Reconstruction of things past: Why do some memories feel so close and others so far away?

The vast majority of work in construal level theory focuses prospectively on the future. Through a series of studies controlling for knowledge about an event, we look retrospectively at the past and demonstrate that construal mindsets can materially influence how a past event is reconstructed in memory. Specifically, an event recalled in a more concrete mindset feels subjectively closer than when recalled in an abstract mindset (Studies 1-3). We present evidence suggesting this is because a concrete mindset actually makes people feel as though they know more, even if they were initially exposed to the same set of information—perceived information accessibility mediates the effect of construal level on temporal distance (Study 2). The effect of construal level on memory reconstruction extends to judgments of blame, where judgments of greater temporal distance drive a greater propensity to blame parties for negative events and temporal distance mediates these judgments (Study 3). Together, these studies are the first to demonstrate that the mindset employed when recalling an event shapes its remembrance.     

Long ago it was meant to be: the interplay between time, construal, and fate beliefs

Fate means that an event was meant to be, that is, predetermined by prior unseen forces. Most people believe in fate, which seems at odds with similarly pervasive beliefs that alternative past actions would have brought about different circumstances (i.e., counterfactual beliefs). Two experiments revealed that construal level accounts for the relative plausibility of fate versus counterfactual explanations. Construal was manipulated in Experiment 1, such that goal pursuits framed in abstract ("why?") as opposed to concrete ("how?") terms heightened fate but not counterfactual attributions. Extending this finding, Experiment 2 showed that fate judgments were higher for temporally distant than recent past events, an effect mediated by construal perceptions. Neither counterfactual nor luck judgments varied with temporal distance. These findings help to explain how individuals explain complicated yet meaningful life events while extending the reach of Trope and Liberman's (2003) construal-level theory.     

Unstuck from the concrete: Carryover effects of abstract mindsets in intertemporal preferences

Prior research has demonstrated that individuals show decreasing levels of impatience as the delay of consumption gets longer (i.e., present-bias). We examine the psychological underpinnings of such present-biased preferences by conceptualizing timing decisions as part of a series of judgments. We propose that shifts in the abstractness of processing (focusing on details vs. broad aspects) triggered by aspects of an earlier (related or unrelated) decision systematically influence the degree of present-bias in subsequent decisions. The results of five studies show that the processing mindset (concrete vs. abstract) evoked in previous related and unrelated decisions influences the level of construal evoked in subsequent decisions and moderates the extent of present-bias without changes in affect. We further show the default mindset is concrete (displaying high present-bias) and thus the effect of construal is eliminated when the subsequent intertemporal task is inherently more abstract.     

Temporal Distance and Moral Concerns: Future Morally Questionable Behavior is Perceived as More Wrong and Evokes Stronger Prosocial Intentions

Prior research on temporal construal has shown that core values become more salient when people think about distant- as compared to near-future events. The present research shows that greater temporal distance of an event also results in greater moral concern. More specifically, it was found that people make harsher moral judgments of others' distant-future morally questionable behavior than near-future morally questionable behavior. Moreover, it was shown that people increasingly attribute distant vs. near future behavior to abstract dispositional relative to concrete situational causes, and that this attribution bias is partially responsible for the temporal distance effect on moral judgments.     

时间距离对于验证性信息加工的影响

研究基于解释水平理论考察时间距离对于验证性信息加工的影响, 即在个体和组织决策情境中, 人们倾向于偏好选择和高估与自身观点和决策相一致的信息, 而不是非一致性信息。通过4个情境决策实验, 研究结果一致表明近期决策会提高信息搜寻和评估中的验证偏差, 而远期决策会降低它们的验证偏差, 知觉到的决策确定性在其中起到部分中介作用(实验1b)。解释水平(实验2)和期许性/可行性表征(实验3)分别在时间距离对验证性信息加工的影响中起到调节作用, 结果依次表明在低解释水平(高可行性-低期许性特征)条件下, 时间距离与验证性信息加工的负相关关系会得到显著增强, 而在高解释水平(高期许性-低可行性特征)条件下, 时间距离与验证性信息加工的负相关关系会得到显著降低。     

