The effect of level of construal on the temporal distance of activity enactment

A series of four studies demonstrates that, across different operationalizations of level of construal, different types of activities, and for both the self and another person as targets, construing activities in high-level terms fosters perception of the more distal future as appropriate for their enactment. Specifically, the studies show that thinking about superordinate “why” (rather than subordinate “how”) aspects of actions, about the implications of actions for one’s personality (rather than the objects that would be used in performing the action), and about abstract (rather than concrete) aspects of actions leads people to expect the actions to be performed in the more distant future. These results suggest that the association of level of construal and time perspective is bi-directional, in that time perspective affects level of construal and, in addition, level of construal affects time perspective.     

Influencing attitudes toward near and distant objects

It is argued that the temporal distance of attitude objects systematically changes how the object is mentally represented, and thus influences the strength of particular persuasive appeals. Three experiments tested the hypothesis that people preferentially attend to arguments that highlight primary, abstract (high-level) vs. incidental, concrete (low-level) features when attitude objects are temporally distant vs. near. Results suggested that when attitude objects are temporally distant vs. near, arguments emphasizing primary vs. secondary features (Study 1), desirability vs. feasibility features (Study 2), and general classes vs. specific cases are more persuasive (Study 3). The relation of construal theory to dual process theories of persuasion and persuasion phenomena, such as personal relevance effects and functional matching effects, are discussed.     

Do you look to the future or focus on today? The impact of life experience on intertemporal decisions

In this research, we investigate the impact of significant life experiences on intertemporal decisions among young adults. A series of experiments focus specifically on the impact of experiencing the death of a close other by cancer. We show that such an experience, which bears information about time, is associated with making decisions that favor the long-term future over short-term interests (Studies 1 and 2). Underlying this effect appears to be increased salience and concreteness regarding one’s future life course, shifting focus away from the present toward the long run (Studies 3 and 4). Finally, we explore the shift caused by a cancer death of a public figure and examine its stability over time (Study 5). Implications for research on intertemporal decision making and the impact of life events on perceptions and preferences are discussed.     

Future anhedonia and time discounting

The temporal location of an event influences the way people mentally represent that event. We suggest (a) that such representational differences can produce an affective forecasting error that we call future anhedonia, which is the belief that hedonic states will be less intense in the future than in the present, and (b) that future anhedonia plays a role in time discounting (i.e., the tendency to place a smaller present value on present events than on future events). Experiments 1a and 1b demonstrated that people are prone to future anhedonia, Experiments 2a and 2b ruled out artifactual alternatives, and Experiments 3a and 3b demonstrated that future anhedonia plays a role in time discounting. These studies suggest that one reason why people prefer to enjoy benefits in the present and pay costs in the future is that they do not realize how they will feel when those costs and benefits are actually experienced.     

The effects of time perspective and level of construal on social distance

Psychological causes of social distance were examined from the perspective of Construal Level Theory (CLT; Liberman, Trope, & Stephan, 2007), which predicts that temporal distance from and abstract construal of a social target would create perception of social distance. Our studies demonstrate that expectations for temporally remote (versus proximal) social interaction produce greater social distance from a target person, measured as reduced familiarity (Study 1) and as reduced similarity to the self (Study 2). We also show that a more abstract, higher level construal of a social target results in less familiarity (Study 3) and in less allocation of resources (Study 4). The research sheds light on how social closeness can be promoted or hindered by previously unaddressed psychological factors.     

Seeing oneself in one’s choices: Construal level and self-pertinence of electoral and consumer decisions

Building on previous research examining the implications for self-regulation and decision making of construing action at varying levels of abstraction, the authors proposed that construing action in terms of its abstract purposes facilitates orienting one’s decisions toward the standards, characteristics, and goals that define one’s desired self-concept. Consistent with this proposal, desiring for oneself a political candidate’s personal qualities predicted evaluating favorably (in Study 1) and voting for (in Study 2) that candidate to a greater extent among participants focused on the distal future (and presumably construing action at a relatively high-level of abstraction) than the proximal future (and presumably construing action at a relatively low-level of abstraction). Moreover, individuals chronically construing action in high-level terms responded more favorably to advertisements appealing to their desired self-concept (in Study 3) than to product quality. These findings’ implications for decision making are discussed.     

时间顺序信息加工的实验研究

该研究运用Ｇｌｕｃｋｓｂｅｒｇ和ＭｃＣｌｏｓｋｅｙ（１９８１）的问答模型,通过两个实验检查了项目的时序信息是通过项目学习时的时序编码获得的,还是在项目提取时建构的;时序加工是自动的,还是控制的两个问题。结果表明：项目的时序信息是通过项目学习时的时序编码获得的,而不是在项目提取时建构的;时序信息的编码是控制的。     

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.     

心理距离对后悔的影响*

基于解释水平理论,考察了心理距离的不同维度对后悔程度的影响。本研究从心理距离的四个维度展开,时间距离采用组内设计,空间距离、社会距离和概率维度采用单因素完全随机设计,312名被试随机分配至各个维度参与实验处理,检验不同心理距离是否调节着后悔程度,其中有效数据275份。结果表明:在时间距离、空间距离、社会距离、概率和假设性条件下,均出现决策时心理距离越近,对决策事件或客体的解释水平越低,随后在获得负性结果反馈时体验到的后悔就越强烈。由此可见,决策事件的心理距离越近,后悔程度越大。     

行动的认知表征水平

个体行动认知表征水平是与个人的行动而非一般心理功能具有特定关联的思维风格。它是一个80年代后兴起的研究领域。本文围绕行动认知表征水平研究的背景、认知表征水平与行动的交互作用以及行动认知表征水平的个体差异展开介绍。文章最后讨论了该研究的不足。     

解释水平视角下的乐观偏差效应

研究基于解释水平理论,考查心理距离对乐观偏差效应的影响。实验从心理距离的事件概率维度、时间距离维度、空间距离维度入手,采用自编的材料对677名被试进行测量,探讨心理距离的远近对乐观偏差产生的影响。结果表明,被试对未来生活事件的判断存在总体上的乐观偏差。在较远的心理距离条件下,被试表现出更大的乐观偏差;而在较近的心理距离中,乐观偏差效应明显减小。但在时间距离维度以及消极事件的概率维度上,表现出与总体乐观偏差不一致的现象。     

After the deal: Talk, trust building and the implementation of negotiated agreements

The success of a negotiated agreement depends on implementation and implications for future exchange between the parties. This paper examines structural, affective and contractual factors that influence implementation behavior. Predictions derived from contract theory and recent negotiation theories were tested in two laboratory studies involving the negotiation of an employment contract. In Experiment 1 trust formation facilitated by so-called “cheap” talk and the provision of a sufficient contingent contract promoted vigorous contract implementation. Positive affect induced in the employer prior to negotiation had no discernable effect on subsequent implementation. In Experiment 2 induced employee positive affect did motivate implementation behavior but the effect hinged on the form of the contract. Small talk before contracting increased employee’s willingness to be financially vulnerable in subsequent exchange with the employer. Implications for general negotiation theory are considered.