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.     

Thinking within the box: The relational processing style elicited by counterfactual mind-sets

By comparing reality to what might have been, counterfactuals promote a relational processing style characterized by a tendency to consider relationships and associations among a set of stimuli. As such, counterfactual mind-sets were expected to improve performance on tasks involving the consideration of relationships and associations but to impair performance on tasks requiring novel ideas that are uninfluenced by salient associations. The authors conducted several experiments to test this hypothesis. In Experiments 1a and 1b, the authors determined that counterfactual mind-sets increase mental states and preferences for thinking styles consistent with relational thought. Experiment 2 demonstrated a facilitative effect of counterfactual mind-sets on an analytic task involving logical relationships; Experiments 3 and 4 demonstrated that counterfactual mind-sets structure thought and imagination around salient associations and therefore impaired performance on creative generation tasks. In Experiment 5, the authors demonstrated that the detrimental effect of counterfactual mind-sets is limited to creative tasks involving novel idea generation; in a creative association task involving the consideration of relationships between task stimuli, counterfactual mind-sets improved performance.     

Where to seat the applicant? How spatial distance influences the effect of self‐promotion on interviewer evaluations

In high‐stakes contexts such as job interviews, people seek to be evaluated favorably by others and they attempt to accomplish such favorable judgments particularly through self‐promotional behaviors. We sought to examine the persuasiveness of job candidates’ self‐promotion by examining job applicants’ subjective hireability from the perspective of construal‐level theory. Construal‐level theory states that perceptions occur from different levels of psychological distance (i.e., distal vs. proximal). This distance is created by other dimensions of distance (e.g., spatial or social distance) and affects how individuals construe incoming information. From a large distance, people more readily process abstract information, whereas from a close distance, people more readily process concrete information. Specifically, construal compatibility occurs when abstract versus concrete features of a stimulus match the psychological distance experienced by message‐recipients. Construal compatibility (vs. incompatibility) makes evaluations (e.g., of messages) more favorable. To apply this principle to self‐promotion, we created self‐promotional videos of a job interview, in which the applicant sat either far away from or close to the hiring manager (manipulating psychological distance); the applicant, then, used either direct or indirect self‐promotion (manipulating message construal level). The results showed participants reported stronger intention to hire the applicant when distance matched (vs. did not match) the type of self‐promotion the applicant used.     

Ethical ends: Effect of abstract mindsets in ethical decisions for the greater social good

We explore the impact of construal level on decisions involving conflicts between multiple ethical principles. Whereas abstract mindsets are associated with a focus on ethical issues and superordinate concerns, concrete mindsets are associated with financial self-interest. With abstract mindsets, we find that people abide by rather than violate ethical principles when only the self would benefit (single principle) but they violate ethical principles when doing so is a conduit for a greater social good (multiple principles). With concrete mindsets, people violate ethical principles for personal gain with less concern for the impact on the greater social good. Specifically, with abstract mindsets, people were dishonest to secure larger donations (Study 1) and dishonest to make larger (smaller) donations to charities that supported (threatened) the greater social good (Study 2a, Study 2b) whereas with concrete mindsets, people focused more on dishonesty for personal gain (Study 1, Study 2a, Study 2b).     

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.     

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。     

Cognitive consequences of affirming the self: The relationship between self-affirmation and object construal

Previous research suggests that affirming one’s important values is a powerful way of protecting one’s general self integrity, allowing non-defensive processing of self-relevant information. In a series of four studies linking self-affirmation with construal level, we find that in addition to any self buffering effect, thinking about one’s values and why they are important more generally shifts cognitive processing towards superordinate and structured thinking. Self-affirmation leads participants to perceive a greater degree of structure within their selves (Study 1), to increasingly identify actions in terms of their end-states (Study 2), to more strongly distinguish between primary and secondary object features (Study 3) and to perform better on tasks requiring abstract, structured thinking than those requiring detail-oriented, concrete thinking. Together, these findings suggest that thinking about important values helps individuals to structure information and focus on the big picture.     

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.     

不同促销方式对产品购买决策的影响—— 基于解释水平理论视角的研究

赠品促销与价格促销对消费者购买决策的影响研究结果尚存在分歧。根据解释水平理论, 通过三个实验探究了赠品促销产品组合与价格促销产品组合在不同任务类型、不同时间距离条件下的促销效果差异。结果表明：(1)不同时间距离下, 消费者对促销产品决策存在差异。赠品促销方式在近期将来购物场景下的促销效果比在远期将来购物场景下的促销效果更好; 价格促销方式在远期将来购物场景下的促销效果比在近期将来购物场景下的促销效果更好。价格支付意愿任务下, 消费者对远期将来场景下促销产品的感知价值比近期将来购物场景下促销产品的感知价值高; 购买可行性任务下, 消费者对近期将来购物场景下促销产品的感知价值比远期将来购物场景下促销产品的感知价值高。(2)时间距离对促销方式与任务类型的表征水平匹配关系有增强、扩大作用。购买可行性任务下, 与远期将来时间相比, 消费者更倾向于在近期将来时间条件下选择赠品促销产品组合。价格支付意愿任务下, 与近期将来时间相比, 消费者更倾向于在远期将来时间条件下选择价格促销产品组合。     

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.     

