmentation based on cognitive orientations: The Chemlawn case. In T. J. Renolds & J. C. Olson (Eds.), Understanding consumer decision making: The means-end approach to marketing and advertising strategy (pp. 283–298). London: Lawrence Erlbaunm Associates.CrossRef
102.
Reynolds, T. J., & Gutman, J. (1988). Laddering theory, method, analysis, and interpretation. Journal of Advertising Research, 28(1), 18–31.
103.
Reynolds, T. J., & Gutman, J. (2001). Advancements in laddering. In J. C. Olson & T. J. Reynolds (Eds.), Understanding consumer decison making: The means-end approach to marketing and advertising strategy (pp. 91–118). Mahwah, NJ: Erlbaum.CrossRef
104.
Reynolds, T. J., & Olson, J. C. (2001). The means-end approach to understanding consumer decision making. In T. J. Reynolds & J. C. Olson (Eds.), Understanding consumer decision making: The means-end approach to marketing and advertising strategy (pp. 3–23). Mahwah, NJ: Lawrence Erlbaum Associates.CrossRef
105.
Rohm, A., & Swaminathan, V. (2004). A typology of online shoppers based on shopping motivations. Journal of Business Research, 57(7), 748–757.CrossRef
106.
Rubin, A. M. (1994). Media uses and effects: A uses and gratifications perspective. In J. Bryant & D. Zillmann (Eds.), Media effects: Advances in theory and research (pp. 417–436). Hillsdale, NJ: Lawrence Erlbaum Association.
107.
Ruggiero, T. E. (2000). Uses and gratification theory in the 21st century. Mass Communication & Society, 3(1), 3–37.CrossRef
108.
Sands, S., Ferraro, C., Campbell, C., & Pallant, J. (2016). Segmentating multichannel consumers across search, purchase and after-sales. Journal of Retailingand Consumer Services, 33, 62–71.CrossRef
109.
Schroder, H., & Zaharia, S. (2008). Linking multi-channel customer behavior with shopping motives: An epirical investigation of a german retailer. Journal of Retailing and Consumer Services, 15(6), 452–468.CrossRef
110.
Seiders, K., Berry, L. L., & Gresham, L. (2000). Attention retailers: How convenient is your convenience strategy? Sloan Management Review, 49(3), 79–90.
111.
Shareef, M. A., Kumar, U., & Kumar, V. (2008). Role of different electronic-commerce quality factors on purchase decision: A develping country perspective. Journal of Electronic Commerce Research, 9(2), 92–113.
112.
Shih, H.-P. (2004). An empirical study on predicting user acceptance of e-shopping on the web. Information & Management, 41(3), 351–368.CrossRef
113.
Sun, Q. (2007). Strategic market planning in China: A means-end chain approach to market segmentation within the beijing mobile phone market. Ph.D. Thesis, University of Salford, Salford.
114.
Suri, R., Long, M., & Monroe, K. B. (2003). The impact of the internet and consmer motivation on evaluation of prices. Journal of Business Research, 56(5), 379–390.CrossRef
115.
Tandon, A., Gupta, A., & Tripathi, V. (2016). The viability of benefit segmentation in tier-ii cities of India—identifying benefits sought by Indian customers. International Journal of Innovation and Research, 10(4), 501–518.
116.
To, P.-L., Liao, C., & Lin, T.-H. (2007). Shopping motivations on internet: A study based on utilitarian and hedonic value. Technovation, 27(12), 774–787.CrossRef
117.
Veludo-de-Oliveria, T. M., Ikeda, A. A., & Campomar, M. C. (2006). Discussing laddering application by the means end chain theory. Qualitative Report, 11(4), 626–642.
118.
Vivek, S. D., Banwet, D. K., & Shankar, R. (2008). Analysis of interactions among core, transaction and relationship-specific investments: The case of offshoring. Journal of Operations Management, 26(2), 180–197.CrossRef
119.
Walia, N., Srite, M., & Huddleston, W. (2016). Eyeing the web interface: The influence of price, product, and personal involvement. Electronic Commerce Research, 16(3), 297–333.CrossRef
120.
Wang, E. S.-T., & Chou, N. P.-Y. (2014). Consumer characteristics, social influence, and system factors on online group-buying repurchase intention. Journal of Electronic Commerce Research, 15(2), 119–132.
121.
Wang, W.-T., Wang, Y.-S., & Liu, E.-R. (2016). The stickiness intention of group-buying websites: The integration of the commitment-trust theory and e-commerce success model. Information & Management, 53(5), 625–642.CrossRef
122.
Wang, Z., Rao, C. P., & D’Auria, A. (1994). A comparison of the rokeach value survey (RVS) in China and the United States. In Asia Pacific advances in consumer research (pp. 185–190).
123.
Wedel, M., & Kamukura, W. A. (2000). Market segmentation: Conceptual and methodological foundations. Boston: Kluwer Academic.CrossRef
124.
Westbrook, R. A., & Black, W. C. (1985). A motivation-based shopper typology. Journal of Retail, 61(1), 78–103.
125.
Wind, Y. (1978). Issues and advances in segmentation research. Journal of Marketing Research, 15(3), 317–337.CrossRef
126.
Xiao, L., Guo, Z., & D’Ambra, J.(2014). A typology of online group buyers: Using means-end structures for benefit segmentation. In 35th international conference on information systems, Auckland, New Zealand.
127.
Yeh, R. C., Chen, Y.-C., Lin, L.-M., & Wu, J.-H. (2014). Factors affecting consumers’ value creation in online group buying. Paper presented at Pacific–Asia conference in information systems, Chengdu, China.
128.
Yen, C., & Chang, C.-M. (2015). Unity is strength: Understanding users’ group buying behavior in Taiwan from a collectivism perspective. Journal of Electronic Commerce Research, 16(2), 109–122.
129.
Yoon, C. (2009). The effects of national culture values on consumer acceptance of e-commerce: Online shoppers in China. Information & Management, 46, 294–301.CrossRef
130.
Zanoli, R., & Naspetti, S. (2002). Consumer motivations in the purchase of organic food—a means-end approach. British Food Journal, 104(8), 643–653.CrossRef
131.
Zhao, L., & Lu, Y. (2012). Enhancing perceived interactivity through network externalities: An empirical study on micro-blogging service satisfaction and continuance intention. Decision Support Systems, 53, 825–834.CrossRef
Metadaten
Titel
Benefit-based O2O commerce segmentation: a means-end chain approach
verfasst von
Lin Xiao
Zixiu Guo
John D’Ambra
Publikationsdatum
06.01.2018
Verlag
Springer US
Erschienen in
Electronic Commerce Research / Ausgabe 2/2019
Print ISSN: 1389-5753
Elektronische ISSN: 1572-9362
DOI
https://doi.org/10.1007/s10660-017-9286-3

Weitere Artikel der Ausgabe 2/2019

Electronic Commerce Research 2/2019 Zur Ausgabe

OriginalPaper

The process of solving problems with self-service technologies: a study from the user’s perspective

OriginalPaper

Transfer of electronic commerce trust between physical and virtual environments: experimental effects of structural assurance and situational normality

OriginalPaper

A data-driven approach for extracting and analyzing collaboration patterns at the interagent and intergroup levels in business process

OriginalPaper

Digital transformation and possession attachment: examining the endowment effect for consumers’ relationships with hedonic and utilitarian digital service technologies

OriginalPaper

Incorporating facial attractiveness in photos for online dating recommendation

OriginalPaper

What makes a helpful online review? A meta-analysis of review characteristics