Probability as a psychological distance: Construal and preferences

Todorov, Alexander; Goren, Amir; Trope, Yaacov

doi:10.1016/j.jesp.2006.04.002

Cited by 198 publications

(133 citation statements)

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“…Similarly, distant activities tend to be described in abstract terms and near future activities in concrete terms (Liberman & Trope, 1998). Research suggests that the remaining aspects of psychological distance have a similar effect on mental associations (e.g., Fujita, Henderson, Eng, Trope, & Liberman, 2006a;Henderson, Fujita, Trope, & Liberman, 2006;Libby & Eibach, 2002;Todorov, Goren, & Trope, 2007;Wakslak, Trope, Liberman, & Alony, 2006). For example, Henderson et al (2006) found that under spatially distant conditions participants formed more abstract representations of behaviour rather than focusing on specific actions.…”

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confidence: 99%

“…Similarly, distant activities tend to be described in abstract terms and near future activities in concrete terms (Liberman & Trope, 1998 (2006) found that under spatially distant conditions participants formed more abstract representations of behaviour rather than focusing on specific actions. In terms of hypotheticality, Todorov et al (2007) found that participants assigned greater weight to abstract desirability concerns (as opposed to concrete feasibility) when deciding to enter lotteries with low probabilities (i.e., distance chance) versus high probabilities (i.e., near certainty). Research by Nan (2007), in the context of responses to persuasive messages, found that the persuasive impact of gain-framed messages were stronger when considered socially distant (e.g., others) versus socially proximal (e.g., self).…”

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Recycling today, sustainability tomorrow: Effects of psychological distance on behavioural practice

Schill

Shaw

2016

European Management Journal

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Much research has reported an attitude-behaviour gap in ecological behaviours. This research seeks to contribute important insights to this literature through a study that uses construal level theory (CLT) to understand the role and impact of psychological distance in explaining sustainable and recycling behaviours. Using a qualitative approach, the research found that consistency between mental construal and all dimensions of psychological distance was pertinent to recycling and sustainable behaviours. While theoretically CLT suggests there should be consistency across psychological distance dimensions and mental construal, there is limited research that explores all distance dimensions. Further, highlighted was the need for a near distance perspective to move individuals to behavioural action. Contrary to previous research, this served to facilitate rather than inhibit behavioural action. Finally, the results suggest that where sustainable behaviours are facilitated and/or required engagement in behaviour can be increased. These findings are important for public policy by highlighting the need to represent recycling behaviour in terms of temporal, spatial, social and hypothetical closeness. IntroductionResearch has consistently revealed widespread awareness and concern for ecological issues in a consumer context (e.g., Kilbourne & Beckmann, 1998;Polonsky, Vocino, Grau, Garma, & Ferdous, 2012;Rondinelli & Berry, 2000;Szekely & Knirsch, 2005;Steger, 2000;Van Wijk & Persoon, 2006). However, researchers are also challenged by the gap between ecological attitudes and corresponding behaviour (e.g., Carrigan & Attalla, 2001;Moraes, Carrigan & Szmigin, 2012;Papaoikonomou, Ryan, & Ginieis, 2011;Young, Hwang, McDonald, & Oates, 2010) across a range of sustainable behaviours, including recycling (e.g., Kok & Siero, 1985;Nigbur, Evanthia, & Uzzell, 2010).Sustainability and recycling behaviour are interrelated, with recycling viewed as a key issue in sustainability (Fuller, Allen, & Glaser, 1996) and dominantly as a proenvironmental consumer behaviour (e.g., Barr & Gilg, 2005;Steg & Vlek, 2009;Welfens, Nordmann, & Seibt, 2015). As such, we understand recycling, among others, as a behaviour that may offer one fruitful pathway to a more sustainable consumer society. The Brundtland report defines sustainability as "a development that meets the needs of the present without compromising the ability of future generations to meet their own needs" (Brundtland Report, 1987, 1). Here we find a discourse which seeks to motivate individuals' consumption via future-oriented arguments, where some present inconvenience is associated with long-term benefits to others.Recycling is part of this discourse. Recycling "involves systematically converting specific types of waste into useful resources by breaking down objects into their 3 constituent parts, which are then reused" (Brosius, Fernandez, & Cherrier, 2013, 288).Engaging in recycling now should have future benefits. Questioned, however, is the extent to which this "future-for-...

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confidence: 99%

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Recycling today, sustainability tomorrow: Effects of psychological distance on behavioural practice

Schill

Shaw

2016

European Management Journal

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“…High level construal is associated with an abstract mindset, which focuses on primary (core) features, positive aspects and desirability concerns of objects/events, low level construal is associated with a concrete mindset, which focuses on secondary (peripheral) features, negative aspects and feasibility concerns (Dhar & Kim, 2007;Eyal et al, 2004;Freitas et al, 2004;Kray, 2000;Liviatan et al, 2008;Todorov et al, 2007).…”

Section: Mental Construalmentioning

confidence: 99%

Factors Affecting Financial Consumers’ Private Pension Plan Decisions: A Literature Review and a Conceptual Framework Proposal

Aydın

Akben-Selçuk

2016

bmij

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“…Psychological distance relative to this central self is experienced along several different dimensions (Fujita, Henderson, Eng, Trope, & Liberman, 2006;Nussbaum, Liberman, & Trope, 2006;Trope & Liberman, 2000). Something or someone can be proximal or distal in a spatial, temporal, social, or certainty dimension (Todorov, Goren, & Trope, 2007;Wakslak, Trope, Liberman, & Alony, 2006). These different dimensions of psychological distance have highly similar effects on mental construal.…”

Section: Construal Level Theory Of Psychological Distancementioning

confidence: 99%

“…High-level construals apply to psychologically distant choices or outcomes, and to abstract representations of these choices and outcomes. Conversely low-level construals apply to psychologically near choices and outcomes, and to concrete representations of these choices and outcomes (Bar-Anan et al, 2006;Fujita et al, 2006;Liberman et al, 2007;Todorov et al, 2007;Trope & Liberman, 2010).…”

Section: Construal Level Theory and Sustainable Choicementioning

confidence: 99%

Sustainable consumption and marketing

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Probability as a psychological distance: Construal and preferences

Cited by 198 publications

References 28 publications

Recycling today, sustainability tomorrow: Effects of psychological distance on behavioural practice

Recycling today, sustainability tomorrow: Effects of psychological distance on behavioural practice

Factors Affecting Financial Consumers’ Private Pension Plan Decisions: A Literature Review and a Conceptual Framework Proposal

Sustainable consumption and marketing

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