In social psychology area, a new theory was introduced by Trope and Liberman in the 90's, namely construal level theory (CLT). Yaacov Trope AU - Eyal, Tal. Trope, Liberman, and Wakslak (2007) provide a review of this literature. In addition, the influence of culture on temporal distance and individuals' construal level was investigated by analyzing participants' descriptions of their lives. Artificial Intelligence and Persuasion: A Construal-Level ... Professor Of Psychology yaacov.trope@nyu.edu Department of Psychology. Construal Level Theory and Consumer Behavior - Liberman ... Seeing the forest or the trees: Implications of construal level theory for consumer choice. 10.1016/S1057-7408(07)70014-1 [Google Scholar] Ein‐Gar, D. , Goldenberg, J. , & Sagiv, L. (2012). Effects of consumers' construal levels on post-impulse ... On the other hand, when we think Drawing on construal-level theory, we posited that individuals would perceive artificial agents at a low level of construal because of the agents' lack of autonomous goals and intentions, which directs individuals' focus toward how these agents implement actions to serve humans rather than why they do so. Zooming Out: The Impact of Distance on our Decisions - The ... HJCP Construal Levels and Psychological Distance: Effects on Representation, Prediction, Evaluation, and Behavior Construal Level Theory Yaacov Trope New York University Nira Liberman Tel Aviv University Cheryl Wakslak New York University Construal level theory (CLT) is an account of how psychological distance influences individ- One is abstract construal and the other is concrete construal. Construal level theory might give you pointers on how to build better associations with your brand. Self Construal Theory - 1292 Words | Cram Opening consumer behavior research with a. Construal level theory is a theory that perceives that the further the psychological distance between a person and an object or event, . construal level by varying the psychological distance of the event. [PDF] Construal Level Theory and Consumer Behavior ... Journal of Consumer Psychology, 17 (2), 96-100. Construal level theory and consumer behavior. , 17(2), 113-117. doi:10.1016/s1057-7408(07)70017-7 . Construal level theory: Opening consumer behavior research . . . Knowing that BW versus color imagery affects construal level may also have important implications for matching effects in persuasive advertisements. PDF Construal Level Theory and Consumer Behavior Construal level theory: Opening consumer behavior research ... Construal level theory: Opening consumer behavior research with a new approach 15 February 2011 Table 1 Basic Structure of Construal Level Theory. Flight Cancellation Behaviour Under Mobile Travel Application: Based on the Construal Level Theory. Essentially, our change in preferences often reflects a movement in psychological distance. The first two experiments found support for this hypothesis in nine different ethical scenarios that varied construal level in a number of ways. In study 1, the relationship between culture and construal level was examined through the Behavior Identification Form. Factors affecting consumer decision making. The aim of this volume is . Construal level theory (Trope & Liberman, 2003) sug-gests that construal level—and thus the abstractness of the mental representation that is formed of a referent—increases with temporal, spatial, or sensory distance. 2,3,4,5 Psychological distance can be temporal (future or current), spatial, social, or hypothetical. CiteSeerX - Document Details (Isaac Councill, Lee Giles, Pradeep Teregowda): on Representation, Prediction, Evaluation, and Behavior " offer insightful theoretical extensions and practical applications of construal level theory (CLT). In: Schegg R., Stangl B. b. consumers in the same neighborhood tend to buy the same products and services. Results from two studies indicate that hedonism relates to higher and utilitarianism to lower . Drawing on construal level theory, the authors propose that the relationship between other consumers' unethical behavior and focal consumers' unethical behavior is moderated by focal consumers' construal level . Extending their discussion, this paper concentrates Journal of consumer psychology 17 (2), 113-117, 2007. Construal Level Theory and Consumer Behavior. Journal of Consumer Psychology, 17(2), 113-117. The underlying explanation for this phenomenon is known as construal level theory. CONSTRUAL LEVEL THEORY AND CONSUMER BEHAVIOR 115 sampling-space approach would suggest that they would use more words in the near than the distant condition. Construal level theory (CLT) proposes that we do so by forming abstract mental construals of distal objects. Yaacov Trope. Experts from both fields - social psychology and consumer behavior - provide an informed, up-to-date overview, from an original integrative perspective. The abstract, essential representation of an event is called a high construal. Study 1 was conducted in the field, the second study engaged an . Construal level theory ( CLT) is a theory in social psychology that describes the relation between psychological distance and the extent to which people's thinking (e.g., about objects and events) is abstract or concrete. When we think about something that is here, and now, we are more likely to thoroughly process the details. New York, NY 10003. Individuals We apply construal level theory to classify different intervention approaches, which can either be at a high construal level (abstract and distant) or at a low construal level (concrete and proximal). AU - Kim, Eunice Y. PY - 2007/1/1. Grand average event-related potential waveforms for . A CONSTRUAL LEVEL THEORY AND CONSUMER BEHAVIOR 115 sampling-space