The effects of affect, processing goals and temporal distance on information processing: Qualifications on temporal construal theory

Abstract

According to temporal construal theory (Trope & Liberman, 2003, 2010, people are likely to evaluate a product on the basis of global, highlevel criteria (e.g., the intrinsic desirability of its features) if they consider it for future consumption but consider situation-specific (e.g., feasibilityrelated) criteria if they consider it for immediate use. However, this may be true only when people are unmotivated to assess the implications of all of the information they have available, and this motivation, in turn, is a function of both their mood and the goal they happen to be pursuing. When individuals' objective is to make a good decision, the theory's implications are more likely to be supported when they are happy (and believe they have enough information to make a good judgment) than when they are sad. When their goal is to enjoy themselves, however, the theory is more strongly supported when they are sad (and are unmotivated to engage in extensive processing) than when they are happy.

The personalization–privacy paradox at the nexus of social exchange and construal level theories

“…Greater psychological distance implies seeing a bigger picture (Bar‐Anan et al, 2006; Liberman et al, 2002; Trope & Liberman, 2003; Trope et al, 2007). The construal level also might be related to happiness, because affective states shape the level at which people construe events too (Chen & Wyer, 2015; Williams et al, 2014). Being happier implies a focus on “why” (abstract level) rather than “how” (concrete level) to perform a task (Labroo & Patrick, 2009).…”

“…Disclosing information in return for personalization is a social exchange, for which the reward (i.e., personalization) occurs after a time delay (Blau, 1964). This psychological distance causes the decision‐making process to be construed at an abstract level (Trope & Liberman, 2000, 2003), which in turn implies that affective states likely have a central role (Chen & Wyer, 2015; Williams et al, 2014). In particular, the pursuit of happiness is essential (Lyubomirsky et al, 2005) and perceived as more important than good health, being attractive, earning a high income, experiencing love, or finding a purpose in life (Diener & Oishi, 2004).…”

Mental traveling along psychological distances: The effects of cultural syndromes, perspective flexibility, and construal level.

“…Although Messervey (2008) also found evidence that Asians' construal of events was less influenced by temporal distance than was Westerners' construal, other studies (Kim, Zhang, & Li, 2008;Yan, 2014;Chen & Wyer, 2015) have found effects of psychological distance on construal level using Hong Kong Chinese participants. Thus, it would be a mistake to conclude that Asians do not exhibit the effects implied by construal level theory, particularly when they are unmotivated to think extensively about the information they receive (Chen & Wyer, 2015). The effects of psychological distance among Asians may simply be less strong than it is among Westerners.…”

La distance psychologique comme outil actionnable par les managers

“…5. Les sens distaux (ex : ouïe, vue, odorat) permettent de traiter les stimuli qui sont spatialement éloignés de l'individu alors que les sens proximaux ne peuvent être utilisés que si les stimuli sont spatialement proches de ce dernier (Elder et al, 2017 Chang et Pham, 2018 ;Grant et Tybout, 2008 ;Huang et al, 2016 ;Jin et al, 2014 ;Keinan et Kivetz, 2008 ;Kivetz et Keinan, 2006 ;Kyung et al, 2010Kyung et al, , 2014Pizzi et al, 2015 ;Tan et al, 2019 Distance temporelle future Consommation d'un produit ou service dans un futur proche vs. lointain Basoglu et Yoo, 2015 ;Castaño et al, 2008 ;Chang et Pham, 2013 ;Chen et Wyer, 2015 ;Etkin et Ratner, 2013 ;Jeannot et Jolibert, 2013 ;Jin et He, 2013 ;Laran 2010a, Lee et al, 2017Lee et Zhao, 2014 ;Liberman et Trope, 1998 ;Trope et Liberman, 2003 ;Zhao et al, 2011 Lancement d'un nouveau produit dans un futur proche vs. lointain Balbo et Jeannot, 2015 ;Bornemann et Homburg, 2011 ;Jha et al, 2019 Lancement d'une campagne politique dans un futur proche vs. lointain Freitas et al, 2008 ; Recevoir un produit en cadeau dans un futur proche vs. lointain Lee et al, 2017 ;Williams et al, 2014 Faire un don pour une action sociale qui aura lieu dans un futur proche vs. lointain Choi et al, 2012 ;Czeizler et Garbarino, 2017 ;Ein-Gar et Levontin, 2013 ;…”