Construal levels and psychological distance: Effects on representation, prediction, evaluation, and behavior

Yaacov Trope, Nira Liberman, Cheryl Wakslak

Research output: Contribution to journalArticlepeer-review

Abstract

Construal level theory (CLT) is an account of how psychological distance influences individuals' thoughts and behavior. CLT assumes that people mentally construe objects that are psychologically near in terms of low-level, detailed, and contextualized features, whereas at a distance they construe the same objects or events in terms of high-level, abstract, and stable characteristics. Research has shown that different dimensions of psychological distance (time, space, social distance, and hypotheticality) affect mental construal and that these construals, in turn, guide prediction, evaluation, and behavior. The present paper reviews this research and its implications for consumer psychology.

Original languageEnglish (US)
Pages (from-to)83-95
Number of pages13
JournalJournal of Consumer Psychology
Volume17
Issue number2
DOIs
StatePublished - 2007

ASJC Scopus subject areas

  • Applied Psychology
  • Marketing

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