The DOI matches its Crossref record; 5 of the 5 references it cites were found in a registry or an index.
Influencing attitudes toward near and distant objects
Open accessAbstract
It is argued that the temporal distance of attitude objects systematically changes how the object is mentally represented, and thus influences the strength of particular persuasive appeals. Three experiments tested the hypothesis that people preferentially attend to arguments that highlight primary, abstract (high-level) vs. incidental, concrete (low-level) features when attitude objects are temporally distant vs. near. Results suggested that when attitude objects are temporally distant vs. near, arguments emphasizing primary vs. secondary features (Study 1), desirability vs. feasibility features (Study 2), and general classes vs. specific cases are more persuasive (Study 3). The relation of construal theory to dual process theories of persuasion and persuasion phenomena, such as personal relevance effects and functional matching effects, are discussed.
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Citations
Cites
Schwartz, S. H. (1992) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60281-6 · Cited by 14,619
The Elaboration Likelihood Model of Persuasion
Petty, R. E., & Cacioppo, J. T. (1986) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60214-2 · Cited by 8,822
Understanding and assessing the motivations of volunteers: A functional approach.
Clary, E. G., Snyder, M., Ridge, R. D., Copeland, J., Stukas, A. A., Haugen, J., & Miene, P. (1998) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.74.6.1516 · Cited by 2,994
The consideration of future consequences: Weighing immediate and distant outcomes of behavior.
Strathman, A., Gleicher, F., Boninger, D. S., & Edwards, C. S. (1994) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.66.4.742 · Cited by 1,782 · cited 1×
“Similarly, research by Strathman, Gleicher, Boninger, and Edwards (1994) suggests that there are stable individual differences in the weight that people place on the consequences of their behavior, and that these differences predict attitude change in response to different persuasive messages.”
Petty, R. E., & Cacioppo, J. T. (1984) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.46.1.69 · Cited by 1,727 · cited 1×
“Most persuasion studies relevant to time have manipulated temporal distance of attitude objects as an operationalization of personal relevance ( Petty & Cacioppo, 1984; Petty, Cacioppo, & Goldman, 1981).”
Background
Cited by
Construal-level theory of psychological distance.
Trope, Y., & Liberman, N. (2010) · Psychological Review · doi:10.1037/a0018963 · Cited by 6,618
Self-citationTrope, Y., Liberman, N., & Wakslak, C. (2007) · Journal of Consumer Psychology · doi:10.1016/s1057-7408(07)70013-x · Cited by 1,772
Self-citationMissing the trees for the forest: A construal level account of the illusion of explanatory depth.
Alter, A. L., Oppenheimer, D. M., & Zemla, J. C. (2010) · Journal of Personality and Social Psychology · doi:10.1037/a0020218 · Cited by 158
Psychological distance and emotional experience: What you see is what you get
Davis, J. I., Gross, J. J., & Ochsner, K. N. (2011) · Emotion · doi:10.1037/a0021783 · Cited by 137
The Psychology of Environmental Decisions
Newell, B. R., McDonald, R. I., Brewer, M., & Hayes, B. K. (2014) · Annual Review of Environment and Resources · doi:10.1146/annurev-environ-010713-094623 · Cited by 122
Metadata
- Authors
- Fujita, K., Eyal, T., Chaiken, S., Trope, Y., & Liberman, N.
- Venue
- Journal of Experimental Social Psychology
- Publisher
- Elsevier BV
- Published
- 2008-05
- Volume
- 44
- Issue
- 3
- Pages
- 562-572
- ISSN
- 0022-1031 (ISSN-L)
- OpenAlex
- W2053666387
- Cited by
- 287
- References
- 5
- FWCI
- 22.58
- Type
- journal article
- Language
- en
- Open access
- green
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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