Virtual goods, real goals: Exploring means-end goal structures of consumers in social virtual worlds

Y Jung, SD Pawlowski - Information & Management, 2014 - Elsevier
Y Jung, SD Pawlowski
Information & Management, 2014Elsevier
The aim of this study is to understand consumer goals for virtual consumption in social
virtual worlds. Using a means-end chain approach, interviews with 93 users were analyzed
to produce a hierarchical goal map, revealing that virtual consumption enables a diversity of
goals beyond the previously identified experiential goals. The article's theoretical
contributions include:(1) extending our understanding of user goals/goal relationships for
virtual activities and (2) developing virtual liminoid theory, which describes transitions …
Abstract
The aim of this study is to understand consumer goals for virtual consumption in social virtual worlds. Using a means-end chain approach, interviews with 93 users were analyzed to produce a hierarchical goal map, revealing that virtual consumption enables a diversity of goals beyond the previously identified experiential goals. The article's theoretical contributions include: (1) extending our understanding of user goals/goal relationships for virtual activities and (2) developing virtual liminoid theory, which describes transitions between users’ real-world and virtual identities and virtual consumption as a transition catalyst. The study illustrates the value of a goal focus for future research on user behavior in virtual worlds.
Elsevier
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