The Role of Regulatory Focus, Social Distance, and Involvement in Anti-High-Risk Drinking Advertising: A Construal-Level Theory Perspective

2015 ◽  
Vol 44 (4) ◽  
pp. 338-348 ◽  
Author(s):  
Sun-Young Park ◽  
Cynthia R. Morton
Keyword(s):  
High Risk ◽  
Social Distance ◽  
Regulatory Focus ◽  
Construal Level Theory ◽  
Construal Level ◽  
High Risk Drinking

Psychological Distance Promotes Exploration in Search of a Global Maximum

2018 ◽  
Author(s):  
Daniel Yudkin
Keyword(s):  
Exploratory Behavior ◽  
Social Distance ◽  
Local Maximum ◽  
Psychological Distance ◽  
Construal Level Theory ◽  
Global Maximum ◽  
Construal Level ◽  
Direct Association ◽  
Decision Structure

Agents must sometimes decide whether to exploit a known resource or search for potentially more profitable options. Here, we investigate the role of psychological distancing in promoting exploratory behavior. We argue that exploration dilemmas pit the value of a reward (“desirability”) against the difficulty or uncertainty of obtaining it (“feasibility”). Based on construal level theory, which suggests that psychological distance increases the importance of rewards’ desirability (versus feasibility), we expect that psychological distance will increase exploration. Two pretests and three experiments support this prediction. Pretests A and B confirm that exploration dilemmas conform to the feasibility/desirability decision structure. In Experiment 1, participants who were prompted to consider an exploration game from a physically distanced perspective were more likely to leave a local maximum in search of a global maximum. Experiments 2 and 3 show that social distance has similar results. Experiment 4 finds evidence of a direct association between construal mindset and exploration. Overall, this research highlights how psychological distancing strategies can promote exploration.

Psychological Distance Promotes Exploration in Search of a Global Maximum

2018 ◽  
Vol 45 (6) ◽  
pp. 893-906 ◽  
Author(s):  
Daniel A. Yudkin ◽  
Rotem Pick ◽  
Elina Yewon Hur ◽  
Nira Liberman ◽  
Yaacov Trope
Keyword(s):  
Exploratory Behavior ◽  
Social Distance ◽  
Local Maximum ◽  
Psychological Distance ◽  
Construal Level Theory ◽  
Global Maximum ◽  
Construal Level ◽  
Direct Association ◽  
Mind Set

Agents must sometimes decide whether to exploit a known resource or search for potentially more profitable options. Here, we investigate the role of psychological distancing in promoting exploratory behavior. We argue that exploration dilemmas pit the value of a reward (“desirability”) against the difficulty or uncertainty of obtaining it (“feasibility”). Based on construal level theory, which suggests that psychological distance increases the importance of rewards’ desirability (vs. feasibility), we expect that psychological distance will increase exploration. Four experiments support this prediction. In Experiment 1, participants who were prompted to consider an exploration game from a physically distanced perspective were more likely to leave a local maximum in search of a global maximum. Experiments 2 and 3 show that social distance has similar results. Experiment 4 finds evidence of a direct association between construal mind-set and exploration. Overall, this research highlights how psychological distancing strategies can promote exploration.

The Role of Ego Depletion in Goal Pursuit: A Construal-level Perspective

2017 ◽  
Vol 45 (7) ◽  
pp. 1143-1156 ◽  
Author(s):  
Rebecca Wenjing Lyu ◽  
Changqing Lai ◽  
Jin Liu
Keyword(s):  
Control Theory ◽  
Social Distance ◽  
Goal Pursuit ◽  
Ego Depletion ◽  
Construal Level Theory ◽  
Self Control ◽  
Construal Level ◽  
Subject Design ◽  
Preference Experiment

We conducted 2 experiments to explore whether or not ego depletion from exerting prior self-control lowers an individual's construal level and thus, in turn, affects the individual's goal preference. Experiment 1 (N = 132) involved a 2 (ego depletion: present vs. absent) × 2 (priming-focus feature: temporality vs. probability) between-subject design. The results showed that people whose ego was depleted from exerting prior self-control would be more motivated to pursue a temporally proximal uncertain goal than were those whose ego was not depleted. In Experiment 2 (N = 138) we used a 2 (ego depletion: present vs. absent) × 2 (social distance of the goal being pursued: for self vs. for others) between-subject design to test the generalizability of the finding in Experiment 1. The results showed that people whose ego was depleted would be motivated to pursue a goal that was certain with a lower end value, especially when setting a goal for others. Our finding that ego depletion lowered individuals' construal level and, thus, made them focus more on subordinate features of a goal supports both self-control theory and construal-level theory.

