Construal level theory e comportamento do consumidor: uma década de estudos e novas possibilidades de pesquisa
DOI:
https://doi.org/10.5585/remark.v21i3.16694Palavras-chave:
Construal level theory, Comportamento do consumidor, Distâncias psicológicas, MarketingResumo
Objetivo do estudo: Consolidar o reconhecimento do campo de estudos do comportamento do consumidor que se relaciona com a Construal Level Theory (CLT).
Metodologia/abordagem: revisão da literatura com premissas de Grounded Theory a partir da análise de cento e dezesseis artigos publicados em dez periódicos.
Principais resultados: identificou-se um campo fragmentado em sete divisões: escolha do consumidor; monetária; comunicação; autocontrole e indulgência; novos gatilhos; produto; e objetivos. O trabalho também oferece uma série de novas questões de pesquisa que podem auxiliar no desenvolvimento das subdivisões identificadas.
Contribuições teóricas/metodológicas: mapeamento do campo da pesquisa de CLT e comportamento do consumidor, situação não identificada na literatura, criando e discutindo oportunidades para cada uma das temáticas desse campo.
Relevância/originalidade: revisões de literatura sobre o assunto são raras e não contemplaram, ainda, o comportamento do consumidor. A proposta deste estudo é propor um guia de novas oportunidades para estudos que busquem entender os efeitos dos níveis de representação mental no comportamento do consumidor
Downloads
Referências
Aggarwal, P., & Zhao, M. (2015). Seeing the Big Picture: The Effect of Height on the Level of Construal. Journal of Marketing Research, 52(1), 120–133. https://doi.org/10.1509/jmr.12.0067
Agrawal, N., & Wan, E. W. (2009). Regulating risk or risking regulation? construal levels and depletion effects in the processing of health messages. Journal of Consumer Research, 36(3), 448–462. https://doi.org/10.1086/597331
Alexander, D. L., Lynch, J. G., & Wang, Q. (2008). As Time Goes By: Do Cold Feet Follow Warm Intentions for Really New versus Incrementally New Products? Journal of Marketing Research, 45(3), 307–319. https://doi.org/10.1509/jmkr.45.3.307
Allard, T., & Griffin, D. (2017). Comparative Price and the Design of Effective Product Communications. Journal of Marketing, 81(5), 16–29. https://doi.org/10.1509/jm.16.0018
Araujo, C. F. (2018). How (un)conscious processing of hedonic and utilitarian attributes affect choice and rejection strategy (Doctoral thesis). Escola de Negócios, Pontifícia Universidade Católica do Rio Grande do Sul, Porto Alegre, Brasil.
Atlas, S. A., & Bartels, D. M. (2018). Periodic pricing and perceived contract benefits. Journal of Consumer Research, 45(2), 350–364. https://doi.org/10.1093/jcr/ucx127
Bardhi, F., & Eckhardt, G. M. (2012). Access-based consumption: The case of car sharing. Journal of Consumer Research, 39(4), 881–898. https://doi.org/10.1086/666376
Belk, R. (2010). Sharing. Journal of Consumer Research, 36(5), 715–734. https://doi.org/10.1086/612649
Belk, R. (2014). You are what you can access: Sharing and collaborative consumption online. Journal of Business Research, 67(8), 1595–1600. https://doi.org/10.1016/j.jbusres.2013.10.001
Benning, T. M., Breugelmans, E., & Dellaert. B. G. C. (2012). Consumers’ evaluation of allocation policies for scarce health care services: Vested interest activation trumps spatial and temporal distance. Marketing Letters, 23, 531–543. https://doi.org/10.1007/s11002-011-9158-x
Bok, S. Y., & Yeo. J. (2019). Indirect, so it is persuasive. But not for me: the role of metaphoric thinking tendency. International Journal of Advertising, 38(4), 544–562. https://doi.org/10.1080/02650487.2019.1613859
Bornemann, T., & Homburg, C. (2011). Psychological distance and the dual role of price. Journal of Consumer Research, 38(3), 490–504. https://doi.org/10.1086/659874
Chae, B., Li, X., & Zhu, R. (2013). Judging product effectiveness from perceived spatial proximity. Journal of Consumer Research, 40(2), 317–335. https://doi.org/10.1086/66637610.1086/670393
Chang, H., Zhang, L., & Xie, G-X. (2015). Message framing in green advertising: the effect of construal level and consumer environmental concern. International Journal of Advertising, 34(1), 158–176. https://doi.org/10.1080/02650487.2014.994731
