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While motivations for cultural and heritage tourism remain complex and diverse, previous studies overlook the structure and link of personal values, expected experience consequences, and destination attributes. Meanwhile, value pursuit as an enduring belief influencing tourists' motivations and behavior has received limited research attention. Therefore, this study explores diverse motivations using the means-end chain and laddering interview techniques. The Five Great Avenues in Tianjin, China, a historical landscape embodying the social characteristics of China and Western colonialism in the 18th and 19th centuries, was used as the study site. The results show that self-development and socialization are the most important value pursuits, followed by hedonism and differentiation. Other value-based motivations include identification, existentialism, escapism, and freedom. A hierarchical map between value pursuits, tourism consequences, and destination attributes is constructed to elucidate the interactive nature of tourism motivation. Findings are utilized to develop a value-based motivation classification framework for understanding diverse value-based motivations. This study contributes to a comprehensive framework for understanding the complexity of motivation in the culture and heritage tourism context, which provides practical insights for segmentation and destination positioning. [ABSTRACT FROM AUTHOR]

This research note reports an investigation into the personal values that are salient to consumers when considering stopover destinations during long-haul travel. The findings, from personal interviews using the Repertory Test and laddering analysis, present destination marketers with potential brand positioning themes based on personal values. One of the greatest challenges facing destination marketers is developing a succinct brand positioning theme representative of a multiattributed entity that effectively differentiates from competing places offering similar attributes and benefits. It is argued that the development of a brand identity based on personal values, which subsume a myriad of attributes and benefits, has the potential to appeal to a broader range of travelers. This study, in the context of international stopover destinations for Greek travelers, replicated a similar investigation undertaken in the context of Australian domestic short-break holidays. The commonality between the findings of the two studies supports the development of a proposition that a relatively small number of personal values are relevant across different destination travel contexts. This could represent a solution to the challenge of developing a brand positioning theme that will be relevant across different markets and will appease the diversity of stakeholders at the destination. [ABSTRACT FROM AUTHOR]

Social media brand communities (SMBCs) have been heralded for their co‐creative, participatory potential whereby consumers actively contribute to the proliferation of meaningful brand avenues in a virtuously circular relationship with brands. Elevated loyalty and enhanced brand equity have been posited repeatedly as likely outcomes of a positively engaged community of brand aficionados. However, evidence to the contrary as negative brand co‐creation or brand co‐destruction has been progressively piling up in the extant literature. This paper contributes to the meaning co‐creation in SMBCs literature primarily on two grounds: first, by offering a methodological framework for adapting the laddering research technique in a mixed methods vein to SMBCs data in a thread‐specific context, by leveraging the analytical capabilities of NVivo CAQDAS software; second, by addressing bottlenecks in the applicability of the proposed methodology in light of negative brand co‐creation. [ABSTRACT FROM AUTHOR]

This study explores the values of pilgrimage exhibited by senior travelers in Taiwan. We identify and explore both spiritual and social values by applying means-end chain theory and the laddering technique. This study investigates the hierarchical relationship among pilgrimage attributes, the consequences that senior pilgrims obtained, and the satisfaction of personal values as an ultimate goal. The clear links are found among attributes, consequences, and values with social interactions that are acquired by keeping in touch with friends, followed by spiritual succor and support that connects with supporting temples, praying, and vow redemption. These findings provide novel insights into pilgrimage literature. [ABSTRACT FROM AUTHOR]

This study examines Chinese outbound leisure travel motivation using a two-stage means-end chain (MEC) approach. In-depth interviews (n = 60) using a soft-laddering method followed by a hard-laddering survey (n = 600) with experienced Chinese outbound leisure travellers allowed culturally specific motivations for travel to be identified, based on 48 items at attribute, consequence and value levels. Six dominant MECs were identified. These findings provide a non-Western structure to the subtleties and salient dimensions of traveller motivation. [ABSTRACT FROM AUTHOR]

Global advertising often uses cultural values to standardize globally advertised messages. However, this exploratory study investigates the possibility that rather than cultural values (and consumer wants), it is consumer needs that are strongly shared across countries. Therefore, it might be possible to replace cultural values with these shared consumer needs for the standardization of globally advertised messages. This study does not argue against the universality of the content or structure of values, but rather against the universality of the importance of values across countries. The means-end theory is used to link the relationships between consumer wants, needs, and values. Data collected from Indian and Chinese consumers of information technology education services were analyzed using the laddering technique to reveal hierarchical value maps for each of the two country samples. The results indicate that at the level of consumer wants, Indian consumers seek more tangible attributes while Chinese consumers seek more intangible ones. Also, at the level of cultural values, Chinese consumers associate more values with the service than their Indian counterparts. At the same time, within both groups of consumers the same set of consumer needs were strongly shared among consumers; these were the need for knowledge enhancement, the need for skill improvement, and the need for better employability. Therefore, the results suggest that if managers want to successfully standardize their global advertising, their message strategy could focus on consumer needs that are strongly shared across countries. [ABSTRACT FROM AUTHOR]

