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.     

Use of experienced retrieval ease in self and social judgments

People base judgments from memory on both the content of the information they retrieve and the ease they experience in retrieving it (Schwarz, N., Bless, H., Strack, F., Klumpp, G., Rittenauer-Schatka, H., & Simons, A. (1991). Ease of retrieval as information: another look at the availability heuristic. Journal of Personality and Social Psychology, 61, 195-202). Four studies demonstrate that people rely relatively more on the experienced ease of recall when making judgments about the self compared to judgments about others. This pattern was found for judgments of an “average” (Study 1a) or specific (Study 1b) other. Subjective retrieval ease was less informative when people were relatively less familiar with the specific other person. Providing an alternative explanation for the experienced difficulty of recall affected self, but not social, assessments (Study 2). In addition, the effect generalized to risk judgments about a state of the world; namely, the safety of one’s town (Study 3). A deeper appreciation of when and why people rely on different sources of accessible information when making judgments may help in understanding and reducing social conflict.     

Differential information use for near and distant decisions

Whether choosing a cell phone, a senator, or a kitchen appliance, consumers today quickly find themselves awash in information from commercials, magazines, and websites. Whereas some of this information is broad, decontextualized, and abstracted across multiple individuals and instances, other information is more closely tied to a single experience within one specific context. The present research asks: under what circumstances do people rely on abstracted averages, and when are they swayed by another individual’s particular experience? Across three studies, we show that temporal distance increases the relative weight placed on aggregate vs. individualized information when participants are asked to choose between two sleeping pills, migraine medications, or kitchen appliances, and that this process impacts not only evaluation but also willingness to pay and choice. Potential implications for evaluation, decision-making, and base-rate utilization are discussed.     

Planning for the near and distant future: How does temporal distance affect task completion predictions?

In everyday life people estimate completion times for projects in the near and distant future. How might the temporal proximity of a project influence prediction? Given that closer events elicit more concrete construals, we proposed that temporal proximity could enhance two kinds of concrete cognitions pertinent to task completion predictions: step-by-step plans and potential obstacles. Although these cognitions have opposite implications for prediction, and thus could cancel each other out, we hypothesized that temporal proximity would have a greater impact on cognitions that were relatively focal. Thus contextual factors that alter the relative focus on plans vs. obstacles should determine whether and how temporal proximity affects prediction. Six studies supported this reasoning. In contexts that elicited a focus on planning, individuals predicted earlier completion times for close than distant projects. In contexts that prompted a focus on obstacles, individuals predicted later completion times for close than distant projects.     

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.     

Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation

The present research examined how construal level and social motivation interact in influencing individuals’ behavior in social decision making settings. Consistent with recent work on psychological distance and value-behavior correspondence (Eyal, Sagristano, Trope, Liberman, & Chaiken, 2009), it was predicted that under high construal level individuals’ behavior is based on the social motivation they endorsed, no matter whether pro-social or pro-self. Two experiments involving ultimatum game (Experiment 1) and face to face negotiation (Experiment 2) supported the “increased value-behavior correspondence” hypothesis by showing that pro-socials were more cooperative and pro-selves were more competitive under high rather than low construal level. Implications for research on social decision making and psychological distance are discussed.     

Interpersonal similarity as a social distance dimension: Implications for perception of others’ actions

Building on the assumption that interpersonal similarity is a form of social distance, the current research examines the manner in which similarity influences the representation and judgment of others’ actions. On the basis of a construal level approach, we hypothesized that greater levels of similarity would increase the relative weight of subordinate and secondary features of information in judgments of others’ actions. The results of four experiments showed that compared to corresponding judgments of a dissimilar target, participants exposed to a similar target person identified that person’s actions in relatively more subordinate means-related rather than superordinate ends-related terms (Experiment 1), perceived his or her actions to be determined more by feasibility and less by desirability concerns (Experiment 3), and gave more weight to secondary aspects in judgments of the target’s decisions (Experiment 2) and performance (Experiment 4). Implications for the study of interpersonal similarity, as well as social distance in general, are discussed.     

Lessons from a Faraway land: The effect of spatial distance on creative cognition

Recent research [Förster, J., Friedman, R. S., & Liberman, N. (2004). Temporal construal effects on abstract and concrete thinking: Consequences for insight and creative cognition. Journal of Personality and Social Psychology, 87, 177-189] has identified temporal distance as a situational moderator of creativity. According to Construal Level Theory [Liberman, N., Trope, Y., & Stephan, E. (2007). Psychological Distance. In E. T. Higgins & A. W. Kruglanski (Eds.), Social psychology: A handbook of basic principles (pp. 353-381). New York: Guilford Press], temporal distance is just one case of the broader construct of psychological distance. In the present research, we investigated the effect of another dimension of psychological distance, namely, spatial distance, on creative cognition and insight problem solving. In two studies, we demonstrate that when the creative task is portrayed as originating from a far rather than close location, participants provide more creative responses (Study 1) and perform better on a problem solving task that requires creative insight (Study 2). Both theoretical and practical implications of this finding are discussed.     

The effect of distance-dependent construals on schema-driven impression formation

Two experiments examine how distance-dependent construal can affect trait aggregation in impression formation. We propose that, because higher- versus lower-level construals promote the tendency to impose schematic structure on information processing, higher-level construals should enhance schema-driven trait aggregation. We test this by examining a classic impression formation phenomenon: the primacy effect (Asch, 1946). Increasing temporal distance (Study 1a) and priming higher-level construals (Study 1b) led participants to form more favorable impressions of targets described initially as intelligent versus envious. Decreasing temporal distance and priming lower-level construals, in contrast, reversed the primacy effect. Thus, the distance of a target, with its associated construal, can impact the aggregation of traits and consequently impacts people's evaluations of others.     

