The Experts below are selected from a list of 80787 Experts worldwide ranked by ideXlab platform
Yaacov Trope - One of the best experts on this subject based on the ideXlab platform.
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Big picture is better: The social implications of Construal level for advice taking
Organizational Behavior and Human Decision Processes, 2016Co-Authors: Jean-nicolas Reyt, Batia M. Wiesenfeld, Yaacov TropeAbstract:Abstract Advice taking is of growing interest to organizational scholars because it is a critical pathway for knowledge transfer and learning. Based on Construal level theory, we hypothesize that high Construal advisors are viewed as experts and, in turn, others are more likely to take their advice. In a field study of an online community of programmers and a laboratory experiment measuring psychological mechanisms, we find that signaling higher Construal by communicating more abstractly is positively associated with expert reputation, which in turn explains others’ advice-taking behavior. Implications for research on the social consequences of Construal level and novel antecedents of perceived expertise and advice taking are discussed.
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politeness and psychological distance a Construal level perspective
Journal of Personality and Social Psychology, 2010Co-Authors: Elena Stephan, Nira Liberman, Yaacov TropeAbstract:According to politeness theory (P. Brown & S. Levinson, 1987), politeness serves to both reflect and regulate social distance. On the basis of this notion and on Construal level theory (N. Liberman & Y. Trope, 2008; N. Liberman, Y. Trope, & E. Stephan, 2007), it was predicted that politeness would be related to abstract Construal, temporal distance, and spatial distance. Eight studies supported this prediction. Politeness increased when the addressees were construed abstractly (Study 1), were temporally distant (Studies 2, 3), and were spatially distant (Study 4). It was also found that increasing politeness produced abstract Construals (Study 5), greater temporal distance (Study 6), and greater spatial distance (Study 7, 8). These findings shed light on the way politeness operates in different cultures and is conveyed in different languages, and they support the idea that dimensions of psychological distance are interrelated.
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the effect of Construal level on subjective probability estimates
Psychological Science, 2009Co-Authors: Cheryl J Wakslak, Yaacov TropeAbstract:In a series of studies, we examined novel predictions drawn from a conceptualization of probability as psychological distance. Manipulating Construal level in a number of different ways and examining a variety of probability judgments, we found that participants led to adopt a high-level-Construal mind-set made lower probability assessments than did those led to adopt a low-level-Construal mind-set. Moreover, this occurred even when Construal level was manipulated in a context separate from the judgment task and the manipulation was unrelated in content to the events being judged. These findings suggest that broad processing variables can exert a widespread influence on probability judgment.
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Construal level and procrastination
Psychological Science, 2008Co-Authors: Sean M Mccrea, Nira Liberman, Yaacov Trope, Steven J ShermanAbstract:According to Construal-level theory, events that are distant in time tend to be represented more abstractly than are events that are close in time. This mental association between level of abstractness and temporal distance is proposed to be a bidirectional relationship, such that level of representation of an event should also have effects on the time when the activity is performed. In the present studies, participants were asked to respond to a questionnaire via e-mail within 3 weeks. The questionnaire was designed to induce either an abstract or a concrete Construal. Using a variety of manipulations of Construal level, the studies supported the predictions of Construal-level theory. Individuals were less likely to procrastinate performing the task when the questionnaire induced a more concrete Construal. Furthermore, this effect did not depend on the attractiveness, importance, or perceived difficulty of the task.
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Construal levels and psychological distance effects on representation prediction evaluation and behavior
Journal of Consumer Psychology, 2007Co-Authors: Yaacov Trope, Nira Liberman, Cheryl J WakslakAbstract:Construal level theory (CLT) is an account of how psychological distance influences individuals’ thoughts and behavior. CLT assumes that people mentally construe objects that are psychologically near in terms of low-level, detailed, and contextualized features, whereas at a distance they construe the same objects or events in terms of high-level, abstract, and stable characteristics. Research has shown that different dimensions of psychological distance (time, space, social distance, and hypotheticality) affect mental Construal and that these Construals, in turn, guide prediction, evaluation, and behavior. The present paper reviews this research and its implications for consumer psychology.
Nira Liberman - One of the best experts on this subject based on the ideXlab platform.
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politeness and psychological distance a Construal level perspective
Journal of Personality and Social Psychology, 2010Co-Authors: Elena Stephan, Nira Liberman, Yaacov TropeAbstract:According to politeness theory (P. Brown & S. Levinson, 1987), politeness serves to both reflect and regulate social distance. On the basis of this notion and on Construal level theory (N. Liberman & Y. Trope, 2008; N. Liberman, Y. Trope, & E. Stephan, 2007), it was predicted that politeness would be related to abstract Construal, temporal distance, and spatial distance. Eight studies supported this prediction. Politeness increased when the addressees were construed abstractly (Study 1), were temporally distant (Studies 2, 3), and were spatially distant (Study 4). It was also found that increasing politeness produced abstract Construals (Study 5), greater temporal distance (Study 6), and greater spatial distance (Study 7, 8). These findings shed light on the way politeness operates in different cultures and is conveyed in different languages, and they support the idea that dimensions of psychological distance are interrelated.