Purpose This paper aims to explore why consumers absorb ethical habits into their daily consumption, despite having little interest or understanding of the ethics they are buying into, by looking at the motivation behind mainstream ethical consumption.Design/methodology/approach Fifty in-depth field interviews at point of purchase capture actual ethical consumption behavior, tied with a progressive-laddering interview technique yields over 400 consumption units of analysis.Findings Ethical attitudes, values and rational information processing have limited veracity for mainstream ethical consumption. Habit and constrained choice, as well as self-gratification, peer influence and an interpretivist understanding of what ethics are being purchased provide the primary drivers for consumption.Research limitations/implications Use of qualitative sampling and analysis limits the generalizability of this paper. However, the quantitative representation of data demonstrates the strength with which motivations were perceived to influence consumption choice.Practical implications Ethical brands which focus on explicit altruistic ethical messaging at the expense of hedonistic messaging, or ambiguous pseudo ethics-as-quality messaging, limit their appeal to mainstream consumers. Retailers, however, benefit from the halo effect of ethical brands in store.Social implications The paper highlights the importance of retailer engagement with ethical products as a precursor to normalizing ethical consumption, and the importance of normative messaging in changing habits.Originality/value The paper provides original robust critique of the current field of ethical consumption and an insight into new theoretical themes of urgent general interest to the field. [ABSTRACT FROM AUTHOR]

In this paper, Means-End Chain Theory is used for the positioning strategy study on regional brand of Linhai Orange, and based on soft laddering method, 33 Linhai Orange consumer are interviewed. By understanding the individual needs of Linhai Orange consumer, this paper establishes the "Attributes- Consequences-Value" matrix and hierarchical value map. This study aims to explore the regional brand positioning strategy of Linhai Orange, in order to promote the regional brand building and extension of Linhai Orange and enhance the sustained regional brand development of Linhai Orange. [ABSTRACT FROM AUTHOR]

This study explores the complaint management expectations of 72 British and 74 German organizational buyers using automated online means-end laddering and a Hierarchical Value Map presentation. It conceptualizes the links between expected complaint resolution attributes by the buyer (i.e., means) and the buyer’s value perceptions (i.e., ends). Unlike previous research, we highlight similarities and differences in the drivers behind and attributes of complaint management expectations across two countries (Germany and the United Kingdom). Even in countries appearing to be similar economically and culturally, we find differences in the desired attributes. British buyers, for example, emphasize softer complaint resolution attributes compared to Germans. Our study is the first to present a model of complaint management expectations incorporating the role of culture, and it provides managerial directions on standardization and adaption of complaint resolution attributes. Furthermore, it evaluates justice dimensions (especially interactional justice) and their impact on perceptions of complaint management. [ABSTRACT FROM AUTHOR]

Purpose -- The purpose of this paper is to more thoroughly investigate the role of organizational citizenship behaviors (OCBs) in sales force settings and the reason why salespeople should practice OCBs. In fact, in spite of the huge body of literature on OCBs and their impact on performance, some important knowledge gaps still remain to be filled. Inconsistent and unexpected findings are particularly apparent in the relatively few studies investigating OCBs in sales forces. The authors argue that some specific characteristics of the selling job and related tasks make the analysis of the practice of these behaviors in the sales context particularly interesting. Design/methodology/approach -- The authors explore which OCBs salespeople engage in, and analyze the perceived consequences of such behaviors using means-end theory and the laddering technique. They apply means-end theory and the laddering technique to interview a sample of salespersons from three companies operating in different business-to-business settings. Findings -- The end result of the empirical analysis is the hierarchical value map showing a set of linkages among OCBs and their perceived consequences. In the perceptions of salespeople, OCBs play a strong utilitarian role in that they facilitate personal goal attainment. In salespeople's minds, there are no relevant trade-offs between OCBs and task-performance as long as the former can be used to improve the latter. For salespeople, the path from OCBs to performance may vary, depending on whether the performance in question is organizational, individual or customer-focused. Finally, some OCBs apparently contribute to creating customer trust in the salesperson. Research limitations/implications -- The findings add some interesting insights to the discussion regarding some controversies in OCBs literature, especially the interplay of contextual performance and task performance. Practical implications -- Various types of OCBs can be encouraged through different managerial interventions. As an example, altruism can be fostered by appropriate recruiting criteria (e.g. using "attitude toward teamwork" as a key personnel selection factor), and by training initiatives and leadership style. Altruism can also be stimulated by an adequately designed organizational structure (e.g. team-based) as well as by adopting appropriate integration mechanisms that facilitate interpersonal and interfunctional cooperation. Sales managers can foster some OCBs by promoting knowledge sharing and reciprocal learning among members of the sales team, and by emphasizing the positive consequences of OCBs in all communication with salespeople. Originality/value -- Findings from this study challenge some widespread assumptions about OCBs in general. In fact, most of the literature holds that OCBs are an example of prosocial behaviors. Actually, the findings suggest that in the specific case of salespeople, OCBs are ultimately self-directed, for the most part. [ABSTRACT FROM AUTHOR]

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ABSTRACT Although the tourism industry has been dramatically altered due to the Internet, there has been limited research published about international entrepreneurial values and Internet use in tourism firms. The findings of this study point to a relationship between the values of Internet-enabled international entrepreneurs in small-sized to medium-sized enterprises and the inclination of the firm to develop and initiate international activity. The findings of this study suggest that Internet-enabled tourism entrepreneurs share similar construct values. Two effective but underutilized qualitative methods were used in this study. The first method, repertory test, is an efficient technique for exploring constructs in decision making; the second method, laddering analysis, facilitates understanding of the perceived consequences and personal values guiding behaviour. Copyright © 2012 John Wiley & Sons, Ltd. [ABSTRACT FROM AUTHOR]

Copyright of Revista de Administração e Inovação (RAI) is the property of Revista de Administracao e Inovacao- RAI and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)