Probability as a psychological distance: Construal and preferences

We argue that probability, like space and time, instantiates psychological distance. Unlikely outcomes may seem more remote than likely outcomes and may therefore be construed at a relatively high level. Specifically, when the probability of an outcome is low, ends-related primary features should be more salient than means-related secondary features, but as the probability of the outcome increases, means-related features may become no less and even more salient than ends-related features. Thus, increases in probability should increase the weight of means-related features relative to the weight of ends-related features in decisions, thereby decreasing (or even reversing) the preference for a more desirable/less feasible outcome over a less desirable/more feasible outcome. We observed this pattern in two experiments. Analyses of judgments, monetary decisions, and self-reported reasons for decisions showed that the weight of means-related features was more sensitive to changes in probability than the weight of ends-related features in decisions.     

Judging near and distant virtue and vice

We propose that people judge immoral acts as more offensive and moral acts as more virtuous when the acts are psychologically distant than near. This is because people construe more distant situations in terms of moral principles, rather than attenuating situation-specific considerations. Results of four studies support these predictions. Study 1 shows that more temporally distant transgressions (e.g., eating one’s dead dog) are construed in terms of moral principles rather than contextual information. Studies 2 and 3 further show that morally offensive actions are judged more severely when imagined from a more distant temporal (Study 2) or social (Study 3) perspective. Finally, Study 4 shows that moral acts (e.g., adopting a disabled child) are judged more positively from temporal distance. The findings suggest that people more readily apply their moral principles to distant rather than proximal behaviors.     

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.     

Representation over time: the effects of temporal distance on similarity

Similarity is central in human cognition, playing a role in a wide range of cognitive processes. In three studies, we demonstrate that subjective similarity may change as a function of temporal distance, with some events seeming more similar when considered in the near future, while others increase in similarity as temporal distance increases. Given the ubiquity of inter-temporal thought, and the fundamental role of similarity, these results have important implications for cognition in general.     

Exploring the hardship of ease: Subjective and objective effort in the ease-of-processing paradigm

Numerous studies examined the role of processing effort in judgments using the “ease-of-processing” paradigm in which participants generate or retrieve few or many issue-relevant thoughts. Because earlier studies only assessed the subjective effort, it is unclear if this paradigm also mobilizes objective effort, and how such effort relates to subjective effort. These questions were addressed in two experiments modeled on standard tasks from the processing effort literature: “ease of argument generation” (Study 1) and “ease of retrieval” (Study 2). In both experiments we simultaneously measured subjective effort (via self-report) and objective effort (via cardiovascular reactivity). The results showed that processing ease manipulations (generation or retrieval of few vs. many exemplars) influence not only subjective effort, but also objective effort, as reflected especially by increases of systolic blood pressure in the many exemplars condition. However, only subjective effort was related to judgment. In the discussion, we consider the role of various forms of effort and other relevant variables in “processing ease” effects.     

Spontaneous trait inference and construal level theory: Psychological distance increases nonconscious trait thinking

Can psychological distance affect how much perceivers form spontaneous trait inferences (STI) from others’ behaviors? On the basis of construal level theory (CLT) which posits that distant (vs. near) entities are represented more in terms of their abstract, global, and decontextualized features, we predicted that perceived distance would increase the tendency for perceivers to draw spontaneous trait inferences from behavioral information about actors. In two experiments, participants learned about people who were perceived as being distant or proximal to the self, and STI formation was subsequently assessed. We found that perceivers were more likely to form STIs about distant vs. near actors from the same behavioral information. These findings generalized across two distance dimensions: space and time. In addition, we found that priming individuals to adopt a high-level (vs. low-level) construal mindset also resulted in increased STI (Experiment 3). In sum, psychological distance facilitates STI formation, and this occurs via high-level construal of actors and their behaviors.     

Asymmetric option effects on ease of choice criticism and defense

Individuals often criticize others’ choices and seek to defend their own. In theory, the ease of criticizing a particular choice should correspond to the ease of defending it. However, we demonstrate that differences in the types of arguments put forth in choice criticism and defense result in a systematic discrepancy in the ease with which these tasks are performed. Specifically, criticism arguments tend to be based on norms or conventions, and defense arguments on idiosyncratic tastes or circumstances; accordingly, whether the chosen option is perceived as un/conventional has a significantly greater effect on the ease of choice criticism than on the ease of choice defense. Furthermore, assessing the ease of choice defense increases the choice share of unconventional options, whereas judging the ease of choice criticism has only a small impact on choice. We discuss the implications of our findings with respect to research on reason-based choice in socially-intensive environments.     

Seeing the “forest” or the “trees” of organizational justice: Effects of temporal perspective on employee concerns about unfair treatment at work

What events do employees recall or anticipate when they think of past or future unfair treatment at work? We propose that an employee’s temporal perspective can change the salience of different types of injustice through its effect on cognitions about employment. Study 1 used a survey in which employee temporal focus was measured as an individual difference. Whereas greater levels of future focus related positively to concerns about distributive injustice, greater levels of present focus related positively to concerns about interactional injustice. In Study 2, an experimental design focused employee attention on timeframes that differed in temporal orientation and temporal distance. Whereas distributive injustice was more salient when future (versus past) orientation was induced, interactional injustice was more salient when past orientation was induced and at less temporal distance. Study 3 showed that the mechanism underlying the effect of employee temporal perspective is abstract versus concrete cognitions about employment.     

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).