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.     

大学生自发反应式的互联自我与独立自我:性别差异与专业差异

Ｍａｒｋｕｓ和Ｋｉｔａｙａｍａ的自我构念理论以文化差异为基础,将人的自我观念分为独立自我和互联自我,研究假说,体育专业的学习由于有更多的社会交互作用,有助于培养学生的互联自我,文理专业的学习由于有列多的独立性,有助于培养学生的独立自我,应用２０项陈述测验对２５８名大学生的研究部分地支持了这一假设;体育专业学生有更多的具体化自我表述,文理专业学生有更多的抽象化自我表述,但是,两类学生在自我定向和社会     

The association between psychological distance and construal level: evidence from an implicit association test

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, and predicting more psychologically distal targets, and they judge more abstract targets as being more psychologically distal. The present research demonstrated that associations between more distance and higher level of construal also exist on a pure conceptual level. Eight experiments used the Implicit Association Test (IAT; A. G. Greenwald, D. E. McGhee, & J. L. K. Schwartz, 1998) to demonstrate an association between words related to construal level (low vs. high) and words related to four dimensions of 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, these findings also corroborate the assumption that all 4 dimensions of psychological distance are related to level of construal in a similar way and support the notion that they all are forms of psychological distance.     

The Use of Cues Depends on Goals: Store Reputation Affects Product Judgments When Social Identity Goals Are Salient

The role that a given cue plays in consumer judgments depends on the motive that is salient for the consumer. We focus on store reputation as a cue whose utilization can depend on salient goals. Research has suggested that store reputation does not influence product judgments when brand and price information are available. In 3 experiments, however, we show that when social identity goals are salient or are perceived as relevant to the product, store reputation (because it conveys image‐relevant information) is used in evaluations of product quality. Specifically, store reputation has an impact on product judgments when either (a) consumers’ social‐image goals are directly heightened or (b) an interdependent self‐construal, characterized by a greater concern with social identity, is salient. The role of product type in moderating these effects is also examined.     

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.     

Should supervisors communicate goals or visions? The moderating role of subordinates' psychological distance

There is an ongoing debate about how supervisors should communicate desired end‐states to subordinates, that is, whether they should set concrete goals (according to goal setting theory) or communicate abstract visions (according to transformational leadership theory). In this paper, we draw on construal level theory (CLT) to reconcile both views and develop a model of when supervisors communicating concrete goals versus abstract visions are seen as more effective. According to CLT, being psychologically removed from (vs. near to) an event or object makes people construe the event or object in a more abstract (vs. concrete) way, which, in turn, leads people to process abstract (vs. concrete) information more fluently and thus evaluate the sender of this information more favorably. Accordingly, supervisor effectiveness may be higher in conditions where communication and psychological distance to the supervisor converge (vision/far and goals/close) rather than diverge (vision/close and goals/far). We tested this hypothesis in two experiments, using different operationalizations of psychological distance. In these studies, we found supervisor effectiveness to be higher when vision was communicated at a far versus near distance and goals were communicated at a near versus far distance.     

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.     

解释水平理论完善过程中的四个问题

经过多年发展,解释水平理论的理论基础、理论机制、理论应用都得到了系统的总结。但是,在解释水平理论的完善过程中,还存在一些问题。第一,解释水平的变化是否完全基于心理距离的变化;第二,解释水平与心理距离的因果关系问题;第三,解释水平的变量属性界定问题;第四,解释水平间接操纵与直接操纵的效果比较。这些问题都涉及到了解释水平理论中的概念和作用机制,需研究者们进一步探讨。     

Reconstruing intolerance: abstract thinking reduces conservatives' prejudice against nonnormative groups

Myrdal (1944) described the "American dilemma" as the conflict between abstract national values ("liberty and justice for all") and more concrete, everyday prejudices. We leveraged construal-level theory to empirically test Myrdal's proposition that construal level (abstract vs. concrete) can influence prejudice. We measured individual differences in construal level (Study 1) and manipulated construal level (Studies 2 and 3); across these three studies, we found that adopting an abstract mind-set heightened conservatives' tolerance for groups that are perceived as deviating from Judeo-Christian values (gay men, lesbians, Muslims, and atheists). Among participants who adopted a concrete mind-set, conservatives were less tolerant of these nonnormative groups than liberals were, but political orientation did not have a reliable effect on tolerance among participants who adopted an abstract mind-set. Attitudes toward racial out-groups and dominant groups (e.g., Whites, Christians) were unaffected by construal level. In Study 3, we found that the effect of abstract thinking on prejudice was mediated by an increase in concerns about fairness.     

心理距离对风险决策框架效应的影响

解释水平理论是一种解释心理距离怎样影响个体的思维决策的社会认知理论。研究基于解释水平理论,探查了心理距离对风险决策框架效应的影响。实验从心理距离的四个维度入手,每个维度均采用2（解释水平高、低）×2（正框架、负框架）的被试间设计,用于检验解释水平是否调节框架对被试决策任务的选择。结果表明,当心理距离越远,解释水平越高时,被试产生明显的框架效应;而当心理距离越近,解释水平越低时,框架效应明显减弱。除了大概率情况下的框架效应削弱至不显著,其余维度的高、低解释水平下的框架效应均显著。