Regulatory focus and construal level theory on low-income consumer indebtedness: Evidence from an emerging market

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Patrícia de Oliveira Campos ◽  
Marconi Freitas da Costa
Keyword(s):  
Decision Making ◽  
Low Income ◽  
Regulatory Focus ◽  
Task Complexity ◽  
Emerging Market ◽  
Psychological Distance ◽  
Construal Level Theory ◽  
Construal Level ◽  
Content Type ◽  
Low Income Consumers

PurposeThis study aims to further analyse the decision-making process of low-income consumer from an emerging market by verifying the influence of regulatory focus and construal level theory on indebtedness.Design/methodology/approachAn experimental study was carried out with a design 2 (regulatory focus: promotion vs prevention) × 2 (psychological distance: high vs low) between subjects, with 140 low-income consumers.FindingsOur study points out that the propensity towards indebtedness of low-income consumer is higher in a distal psychological distance. We found that promotion and prevention groups have the same propensity to indebtedness. Moreover, we highlight that low-income consumers are prone to propensity to indebtedness due to taking decisions focused on the present with an abstract mindset.Social implicationsFinancial awareness advertisements should focus on providing more concrete strategies in order to reduce decision-making complexity and provide ways to reduce competing situations that could deplete self-regulation resources. Also, public policy should organize educational programs to increase the low-income consumer's ability to deal with personal finances and reduce this task complexity. Finally, educational financial programs should also incorporate psychology professionals to teach mindfulness techniques applied to financial planning.Originality/valueThis study is the first to consider regulatory focus and construal level to explain low-income indebtedness. This paper provides a deeper analysis of the low-income consumers' decision process. Also, it supports and guides future academic and decision-making efforts.

The influence of leader empowerment behaviour on employee creativity

2020 ◽  
Vol 58 (12) ◽  
pp. 2681-2703 ◽  
Author(s):  
Xuemei Liu ◽  
Zhiwei Zhu ◽  
Zheng Liu ◽  
Chunyan Fu
Keyword(s):  
Cognitive Flexibility ◽  
Construal Level Theory ◽  
Moderating Effect ◽  
Theory And Practice ◽  
Construal Level ◽  
Employee Creativity ◽  
Content Type ◽  
Mediating Role ◽  
The Relationship

PurposeThis study, based on construal level theory, aims to examine the influential mechanism of leader empowerment behaviour on employee creativity. Specifically, it examines the mediating role of cognitive flexibility between leader empowerment behaviour and employee creativity, along with the moderating effect of consideration of future consequences (CFC) on this linkage.Design/methodology/approachA two time-point survey study (n = 214) was conducted to collect information from leaders and employees in terms of mutual evaluation in several Chinese industries. To effectively avoid common source bias, this survey was conducted through pairing leaders and employees. During the survey, the supervisors and subordinates were double-blinded. Correlation analysis and hierarchical regression analysis were used to test the research hypotheses.FindingsFirstly, leader empowerment behaviour can significantly predict employee creativity. Second, cognitive flexibility plays a partial mediating role in the linkage between leader empowerment behaviour and employee creativity. Thirdly, CFC moderates the relationship between leadership empowerment behaviour and cognitive flexibility. The mediating role of cognitive flexibility underlies the overall moderating effect of CFC on the relationship between leader empowerment behaviour and employee creativity.Research limitations/implicationsWe used construal level theory to explain the influence of the mechanism of leader empowerment behaviour on employee creativity. In this manner, this study bridges the gap between theory and practice, as well as enriching the research on leader empowerment behaviour and employee creativity, especially in the Chinese context. Moreover, our study has several practical managerial implications, based on the importance of employee creativity. It inspires the implementation of leader empowerment behaviour, cultivation of employee creativity and introduction of several procedures.Originality/valueThis paper discusses the influential mechanism of leader empowerment behaviour on employee creativity from a new perspective and explains the process of encouraging employee creativity through information-processing methods. It mainly highlights the application of construal level theory to discuss employee creativity and develops a new research frame for employee creativity. Leaders can raise employee creativity through leader empowerment behaviour.

scholarly journals Is Creative Description Always Effective in Purchase Intention? The Construal Level Theory as a Moderating Effect

