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The concept of retailer value: A means-end chain analysis

Author

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  • Hans Skytte

    (MAPP Centre, Aarhus School of Business, Haslegaardsvej 10, DK-8210, Aarhus V, Denmark. E-mail: SKY@asb.dk)

  • Karsten Bove

    (MAPP Centre, Aarhus School of Business, Haslegaardsvej 10, DK-8210, Aarhus V, Denmark)

Abstract

It is a well-established fact that creating value for customers is a very important source of competitive advantage. However, no researchers have yet analyzed or defined what is meant by retailer value. In this study, building on a solid theoretical background, we propose a definition of “retailer value.” Subsequently, this concept has been used in an empirical study of retail chains in Denmark and Germany. The study was designed as a means-end chain approach to the buying of pork and fish products by retail buyers. The results revealed that it is possible to analyze the hierarchy between attributes, consequences, and values sought by retail buyers when buying for their companies, and to identify relevant differences across countries and products. These differences across the value maps are used to propose ideas for how manufacturers of pork and fish products can improve their marketing activities and thereby obtain competitive advantage. [EconLit citations: L660, L810.] © 2004 Wiley Periodicals, Inc. Agribusiness 20: 323-345, 2004.

Suggested Citation

  • Hans Skytte & Karsten Bove, 2004. "The concept of retailer value: A means-end chain analysis," Agribusiness, John Wiley & Sons, Ltd., vol. 20(3), pages 323-345.
    • Handle: RePEc:wly:agribz:v:20:y:2004:i:3:p:323-345
    DOI: 10.1002/agr.20010
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    References listed on IDEAS

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    1. Edward J. Zajac & Cyrus P. Olsen, 1993. "From Transaction Cost To Transactional Value Analysis: Implications For The Study Of Interorganizational Strategies," Journal of Management Studies, Wiley Blackwell, vol. 30(1), pages 131-145, January.
    2. Gripsrud, Geir & Gronhaug, Kjell, 1985. "Structure and Strategy in Grocery Retailing: A Sociometric Approach," Journal of Industrial Economics, Wiley Blackwell, vol. 33(3), pages 339-347, March.
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    1. Heungsik Park & Wim Vandekerckhove & Jaeil Lee & Joowon Jeong, 2020. "Laddered Motivations of External Whistleblowers: The Truth About Attributes, Consequences, and Values," Journal of Business Ethics, Springer, vol. 165(4), pages 565-578, September.
    2. Vroegindewey, Ryan & Richardson, Robert B. & Ortega, David L. & Theriault, Veronique, 2021. "Consumer and retailer preferences for local ingredients in processed foods: Evidence from a stacked choice experiment in an African urban dairy market," Food Policy, Elsevier, vol. 103(C).
    3. Kuo-Kuang Fan & Ying Zhou & Jun Zhang, 2021. "Exploring the Sustainable Development of Archaized Block Tourist Destination Based on Communicative Image and Perceptive Image," Sustainability, MDPI, vol. 13(12), pages 1-22, June.
    4. Kim, Changju & Takashima, Katsuyoshi, 2014. "The impact of outcome-based control for retail buyers on organizational performance," Australasian marketing journal, Elsevier, vol. 22(2), pages 76-83.

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