Affect in the abstract: Abstract mindsets promote sensitivity to affect

Affective information is a key element of abstract, gist-based representations. Given this central role of affect in abstract representations, the authors hypothesized that those in an abstract mindset may show more sensitivity to affective information when attending to, interpreting, or responding to external stimuli. Across 5 studies, the authors present consistent evidence that those who tend to view the world in more abstract versus concrete terms, or who have been experimentally induced into an abstract (versus concrete) mindset, had their attention automatically captured by highly-affective stimuli (Studies 1a, 1b, and 1c), automatically extracted the affective connotation of stimuli presented outside of awareness (Study 2), and behaved more consistently with their affective construal of stimuli (Study 3). These findings suggest that the numerous dispositional and situational factors that influence the level at which one construes the world may also have, heretofore overlooked, consequences for basic affective processing. The present research also emphasizes the interdependence of so-called affective and cognitive processes, bridging major literatures on construal and affect that have developed largely independently.     

The present projects past behavior into the future while the past projects attitudes into the future: How verb tense moderates predictors of drinking intentions

Three studies examined how the use of the present versus the past tense in recalling a past experience influences behavioral intentions. Experiment 1 revealed a stronger influence of past behaviors on drinking intentions when participants self-reported an episode of excessive drinking using the present tense. Correspondingly, there was a stronger influence of attitudes towards excessive drinking when participants self-reported the episode in the past tense. Experiments 2 and 3 liked this effect to changes in construal level (Liberman, Trope, & Stephan, 2007; Trope & Liberman, 2003), with the present tense being similar to a concrete construal level and the past tense being similar to an abstract construal level.     

Construal‐level Mindsets Enhance Behavioral Persistence in Response to Incentive Valence

In this research, we find that incentive valence and construal‐level mindsets can interact to influence behavioral persistence on challenging tasks. An abstract mindset improves persistence in response to positively framed incentives whereas a concrete mindset improves persistence in response to negatively framed incentives. This interaction effect can be observed even when the cues inducing construal‐level mindsets are not related to the incentives or the incentivized tasks. Participants in our studies were either positively or negatively incentivized to solve a set of difficult anagrams, and were primed with an abstract or a concrete mindset using spatial (Study 1) and social (Study 2) cues. The participants persisted longer in response to the positively framed incentive when primed with spatially or socially remote cues. In contrast, for the negatively framed incentive, participants persisted longer when primed with spatially or socially proximal cues. Copyright © 2017 John Wiley & Sons, Ltd.     

Better moods for better eating?: How mood influences food choice

How do moods influence one's preference for foods? By introducing the role of enjoyment- versus health-oriented benefits of foods in the mood and food consumption relationship, this research informs both temporal construal theory and mood management framework by positing that mood influences the choice between healthy versus indulgent foods through its impact on temporal construal, which alters the weights people put on long-term health benefits versus short-term mood management benefits when making choices. The results from four experiments show that a positive mood cues distal, abstract construal and increases the salience of long-term goals such as health, leading to greater preference for healthy foods over indulgent foods. The results also show that a negative mood cues proximal construal and increases the salience of immediate, concrete goals such as mood management, leading to greater preference for indulgent foods over healthy foods.     

A Match Made in Heaven or Down Under? The Effectiveness of Matching Visual and Verbal Horizons in Advertising

According to construal level theory, consumers’ processing styles become more abstract as psychological distance increases, but they grow more concrete when psychological distance decreases. This study provides evidence that panoramic pictures in which the horizon appears in the lower versus upper part of the frame trigger a different level of construal. As such, this study raises a novel source of construal. In addition, this study shows that when both visual (e.g., horizon height) and verbal (e.g., temporal benefit) advertising elements induce the same level of construal, advertising effectiveness increases. This work differs from previous research in that it focuses on the construal fit evoked by two advertisement features rather than a fit in construal between an external stimulus and the internal mindset of the consumer.     

