title: A customer value analysis of Taiwan ice cream market: a means-end chain approach across consumption situations.
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.
authors.affiliation: Department of Distribution Management, National Taichung University of Science and Technology, 129 Sanmin Road, Sec. 3, Taichung, Taiwan.
authors.forename: Yan-Kwang
authors.initials: YK
authors.lastname: Chen
authors.affiliation: Department of Distribution Management, National Taichung University of Science and Technology, 129 Sanmin Road, Sec. 3, Taichung, Taiwan.
authors.forename: Pei-Shan
authors.initials: PS
authors.lastname: Tsai
authors.affiliation: Department of Tourism and Recreation Management, Overseas Chinese University, 100,Chiao Kwang Rd., Taichung, 40721 Taiwan.
authors.forename: Fei-Rung
authors.initials: FR
authors.lastname: Chiu
keywords: Consumption situation; Hierarchical value map; Ice cream; Implication matrix; Means-end chain