approach would suggest that they would use more words in the near than the distant condition. Various irrational consumer behaviors are dealt with in marketing fields as consumer behavior theory, and new research is also being developed. Construal Level Theory and Consumer Behavior. In both experiments, construal level was manipulated by altering the focal actor (i.e., social distance: the self or an unknown other). The present research advances a different perspective examining hedonic and utilitarian shopping orientations with the theoretical lenses of construal-level theory. Click here to navigate to parent product. Construal level theory suggests that people construct representations of events at high or low levels (Trope & Liberman, 2010). Construal level theory (CLT) holds that people have different levels of abstraction in the representation of events. The theory has generated new understanding of cognitions and behaviors such as prediction, evaluation, and decision making in the fields of psychology and consumer behavior. Construal Level Theory, Consumer Behavior, Envy. challenge for students of consumer behavior. AU - Liberman, Nira. Construal level theory and consumer behavior. Other research studies focus on various aspects of . Aspects of Consumer Psychology. This commentary seeks to take a step back to admire the "forest" that has been created . Construal level theory (CLT) is an account of how psychological distance influences individuals' thoughts and behavior. Search for: Text Widget. Start studying Ch. understanding of consumer behaviour in relation to cause-related marketing (CRM) is critical, as both marketers and consumers are able to build a win-win relationship. a. the construal level theory b. multicultural marketing c. the theory of reasoned action d. cultural bias In fact, sometimes high-level con- It was developed by two psychologists, Trope and Liberman. Envy, an unpleasant emotion that stems from that desire to covet another's possessions, is often perceived as a negative outcome that should be banished to the deep recesses of a person's mind . Several studies in consumer behavior have focused on consumers' shopping orientation in terms of hedonic and utilitarian shopping. The three commentaries on our paper "Construal Levels and Psychological Distance: Effects on Representation, Prediction, Evaluation, and Behavior" offer insightful theoretical extensions and practical applications of construal level theory (CLT). CJ Wakslak, JT Jost, TR Tyler, ES Chen. 1.3 Construal level We proposed that chronic stress increases low-level construal, leading to more tolerance of unethical actions. This article provides a report of results of four studies investigating consumer perceptions and construal arising from the pace of commercials, which then affects consumer decision making. We were inspired and challenged by the commentaries to elaborate on a number of issues, although our elaboration more often raises questions and speculations . The Social Psychology of Consumer Behavior brings together the most promising and theoretically fruitful research developments by internationally renowned scholars, whose work is at the cutting edge of research. Recently, management and organizational scholars have begun to leverage CLT . N Liberman, Y Trope, C Wakslak. Feb 10, 2014 - "the very meaning of a message can change as a function of the source to which it is attributed."-Solomon Asch. In 2007, Liberman and colleagues discussed the links between construal level theory and consumer choice, better decision making, the nature of regret and choice set management. A path breaking theory that explains this dichotomy in our behavior is Construal Level Theory (CLT). This is a text widget, which allows you to add text or HTML to your sidebar. Y1 - 2007/1/1. Brands and Consumer knowledge. Using postulates of embodied cognition, construal-level theory of psychological distance, and incorporating an identity-signaling perspective, results from this work suggest that illumination promotes socially desirable behaviors such as conformity, fairness, perspective-taking, charity donations, and healthy eating behavior. The Social Psychology of Consumer Behavior brings together the most promising and theoretically fruitful research developments by internationally renowned scholars, whose work is at the cutting edge of research. The theory has generated new understanding of cognitions and behaviors such as prediction, evaluation, and decision making in the fields of psychology and consumer behavior. Selected Publications. Book Social Psychology of Consumer Behavior. Recently, management and organizational scholars have begun to leverage CLT . The purpose of this paper is to examine how abstract vs concrete mindsets impact consumers' post-purchase affective states. Construal level theory (CLT) offers a rich and rigorous conceptual model of how the context shapes mental representations and subsequent outcomes. More generally, we do not think that the results obtained within CLT can be easily reduced to amount of processing or amount of knowledge. Experts from both fields - social psychology and consumer behavior - provide an informed, up-to-date overview, from an original integrative perspective. (eds) Information and Communication Technologies in Tourism 2017. Construal Level Theory for Consumer Choice Seeing the Forest or the Trees Ravi Dhar and Eunice Y. Kim Yale University Like many important theories that were origina lly tested in one domain, construal level theory has broadened the notion of temporal distance to psychological distance and examined the Abstract. Edited By Michaela Wanke. Borrowing the construal level theory, we examined the effects of advertising framing