Construal Level and Social Exclusion: Concrete Thinking Impedes Recovery From Social Exclusion

Social exclusion is a painful experience. Recent research has shown, however, that coping with exclusion can be facilitated by favorable conditions. In the current research, we investigated whether construal level affects recovery from social exclusion. We hypothesized that an abstract vs. concrete mindset would moderate coping with exclusion. Indeed, lower compared to higher concrete thinking (Study 1) and abstract compared to concrete thinking (Study 2) bolstered the basic need of belonging when excluded. Priming of abstract thinking, moreover, increased participants’ sense of belonging both in response to exclusion and inclusion relative to no priming (Study 3). Our results are the first to establish a relationship between construal level and social exclusion, thereby suggesting an alleviating “abstraction discount” effect for the consequences of social exclusion.     

The road traveled,the road ahead,or simply on the road? When progress framing affects motivation in goal pursuit

The present research examined the dynamic interplay between the framing of one's progress from an initial state toward an end state (i.e., framed as the distance traveled from the initial state to the current state -‘to-date’ versus framed as the distance left from the current state to the end state -‘to-go’) and construal level in influencing motivation in goal pursuit. In three experiments we found that both state and chronic differences in experienced construal level modulate the impact of progress framing on motivation at a specific stage in goal pursuit, i.e., when consumers are halfway between the initial and end state, but is less consequential at the initial or end stages. This modulation shows that type of framing only affected motivation of people with an abstract, but not a concrete mindset. Under these conditions, progress framed in terms of to-date produced increased motivation compared to a to-go frame. Moreover, perceived goal distance was found to mediate the impact of progress framing on motivation for individuals with an abstract, but not a concrete mindset.     

The effect of construal level on predictions of task duration

Construal level theory (Trope & Liberman, 2010) contends that distance to events leads to higher level processing. In a series of studies, we examined the role of construal level in prediction of the time needed to perform a task. Estimates increased when the tasks were distant rather than close in time (Study 1), were hypothetical rather than real (Study 2), and when participants were primed to adopt an abstract rather than a concrete mindset (Study 3). As a possible explanation, it is suggested that time units are perceived as smaller as people move up in abstraction, so that more time units are needed to cover the same amount of work. In line with this, we found that people who were primed to adopt a higher level processing mode visualized an hour as shorter than those in a lower level mode, as indicated by their distance marks on a time-line (Study 4). Finally, the contraction of time units was shown to mediate the relationship between temporal distance and task duration estimates (Study 5).     

过去时间距离对自我行为表征的影响

建构水平理论认为,人们对心理上远距离(如远期过去)的客体或事件的表征倾向于采用高水平建构,而对心理上近距离(如近期过去)的客体或事件的表征倾向于采用低水平建构。本研究以特质性和行动性行为描述句子为实验材料,通过两个实验考察了过去时间距离对自我正性行为和负性行为的表征特征的影响。实验结果发现:(1)相对于近期过去,被试对远期过去自我的正性行为更倾向于特质性表征,但在负性行为上未获得明确的类似效应;(2)相对于远期过去的自我行为,个体对近期过去的自我行为倾向于负性表征,提示被试对近期过去自我的满意度较低和对未来自我提升的心理期待。     

Of two minds: The interactive effect of construal level and identity on political polarization

Construal level theory posits that that when people are thinking abstractly (vs. concretely) they rely more on their core and consistent attitudes and values. However, past research has been mixed on whether abstract thinking causes liberals and conservatives to become more or less polarized. In the current research, we examine how identity salience moderates the effect of construal level on political polarization. Results from two studies suggest that identity salience (political vs. national) plays a key role in predicting how construal level affects attitude polarization. When people's political identity was made salient, liberals and conservatives were more polarized about political issues when thinking abstractly (vs. concretely). Conversely, when national identity was salient, liberals and conservatives were less polarized when in an abstract (vs. concrete) mindset. Broadly, this research highlights the importance identity salience has in understanding the role abstract (vs. concrete) thinking has on people's attitudes and values.     