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Construal level and procrastination
Psychological Science, 2008Co-Authors: Sean M Mccrea, Nira Liberman, Yaacov Trope, Steven J ShermanAbstract:According to Construal-level theory, events that are distant in time tend to be represented more abstractly than are events that are close in time. This mental association between level of abstractness and temporal distance is proposed to be a bidirectional relationship, such that level of representation of an event should also have effects on the time when the activity is performed. In the present studies, participants were asked to respond to a questionnaire via e-mail within 3 weeks. The questionnaire was designed to induce either an abstract or a concrete Construal. Using a variety of manipulations of Construal level, the studies supported the predictions of Construal-level theory. Individuals were less likely to procrastinate performing the task when the questionnaire induced a more concrete Construal. Furthermore, this effect did not depend on the attractiveness, importance, or perceived difficulty of the task.
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Construal levels and psychological distance effects on representation prediction evaluation and behavior
Journal of Consumer Psychology, 2007Co-Authors: Yaacov Trope, Nira Liberman, Cheryl J WakslakAbstract:Construal level theory (CLT) is an account of how psychological distance influences individuals’ thoughts and behavior. CLT assumes that people mentally construe objects that are psychologically near in terms of low-level, detailed, and contextualized features, whereas at a distance they construe the same objects or events in terms of high-level, abstract, and stable characteristics. Research has shown that different dimensions of psychological distance (time, space, social distance, and hypotheticality) affect mental Construal and that these Construals, in turn, guide prediction, evaluation, and behavior. The present paper reviews this research and its implications for consumer psychology.
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the association between psychological distance and Construal level evidence from an implicit association test
Journal of Experimental Psychology: General, 2006Co-Authors: Yoav Baranan, Nira Liberman, Yaacov TropeAbstract:According to Construal level theory (N. Liberman, Y. Trope, & E. Stephan, in press; Y. Trope & N.Liberman, 2003), people use a more abstract, high Construal level when judging, perceiving, andpredicting more psychologically distal targets, and they judge more abstract targets as being morepsychologically distal. The present research demonstrated that associations between more distance andhigher level of Construal also exist on a pure conceptual level. Eight experiments used the ImplicitAssociation Test (IAT; A. G. Greenwald, D. E. McGhee, & J. L. K. Schwartz, 1998) to demonstrate anassociation between words related to Construal level (low vs. high) and words related to four dimensionsof distance (proximal vs. distal): temporal distance, spatial distance, social distance, and hypotheticality.In addition to demonstrating an association between level of Construal and psychological distance, thesefindings also corroborate the assumption that all 4 dimensions of psychological distance are related tolevelofConstrualinasimilarwayandsupportthenotionthattheyallareformsofpsychologicaldistance.Keywords: psychological distance, Construal level theory, abstraction, implicit association test, temporaldistance
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Construal levels and self control
Journal of Personality and Social Psychology, 2006Co-Authors: Kentaro Fujita, Nira Liberman, Yaacov Trope, Maya LevinsagiAbstract:The authors propose that self-control involves making decisions and behaving in a manner consistent with high-level versus low-level Construals of a situation. Activation of high-level Construals (which capture global, superordinate, primary features of an event) should lead to greater self-control than activation of low-level Construals (which capture local, subordinate, secondary features). In 6 experiments using 3 different techniques, the authors manipulated Construal levels and assessed their effects on self-control and underlying psychological processes. High-level Construals led to decreased preferences for immediate over delayed outcomes, greater physical endurance, stronger intentions to exert self-control, and less positive evaluations of temptations that undermine self-control. These results support a Construal-level analysis of self-control.
Michaela Wänke - One of the best experts on this subject based on the ideXlab platform.
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money and thinking reminders of money trigger abstract Construal and shape consumer judgments
Journal of Consumer Research, 2013Co-Authors: Jochim Hansen, Florian Kutzner, Michaela WänkeAbstract:The idea of money reminds consumers of personal strength and resources. Such cues have been found to increase the level of mental Construal. Consequently, it was hypothesized and found in five experiments that reminders of money trigger abstract (vs. concrete) mental Construals. Participants were primed with money or money-unrelated concepts. Money primes caused a preference for abstract over concrete action identifications (experiment 1), instigated the formation of broader categories (experiment 2), and facilitated the identification of global (vs. local) aspects of visual patterns (experiment 3). This effect extended to consumer judgments: money primes caused a focus on central (vs. peripheral) aspects of products (experiment 4) and increased the influence of quality of parent brands in evaluations of brand extensions. Priming with a little money (experiment 3) or expenditures (experiment 5) did not trigger abstract Construals, indicating that the association between money and resources drives the effect.
