Conventional and Extended Versions of Means-end Chain Theory

Abstract

This methodological and concept paper reviews the role and complexity of the recently emerged yet already well-established value-based cognitive model – Means-end Chain (MEC). The paper compares the most commonly used approaches to MEC. It examines the compatibility of available models with the theory behind MEC, reveal the conceptual gaps and outlines opportunities for future research. Leading papers, books and publications on MEC address either technical aspects of the theory or the interaction of MEC and values. The present paper paves the way for understanding the MEC from a novel, motivational perspective by integrating micro- and macro-levels into the theory. The theoretical framework is based on a critical view of the scientific literature and includes the identification of methodologies focusing on laddering techniques, statistical methods and programmes to plot Hierarchical Value Maps. Particular attention is paid to extended MEC models intersecting with value instruments (RVS, LOV), lifestyle approaches (AIOs, RISC, CCA, FRL, etc.), dual process models (the Elaboration Likelihood Model and the Heuristic-systematic Model) and the Theory of Planned Behaviour. These are used to outline the prospects prevailing in modern marketing and consumer research. The results of the investigation point to opportunities for enlarging the latitude of MEC by integrating micro and macro elements to enhance the model with symbolism, dynamics and multi-dimensionality.