in CRM, focusing on how construal level and donation magnitude could have affected The authors posit that this general scepticism towards CSR leads people to adopt a low-level construal mindset when processing CSR information. words that refer to tangible, qualities or characteristics), and that this concreteness leads to . The role of consumer self‐control in the consumption of virtue products. A three-stage experiment took place in two sessions in a large university in Madrid in order to apply these two theories. Studies 1 and 2 provide empirical evidence showing that TV commercials featuring . Abstract The three commentaries on our paper "Construal Levels and Psychological Distance: Effects on Representation, Prediction, Evaluation, and Behavior" offer insightful theoretical extensions and practical applications of construal level theory (CLT). We were inspired and challenged by the . A meta-analysis revealed that as of 2015, there were over 100 published CLT papers (Callahan et al., 2015). 2. T2 - Implications of construal level theory for consumer choice. critical to consumer behavior research. Heuristics in judgment and decision-making; Meaning-making 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. CiteSeerX - Document Details (Isaac Councill, Lee Giles, Pradeep Teregowda): In this comment to Trope, Liberman and Makslak's lead article, I refrain from any attempt to review or recapitulate the growing body of research in social psychology in general and in consumer science in particular that is explicitly devoted to construal level theory (CLT). Based on semi- Research suggests that a match in construal level between consumer and advertisement enhances persuasion (Fujita et al. T2 - A construal level theory perspective. 2008; Kim, Rao, and Lee 2009; Tsai and Thomas 2011). The first two experiments found support for this hypothesis in nine different ethical scenarios that varied construal level in a number of ways. Many campaigns targeting pro-environmental behavior combine multiple approaches without properly understanding how these different approaches interact. Construal level theory (Trope and Liberman, 2010) is . construal level. Edition 1st Edition. In addition to fluency and emotion (see my previous articles on these topics here and here), the idea of construal level theory is also influencing the way we understand consumer behavior. . The three commentaries on our paper "Construal Levels and Psychological Distance: Effects on Representation, Prediction, Evaluation, and Behavior" offer insightful theoretical extensions and practical applications of construal level theory (CLT). One of those is "Construal Level Theory" in social psychology. Abstract The three commentaries on our paper "Construal Levels and Psychological Distance: Effects on Representation, Prediction, Evaluation, and Behavior" offer insightful theoretical extensions and practical applications of construal level theory (CLT). Conceptual background Construal level Construal level theory (CLT) posits that individuals Search. 4 Consumer Behavior. It suggests that there are two levels at which we construe or "see" an event. Construal level theory (CLT) offers a rich and rigorous conceptual model of how the context shapes mental representations and subsequent outcomes. TY - CHAP. Abstract: Construal level theory (CLT) offers a rich and rigorous conceptual model of how the context shapes mental representations and subsequent outcomes.The theory has generated new understanding of cognitions and behaviors such as prediction, evaluation, and decision making in the fields of psychology and consumer behavior. Home. Experts from both fields - social psychology and consumer behavior - provide an informed, up-to-date overview, from an original integrative perspective. Nira Liberman; Yaacov Trope; Cheryl Wakslak (2007). It helps to make an appropriate decision on the basis of immediacy. Construal Level Theory as an Integrative Framework for Behavioral Decision‐Making Research and Consumer Psychology - Fiedler - 2007 - Journal of Consumer Psychology - Wiley Online Library Journals Journal of Consumer Psychology Research Dialogue Abstract The three commentaries on our paper "Construal Levels and Psychological Distance: Effects on Representation, Prediction, Evaluation, and Behavior" offer insightful theoretical extensions and practical applications of construal level theory (CLT). Here we study the effect of such combinations. We were inspired and challenged by the . Based on the four dimensions of psychological distance, this paper uses single factor within-subjects experiment design and randomly assigns subjects into each dimension to participate in the experimental manipulation so as to test . Construal level theory predicts that information processing outcomes depend at least in part on the psychological distance involved—that is, how near or far an object is in terms of time (temporal distance), location (spatial distance), socially (social distance), and/or probabilistically (hypothetical distance). Similar effects should . a. social class has a negligible impact on consumer behavior. Phone: (212) 998-3897. Studies in the Consumer Behavior research field aim at generating knowledge about customers, their preferences, and the mechanisms that trigger certain behaviors. From the latter half of the 1990s, ideas using consumer behavioral research have been released, and since the 2000s, noteworthy essays . After successfully completing this course you should be able to know: 1. Marketing communications often feature objects that move slowly or rapidly, or images appearing in slow or rapid succession. 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construal level theory and consumer behavior