Cheema, A., & Patrick, V. M. (2008). Anytime versus Only: Mind-Sets Moderate the Effect of Expasive versus Restrictive Frames on Promotion Evaluation. Journal of Marketing Research, 45(4), 462–472. https://doi.org/10.1509/jmkr.45.4.462
Chen, M.-Y., & Chiu, C.-I. (2016). Go green: How to influence the perceived effectiveness of a green product? International Journal of Advertising: The Review of Marketing Communications, 35(4), 622–641. https://doi.org/10.1080/02650487.2015.1105647
Chen, R., Xu, X., & Shen, H. (2017). Go beyond just paying: Effects of payment method on level of construal. Journal of Consumer Psychology, 27(2), 207–217. https://doi.org/10.1016/j.jcps.2016.09.003
Cho, E. K., Khan, U., & Dhar, R. (2013). Comparing Apples to Apples or Apples to Oranges: The Role of Mental Representation in Choice Difficulty. Journal of Marketing Research, 50(4), 505–516. https://doi.org/10.1509/jmr.11.0389
Choi, W. J., Park, J., & Yoon, H-J. (2018). Your gift choice for your boss versus your subordinate would not be the same: The interplay of power and giver-receiver role on consumers’ gift preferences. Journal of Business Research, 91, 1–7. https://doi.org/10.1016/j.jbusres.2018.05.033
Choi, Y. K., Seo, Y., Wagner, U., & Yoon, S. (2020). Matching luxury brand appeals with attitude functions on social media across cultures. Journal of Business Research, 117, 520–528. https://doi.org/10.1016/j.jbusres.2018.10.003
Choi, Y. K., Yoon, S., Kim, K., & Kim, Y. (2019). Text versus pictures in advertising: effects of psychological distance and product type. International Journal of Advertising, 38(4), 528–543. https://doi.org/10.1080/02650487.2019.1607649
da Costa Hernandez, J. M., Wright, S. A., & Rodrigues, F. F. (2015). Attributes versus benefits: The role of construal levels and appeal type on the persuasiveness of marketing messages. Journal of Advertising, 44(3), 243–253. https://doi.org/10.1080/00913367.2014.967425
Darke, P. R., Brady, M. K., Benedicktus, R. L., & Wilson, A. E. (2016). Feeling close from afar: The role of psychological distance in offsetting distrust in unfamiliar online retailers. Journal of Retailing, 92(3), 287–299. https://doi.org/10.1016/j.jretai.2016.02.001
Ding, Y., Wan, E. W., & Xu, J. (2017). The impact of identity breadth on consumer preference for advanced products. Journal of Consumer Psychology, 27, 231–244. https://doi.org/10.1016/J.JCPS.2016.11.001
Ein-Gar, D. (2014). Committing under the shadow of tomorrow: Self-control and commitment to future virtuous behaviors. Journal of Consumer Psychology, 25(2), 268–285. https://doi.org/10.1016/j.jcps.2014.08.006
Elder, R. S., Schlosser, A. N., Poor, M., & Xu, L. (2017). So close I can almost sense it: The interplay between sensory imagery and psychological distance. Journal of Consumer Research, 44(4), 877–894. https://doi.org/10.1093/jcr/ucx070
Falk, A., & Heckman, J. (2009). Lab experiments are a major source of knowledge in the social sciences. Science, 326(5952), 535–538. https://doi.org/10.1126/science.1168244
Goodman, J. K., & Lim, S. (2018). When consumers prefer to give material gifts instead of experiences: The role of social distance. Journal of Consumer Research, 45(2), 365–382. https://doi.org/10.1093/jcr/ucy010
Goodman, J. K., & Malkoc, S. A. (2012). Choosing here and now versus there and later: The moderating role of psychological distance on assortment size preferences. Journal of Consumer Research, 39(4), 751–768. https://doi.org/10.1086/665047
Gurzki, H., Schllater, N., & Woisetschläger, D. M. (2019). Crafting Extraordinary Stories: Decoding Luxury Brand Communications. Journal of Advertising, 48(4), 401–414. https://doi.org/10.1080/00913367.2019.1641858
Hamilton, R. W., & Thompson, D. V. (2007). Is there a substitute for direct experience? Comparing consumers preferences after direct and indirect product experiences. Journal of Consumer Research, 34(4), 546–555. https://doi.org/10.1086/520073
Han, D., Duhachek, A., & Agrawal, N. (2014). Emotions shape decisions through construal level: The case of guilt and shame. Journal of Consumer Research, 41(4), 18. https://doi.org/10.1086/678300
Han, D., Duhachek, A., & Agrawal, N. (2017). Coping and construal level matching drives health message effectiveness via response efficacy or self-efficacy enhancement. Journal of Consumer Research, 43(3), 429–447. https://doi.org/10.1093/jcr/ucw036
