When Good Things Feel Closer and Bad Things Feel Farther: The Role of Perceived Control on Psychological Distance Perception

Han, Jerry J.; Gershoff, Andrew D.

doi:10.1002/jcpy.1034

Cited by 19 publications

(20 citation statements)

References 46 publications

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“…However, simply sharing a conceptual and neural overlap is not the same as—and does not warrant treatment as—identical constructs. Each specific distance need not fully map with all of the others, as traversing one can recruit brain regions that have nothing to do with traversing the others (Gauthier & van Wassenhove, 2016a, 2016b) and different distances can exert opposite effects (Han & Gershoff, 2018).…”

Section: Inseparable But Unequalmentioning

confidence: 99%

An agenda for psychological distance apart from construal level

Maglio

2020

Social & Personality Psych

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Mental life is not confined to physical reality. Instead, anchored in the here and now, people can conjure worlds set in other locations, in other times, from other people's perspectives, and with otherworldly odds. These routes away from immediacy represent different dimensions of psychological distance—space, time, social distance, and probability—in that they all provide a means by which targets of consideration can feel psychologically distant. Though largely developed under the theoretical banner of construal level theory, psychological distance benefits from consideration in its own, independent right. This review proposes that prominent characteristics of it inform an agenda for translational insights across the four dimensions of psychological distance.

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Section: Inseparable But Unequalmentioning

confidence: 99%

An agenda for psychological distance apart from construal level

Maglio

2020

Social & Personality Psych

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“…Consumers interact with interfaces that provide the opportunity to touch the brands with which they transact. Direct touch fosters a sense of control, and that which consumers feel they can control generally comes to feel psychologically closer (Wakslak & Kim, ), though moderated by the valence of the object (Han & Gershoff, ). As a result, the direct contact provided by the experience of touch—as well as its associated experiences—creates a sense of closeness between consumers and products.…”

Section: Antecedentsmentioning

confidence: 99%

Psychological distance in consumer psychology: Consequences and antecedents

Maglio

2019

Consumer Psychology Review

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Wherever consumers envision faraway locations, remember the past, predict the future, consider the perspective of others, or entertain remote possibilities, their minds extrapolate beyond what lies in front of them to something psychologically distant.Conjuring and considering that which is psychologically distant thus lies at the heart of how most people spend a substantial portion of their lives. As integrated here, seeing something as psychologically distant causes people to think about and act on it in systematically different ways than the same thing seen as psychologically close. Recent advances in these consequences suggest that the effects of psychological distance on consumer decision-making continue to grow increasingly nuanced.Consumer outcomes thus at times benefit from seeing things as near and, at other times, benefit from seeing things as far. Accordingly, this review thereafter summarizes the antecedents that lead people to see things as psychologically distant or psychologically close. It closes in considering how future considerations might expand the conceptualization and application of psychological distance. K E Y W O R D Sprobability, psychological distance, social distance, space, time

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“…Prior work in marketing has studied threats to perceived control (e.g., Lembregts and Pandelaere 2019), feelings of low personal control (e.g., Cutright, Bettman, and Fitzsimons 2013), and internal locus of control (Faraji-Rad, Melumad, and Johar 2017; Price et al 2018). Research has also studied perceived control over objects (Wakslak and Kim 2015) as well as perceived control over life, time, and physical space (e.g., Han and Gershoff 2018). We contribute to the literature by introducing a different control construct—perceived control over outcomes from new product adoption.…”

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confidence: 99%

Strong Anxiety Boosts New Product Adoption When Hope Is Also Strong

Lin¹,

MacInnis²,

Eisingerich³

2020

Journal of Marketing

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New products can evoke anticipatory emotions such as hope and anxiety. On the one hand, consumers might hope that innovative offerings will produce goal-congruent outcomes; on the other hand, they might also be anxious about possible outcomes that are goal-incongruent. The authors demonstrate the provocative and counterintuitive finding that strong anxiety about potentially goal-incongruent outcomes from a new product actually enhances (vs. weakens) consequential adoption intentions (Study 1) and actual adoption (Studies 2 and 3) when hope is also strong. The authors test action planning (a form of elaboration) and perceived control over outcomes as serial mediators to explain this effect. They find that the proposed mechanism holds even after they consider alternative explanations, including pain/gain inferences, confidence in achieving goal-congruent outcomes, global elaboration, affective forecasts, and motivated reasoning. Managerially, the findings suggest that when bringing a new product to market, new product adoption may be greatest when hope and anxiety are both strong. The findings also point to ways in which marketers might enhance hope and/or anxiety, and they suggest that the use of potentially anxiety-inducing tactics such as disclaimers in ads and on packages might not deter adoption when hope is also strong.

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When Good Things Feel Closer and Bad Things Feel Farther: The Role of Perceived Control on Psychological Distance Perception

Cited by 19 publications

References 46 publications

An agenda for psychological distance apart from construal level

An agenda for psychological distance apart from construal level

Psychological distance in consumer psychology: Consequences and antecedents

Strong Anxiety Boosts New Product Adoption When Hope Is Also Strong

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