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Money and Thinking: Reminders of Money Trigger Abstract Construal and Shape Consumer Judgments
Journal of Consumer Research, 2013Co-Authors: Jochim Hansen, Florian Kutzner, Michaela WänkeAbstract:The idea of money reminds consumers of personal strength and resources. Such cues have been found to increase the level of mental Construal. Consequently, it was hypothesized and found in five experiments that reminders of money trigger abstract (vs. concrete) mental Construals. Participants were primed with money or money-unrelated concepts. Money primes caused a preference for abstract over concrete action identifications (experiment 1), instigated the formation of broader categories (experiment 2), and facilitated the identification of global (vs. local) aspects of visual patterns (experiment 3). This effect extended to consumer judgments: money primes caused a focus on central (vs. peripheral) aspects of products (experiment 4) and increased the influence of quality of parent brands in evaluations of brand extensions. Priming with a little money (experiment 3) or expenditures (experiment 5) did not trigger abstract Construals, indicating that the association between money and resources drives the effect. CR - Copyright © 2013 Journal of Consumer Research, Inc.
Jochim Hansen - One of the best experts on this subject based on the ideXlab platform.
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money and thinking reminders of money trigger abstract Construal and shape consumer judgments
Journal of Consumer Research, 2013Co-Authors: Jochim Hansen, Florian Kutzner, Michaela WänkeAbstract:The idea of money reminds consumers of personal strength and resources. Such cues have been found to increase the level of mental Construal. Consequently, it was hypothesized and found in five experiments that reminders of money trigger abstract (vs. concrete) mental Construals. Participants were primed with money or money-unrelated concepts. Money primes caused a preference for abstract over concrete action identifications (experiment 1), instigated the formation of broader categories (experiment 2), and facilitated the identification of global (vs. local) aspects of visual patterns (experiment 3). This effect extended to consumer judgments: money primes caused a focus on central (vs. peripheral) aspects of products (experiment 4) and increased the influence of quality of parent brands in evaluations of brand extensions. Priming with a little money (experiment 3) or expenditures (experiment 5) did not trigger abstract Construals, indicating that the association between money and resources drives the effect.
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Money and Thinking: Reminders of Money Trigger Abstract Construal and Shape Consumer Judgments
Journal of Consumer Research, 2013Co-Authors: Jochim Hansen, Florian Kutzner, Michaela WänkeAbstract:The idea of money reminds consumers of personal strength and resources. Such cues have been found to increase the level of mental Construal. Consequently, it was hypothesized and found in five experiments that reminders of money trigger abstract (vs. concrete) mental Construals. Participants were primed with money or money-unrelated concepts. Money primes caused a preference for abstract over concrete action identifications (experiment 1), instigated the formation of broader categories (experiment 2), and facilitated the identification of global (vs. local) aspects of visual patterns (experiment 3). This effect extended to consumer judgments: money primes caused a focus on central (vs. peripheral) aspects of products (experiment 4) and increased the influence of quality of parent brands in evaluations of brand extensions. Priming with a little money (experiment 3) or expenditures (experiment 5) did not trigger abstract Construals, indicating that the association between money and resources drives the effect. CR - Copyright © 2013 Journal of Consumer Research, Inc.
Florian Kutzner - One of the best experts on this subject based on the ideXlab platform.
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money and thinking reminders of money trigger abstract Construal and shape consumer judgments
Journal of Consumer Research, 2013Co-Authors: Jochim Hansen, Florian Kutzner, Michaela WänkeAbstract:The idea of money reminds consumers of personal strength and resources. Such cues have been found to increase the level of mental Construal. Consequently, it was hypothesized and found in five experiments that reminders of money trigger abstract (vs. concrete) mental Construals. Participants were primed with money or money-unrelated concepts. Money primes caused a preference for abstract over concrete action identifications (experiment 1), instigated the formation of broader categories (experiment 2), and facilitated the identification of global (vs. local) aspects of visual patterns (experiment 3). This effect extended to consumer judgments: money primes caused a focus on central (vs. peripheral) aspects of products (experiment 4) and increased the influence of quality of parent brands in evaluations of brand extensions. Priming with a little money (experiment 3) or expenditures (experiment 5) did not trigger abstract Construals, indicating that the association between money and resources drives the effect.
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Money and Thinking: Reminders of Money Trigger Abstract Construal and Shape Consumer Judgments
Journal of Consumer Research, 2013Co-Authors: Jochim Hansen, Florian Kutzner, Michaela WänkeAbstract:The idea of money reminds consumers of personal strength and resources. Such cues have been found to increase the level of mental Construal. Consequently, it was hypothesized and found in five experiments that reminders of money trigger abstract (vs. concrete) mental Construals. Participants were primed with money or money-unrelated concepts. Money primes caused a preference for abstract over concrete action identifications (experiment 1), instigated the formation of broader categories (experiment 2), and facilitated the identification of global (vs. local) aspects of visual patterns (experiment 3). This effect extended to consumer judgments: money primes caused a focus on central (vs. peripheral) aspects of products (experiment 4) and increased the influence of quality of parent brands in evaluations of brand extensions. Priming with a little money (experiment 3) or expenditures (experiment 5) did not trigger abstract Construals, indicating that the association between money and resources drives the effect. CR - Copyright © 2013 Journal of Consumer Research, Inc.
