Construal level theory and consumer behavior

Nira Liberman, Yaacov Trope, Cheryl Wakslak

Research output: Contribution to journalArticle

Abstract

The three commentaries on our paper "Construal Levels and Psychological Distance: Effects on Representation, Prediction, Evaluation, and Behavior" offer insightful theoretical extensions and practical applications of construal level theory (CLT). We were inspired and challenged by the commentaries to elaborate on a number of issues, although our elaboration more often raises questions and speculations than provides definite answers. Owing to space limitations, however, we could discuss only some of the issues raised in the commentaries. The first set of issues concerns our theoretical framework, namely, similarities and differences among distance dimensions, the question of additional distances, the nature of the interaction among distances, and the relationship between psychological distance and construct of stimulus information sampling. The second set of issues concerns applications of CLT to consumer choice, namely, how to make better decisions, the nature of regret, and how people construct and process choice sets.

Original languageEnglish (US)
Pages (from-to)113-117
Number of pages5
JournalJournal of Consumer Psychology
Volume17
Issue number2
DOIs
StatePublished - 2007

ASJC Scopus subject areas

  • Applied Psychology
  • Marketing

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