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Psychological distance in consumer psychology: Consequences and antecedents

Psychological distance in consumer psychology: Consequences and antecedents 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. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Consumer Psychology Review Wiley

Psychological distance in consumer psychology: Consequences and antecedents

Maglio, Sam J.
Consumer Psychology Review , Volume 3 (1) – Jan 1, 2020
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18 pages

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Publisher
Wiley
Copyright
Copyright © 2020 Society for Consumer Psychology
ISSN
2476-1273
eISSN
2476-1281
DOI
10.1002/arcp.1057
Publisher site
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Abstract

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.

Journal

Consumer Psychology Review – Wiley

Published: Jan 1, 2020

Keywords: ; ; ; ;

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    Vohs, K. D.; Schmeichel, B. J.
  • The where and when of likely and unlikely events
    Wakslak, C. J.
  • Controllable objects seem closer
    Wakslak, C. J.; Kim, B. K.
  • It’s not me, it’s you: How gift giving creates giver identity threat as a function of social closeness
    Ward, M. K.; Broniarczyk, S. M.
  • Ask and you shall (not) receive: Close friends prioritize relational signaling over recipient preferences in their gift choices
    Ward, M. K.; Broniarczyk, S. M.
  • Mental simulation and meaning in life
    Waytz, A.; Hershfield, H. E.; Tamir, D. I.
  • The illusion of conscious will
    Wegner, D. M.
  • Fired up for the future: How time shapes sharing
    Weingarten, E.; Berger, J.
  • Egocentric categorization and product judgment: Seeing your traits in what you own (and their opposite in what you don’t)
    Weiss, L.; Johar, G. V.
  • The distinct affective consequences of psychological distance and construal level
    Williams, L. E.; Stein, R.; Galguera, L.
  • A recipe for friendship: Similar food consumption promotes trust and cooperation
    Woolley, K.; Fishbach, A.
  • Shared plates, shared minds: Consuming from a shared plate promotes cooperation
    Woolley, K.; Fishbach, A.
  • Wine for the table: Self‐construal, group size, and choice for self and others
    Wu, E. C.; Moore, S. G.; Fitzsimons, G. J.
  • Does the distance between us matter? Influences of physical proximity to others on consumer choice
    Xu, J.; Shen, H.; Wyer, R. S.
  • Effects of construal level on the price‐quality relationship
    Yan, D.; Sengupta, J.
  • The influence of base rate and case information on health‐risk perceptions: A unified model of self‐positivity and self‐negativity
    Yan, D.; Sengupta, J.
  • Why does psychological distance influence construal level? The role of processing mode
    Yan, D.; Sengupta, J.; Hong, J.
  • The 3 C's of anthropomorphism: Connection, comprehension, and competition
    Yang, L. W.; Aggarwal, P.; McGill, A. L.
  • A sound idea: Phonetic effects of brand names on consumer judgments
    Yorkston, E.; Menon, G.
  • Psychological distance promotes exploration in search of a global maximum
    Yudkin, D. A.; Pick, R.; Hur, E. Y.; Liberman, N.; Trope, Y.
  • Discounting time and time discounting: Subjective time perception and intertemporal preferences
    Zauberman, G.; Kim, B. K.; Malkoc, S. A.; Bettman, J. R.
  • Looking ahead or looking back: Current evaluations and the effect of psychological connectedness to a temporal self
    Zhang, M.; Aggarwal, P.
  • Psychological distance asymmetry: The spatial dimension vs. other dimensions
    Zhang, M.; Wang, J.
  • Crossing the virtual boundary: The effect of task‐irrelevant environmental cues on task implementation
    Zhao, M.; Lee, L.; Soman, D.
  • Effects of social and temporal distance on consumers' responses to peer recommendations
    Zhao, M.; Xie, J.
  • Putting time in perspective: A valid, reliable individual‐differences metric
    Zimbardo, P. G.; Boyd, J. N.