A construal level approach to understanding interpersonal processes

Construal level theory proposes that viewing events and objects from a distance (whether physical or psychological) leads individuals to construe them in more abstract, higher‐level ways. At high‐level construal, individuals focus on the overall gist or bigger picture, rather than on situationally‐dependent, concrete details. What patterns then emerge in how construal level relates to interpersonal processes? We find that an individual's construal level has implications for both (a) perceptions of others and (b) social influence. Specifically, our review suggests that high‐level (relative to low‐level) construal is related to greater holistic processing of the self and others by discussing literature linking construal level to person‐perception biases such as the fundamental attribution error and correspondence bias, as well as research on how construal level relates to stereotyping and prejudice. We further review a broad array of research examining social influence relating to self‐relevant feedback, the influence of aggregate versus anecdotal information, and the impact of abstract versus concrete language. We propose future avenues for CLT research relating to person‐perception biases, romantic relationships, stereotyping and prejudice, and the strategic use of construal level in the pursuit of specific interpersonal goals.     

When Consumers Prefer Bundles with Noncomplementary Items to Bundles with Complementary Items: The Role of Mindset Abstraction

Past research shows that consumers evaluate bundles with complementary items more favorably than they evaluate bundles with noncomplementary items. In a series of four experiments that involve evaluation, willingness to pay, and real choice, we show that this well‐established effect is moderated by the level of mindset abstraction. Complementarity (vs. noncomplementarity) among bundle items prompts relatively concrete (vs. abstract) thinking (study 1). Consequently, consumers evaluate complementary (vs. noncomplementary) bundles more favorably when they think in more concrete (vs. abstract) terms (study 2) or when the consumption context involves lower (vs. higher) spatial (study 3) or temporal (study 4) distance. These effects are mediated by consumers’ heightened sense of “feeling right” during decision making under construal fit (study 4). Finally, the level of complementarity among bundle items differentially influences mental abstraction because of consumers’ tendency to perceive bundles as a single inseparable unit. Therefore, the effect attenuates when consumers adopt a separating—rather than a connecting—mindset (study 3). Overall, this work significantly extends past research on product bundles and offers several managerial implications.     

心理距离与建构水平的双向作用关系

心理距离概念源于时间建构理论,以自我为中心,参照点是此时此地自己的直接经验,并沿不同维度向外扩展,形成通常所认为的时间、空间、社会距离和假设性四个维度。本文述评了心理距离与建构水平的双向作用关系及其产生原因,即远心理距离使人采用核心、去背景化特征表征事物,近心理距离使人采用外围、背景化特征表征事物;反之,高水平建构使人感知到远心理距离,低水平建构使人感知到近心理距离。未来研究应关注非自我参照点的客观距离与建构水平的关系,以及心理距离与建构水平关系的心理物理学研究等。     

External Validity,Why Art Thou Externally Valid? Recent Studies of Attraction Provide Three Theoretical Answers

Some studies have better external validity than others, but why? Recent studies in the domain of interpersonal attraction have been tackling this question by documenting how people respond differently to hypothetical versus live interactions. In live interactions, people tend to report their experienced emotions, they evaluate others using a low‐level concrete construal, and they attempt to implement the goal of having a pleasant interaction. In hypothetical scenarios, people forecast their emotions, they evaluate others using a high‐level abstract construal, and they deliberate about others' positive and negative features. By situating the hypothetical versus live interaction distinction within the framework of strong preexisting theories (i.e., affective forecasting, construal‐level theory, mindset theory), this research reinforces the idea that there is nothing inherently invalid about laboratory studies that are cosmetically dissimilar from real life. Nevertheless, it remains highly problematic to generalize findings to a setting that elicits a countervailing set of psychological processes.     

Seeing the Forest Beyond the Trees: A Construal‐Level Approach to Self‐Control

Self‐control failure is a ubiquitous and troubling problem people face. This article reviews psychological models of self‐control and describes a new integrative approach based on construal level theory (e.g., Trope & Liberman, 2003 ). This construal‐level perspective proposes that people's subjective mental construals or representations of events impacts self‐control. Specifically, more abstract, global (high‐level) construals promote self‐control success, whereas more concrete, local (low‐level) construals tend to lead to self‐control failure. That is, self‐control is promoted when people see the proverbial forest beyond the trees. This article surveys research findings that demonstrate that construing events at high‐level versus low‐level construals promotes self‐control. This article also discusses how a construal‐level perspective promotes understanding of self‐control failures.