2021 ◽  
Vol 12 ◽  
Author(s):  
Fei-Si Yao ◽  
Jing-Bo Shao ◽  
He Zhang
Keyword(s):  
Purchase Intention ◽  
Online Shopping ◽  
Construal Level Theory ◽  
Construal Level ◽  
Relevant Research ◽  
Rhetorical Devices ◽  
High Level ◽  
Moderating Role ◽  
Marketing Messages

Recent years has witnessed a rapid growth in online shopping. This paper draws from the construal level theory to examine the divergent effects of the creative text descriptions of products on consumers' purchase intention in an online context. It also investigates consumers' construal level and the moderating role of construal level in this relationship. An assumption has been made that the creative description embraces more rhetorical devices with analogies. In doing so, such texts are in need of consumers who are having a more abstract, top-down, flexible mindset, which makes it more persuasive to some consumers with high-level construal. Three experiments add evidence to this study. These results suggest that the creative text descriptions are generally more persuasive than the non-creative ones in an online context, and that the persuasiveness of the creative descriptions can be accentuated (vs. attenuated) especially for high- (vs. low-) level construal individuals. The findings hold various theoretical implications for the creative marketing messages and construal level theory. First, in the current research, broadening, and integrating relevant research were possible by exploring the creative language in an online context. Also, it demonstrates that construal level—that is, consumers' internal thoughts, rather than external factors—influences their preference for a creative description style, thus helping extend the applications of the construal level theory to the field of creative marketing communications and integrate the research discoveries in metaphor communication.

Hypotheticality and Level of Construal

2021 ◽  
Author(s):  
Guy Grinfeld ◽  
Cheryl Jan Wakslak ◽  
Yaacov Trope ◽  
Nira Liberman
Keyword(s):  
Social Distance ◽  
Text Analysis ◽  
Mental Representations ◽  
Psychological Distance ◽  
Construal Level Theory ◽  
Construal Level ◽  
Time Space ◽  
Detailed Text

Construal level theory suggests that less likely, more distant counterfactual events and actions will be represented more abstractly. However, the effect of hypotheticality on level of construal has been studied less than the effect of other dimensions of psychological distance (time, space, social distance) and recently did not replicate in two experiments (Calderon et al. 2020). Two sets of pre-registered studies attempted to close this empirical gap. In the first set, participants described more and less likely events in their life. Participants rated the mental representations of the less likely, more distant counterfactual events as being less clear and detailed. Text analysis revealed also that the descriptions of those events were less concrete. In the second set of studies, participants completed the Behavioral Identification Form, in which they chose between abstract and concrete descriptions of actions. Participants preferred to describe actions that were only a hypothetical possibility by their abstract means and actions that were actually performed by their concrete means, whether hypotheticality was manipulated within- or between-participants. We discuss potential difficulties of manipulating hypotheticality and suggest how to overcome them. We address, more generally, the nature of hypotheticality and how it is both similar to and different from other psychological distances.

Discrepancies in Risk Preference in Other-regarding Decision Making

2017 ◽  
Vol 45 (2) ◽  
pp. 235-241 ◽  
Author(s):  
Qingzhou Sun ◽  
Peng Wang ◽  
Hongyu Liu ◽  
Yongfang Liu
Keyword(s):  
Decision Making ◽  
Decision Maker ◽  
Risk Preference ◽  
Construal Level Theory ◽  
Construal Level ◽  
Risk Seeking ◽  
Other Regarding ◽  
University Undergraduates ◽  
Loss Experiment

We explored the discrepancies in risk preference in other-regarding decision making from the perspective of construal level theory. We recruited 166 university undergraduates to participant in a 2 (other: close or distant) × 2 (role of the decision maker: deciding for others vs. predicting the decisions of others) × 2 (domain: gain or loss) experiment. Results showed that participants were more risk seeking in distant other-regarding decisions than in close other-regarding decisions, when predicting the decisions of others than when deciding for others, and in the loss domain than in the gain domain. Such effects were stronger in the gain domain than in the loss domain. These findings suggest that people's risk preferences in other-regarding decision making are changeable, depending on whom they decide for and which role they play.

THE ROLE OF BRANDING IN CONSTRUAL LEVEL THEORY

2016 ◽  
Author(s):  
AJ Beltis ◽  
John Logan ◽  
Sukki Yoon ◽  
Kacy Kim ◽  
Gayatri Subramanian
Keyword(s):  
Construal Level Theory ◽  
Construal Level
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