Understanding Consumer Decision Making: The Means-End Approach to Marketing and Advertising Strategy

By Thomas J. Reynolds; Jerry C. Olson | Go to book overview

ACKNOWLEDGMENTS

We would like to express our gratitude for contributions by Steven West-berg and Jonathan Goldwater.


REFERENCES

Bass, F. M., Pessemier, E. A., & Lehmann, D. R. (1972). An experimental study of relationships between attitudes, brand preference and choice. Behavioral Science, 17, 6, 532–541.

Bass, F. M., & Talarzyk, W. W. (1972). An attitude model for the study of brand preference. Journal of Marketing Research, 9, 1, 93–96.

Gengler, C. E. (1990). An architectural perspective on advertising strategy. Unpublished doctoral dissertation, University of Texas-Dallas.

Gengler, C. E., & Reynolds, T. J. (1993). A structural model of advertising effects. In A. Mitch-ell (Ed.), Advertising Exposure, Memory, and Choice (pp. 283–302). Hillsdale, NJ: Lawrence Erlbaum Associates.

Gengler, C. E., & Reynolds, T. J. (1989, November). means-end structural analysis: Computer generated hierarchical value maps. Paper presented at EIASM Workshop on Consumer Behavior: Extending the Cognitive Structure Perspective, Brussels, Belgium, November 1989.

Gutman, J. (1982). A means-end chain model based on consumer categorization processes. Journal of Marketing, 46, 2, 60–72.

Gutman, C., & Reynolds, T. J. (1979). An investigation of the levels of cognitive abstraction utilized by consumers in product differentiation. In J. Eighmey (Ed.), Attitude Research Under the Sun (pp. 128–150). Chicago: American Marketing Association.

Haley, R. I. (1968). Benefit segmentation: A decision-oriented research tool. Journal of Marketing, 32, 3, 30–35.

Haley, R. I. (1984). Benefit segments: Backwards and forwards. Journal of Advertising Research, 24, 1, 19–25.

Homer, P. M., & Kahle, L. R. (1988). A structural equation test of the value-attitude-behavior hierarchy. Journal of Personality and Social Psychology, 54, 4, 638–646.

Howard, J. A. (1977). Consumer behavior: application and theory. New York: McGraw-Hill.

Klenosky, D. B., Gengler, C. E., & Mulvey, M. S. (1993). Understanding the factors influencing ski destination choice: A means-end analytic approach. Journal of Leisure Research, 25, 4, 362–379.

Lehmann, D. R. (1971). Television show preference: Application of a choice model. Journal of Marketing Research, 8, 1, 47–55.

Little, J. D. (1979). Aggregate advertising models: The state of the art. Operations Research, 27, 629–667.

McAlister, L. (1982). A dynamic attribute satiation model of variety seeking behavior. Journal of Consumer Research, 9, 3, 141–150.

Mitchell, A. (1983). Nine American lifestyles. New York: Warner.

Myers, J. H. (1976). Benefit structure analysis: A new tool for product planning. Journal of Marketing, 40, 4, 23–32.

Olson, J. C., & Reynolds, T. J. (1983). Understanding consumers' cognitive structures: Implications for advertising strategy. In L. Percy & A. Woodside (Eds.), Advertising and Consumer Psychology, Vol. 1 (pp. 77–90). Lexington, MA: Lexington Books.

Peter, J. P., and Olson, J. C. (1987). Consumer behavior: Marketing strategy perspectives. Home-wood, IL: Irwin.

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