Han, J. K., Sohn, Y. S., & Yoo, K. W. (2015). The Korean language and the effects of its honorifics system in advertising: Deferential vs. informal speech as regulatory prime on persuasive impact. Marketing Letters: A Journal of Research in Marketing, 26(3), 321–333. https://doi.org/10.1007/s11002-015-9353-2
Hansen, J., Kutzner, F., & Wänke, M. (2013). Money and thinking: Reminders of money trigger abstract construal and shape consumer judgments. Journal of Consumer Research, 39(6), 1154–1166. https://doi.org/10.1086/667691
Hardesty, D. M., & Bearden, W. O. (2003). Consumer evaluations of different promotion types and price presentations: the moderating role of promotional benefit level. Journal of Retailing, 79(1), 17–25. https://doi.org/10.1016/S0022-4359(03)00004-6
Hassan, L. M., Shiu, E., & McGowan, M. (2019). Relieving the regret for maximizers: The role of construal level across comparable and non-comparable choice sets. European Journal of Marketing, 54(2), 282–304. https://doi.org/10.1108/EJM-03-2018-0200
Haws, K. L., & Poynor, C. (2008). Seize the day! Encouraging indulgence for the hyperopic consumer. Journal of Consumer Research, 35(4), 680–691. https://doi.org/10.1086/592129
Hoffmann, A. O. I., & Plotkina, D. (2020). Why and when does financial information affect retirement planning intentions and which consumers are more likely to act on them? Journal of Business Research, 117, 411–431. https://doi.org/10.1016/j.jbusres.2020.06.023
Hofstede, G. (1980). Cultures consequences: Individual differences in work-related values. Beverly Hills: Sage.
Hofstede, G. (1983). National cultures in four dimensions: A research-based theory of cultural differences among nations. International Studies of Management & Organization, 13(1-2), 46–74.
Hong, J., & Lee, A. Y. (2010). Feeling mixed but not torn: The moderating role of construal level in mixed emotions appeals. Journal of Consumer Research, 37(3), 456–472. https://doi.org/10.1086/653492
Hong, J., & Sternthal, B. (2010). The effects of consumer prior knowledge and processing strategies on judgments. Journal of Marketing Research, 47(2), 301–311. https://doi.org/10.1509/jmkr.47.2.301
Irmak, C., Wakslak, C. J., & Trope, Y. (2013). Selling the forest, buying the trees: The effect of construal level on seller-buyer price discrepancy. Journal of Consumer Research, 40(2), 284–297. https://doi.org/10.1086/670020
Isabella, G., Mazzon, J. A., & Dimoka, A. (2017). Impacts of product type and representation type on the perception of justice and price fairness. Journal of Business Research, 81, 203–211. https://doi.org/10.1016/j.jbusres.2016.10.031
Jami, A. (2019). Having Control Over and Above Situations: The Influence of Elevated Viewpoints on Risk Taking. Journal of Marketing Research, 56(2), 230–244. https://doi.org/10.1177/0022243718813544
Janakiraman, N., & Ordóñez, L. (2012). Effect of effort and deadlines on consumer product returns. Journal of Consumer Psychology, 22(2), 260–271. https://doi.org/10.1016/j.jcps.2011.05.002
Jha, S., Deitz, G., Hart, P., & Royne, M. B. (2019). Sales promotions for preorder products: The role of time-of-release. Psychology and Marketing, 36(9), 875–890. https://doi.org/10.1002/mar.21242
Jia, Y., Huang, Y., Wyer, R. S., Jr., & Shen, H. (2017). Physical proximity increases persuasive effectiveness through visual imagery. Journal of Consumer Psychology, 27(4), 435–447. https://doi.org/10.1016/j.jcps.2017.07.001
Jin, L., & He, Y. (2013). Designing service guarantees with construal fit: Effects of temporal distance on consumer responses to service guarantees. Journal of Service Research, 16(2), 202–215. https://doi.org/10.1177/1094670512468330
Jun, S. Y., Kim, K. H., & Park, H. K. (2019). The effect of the preorder strategy on consumers’ product choice: The moderating role of product experience and payment timing. Journal of Business Research, 99, 80–86. https://doi.org/10.1016/j.jbusres.2019.02.024
Karatas, M., & Gürhan‐Canli, Z. (2020). When Consumers Prefer Bundles with Noncomplementary Items to Bundles with Complementary Items: The Role of Mindset Abstraction. Journal of Consumer Psychology, 30(1), 24–39. https://doi.org/10.1002/jcpy.1125
Kardes, F. R., Cronley, M. L., & Kim, J. (2006). Construal-level effects on preference stability, preference-behavior correspondence, and the suppression of competing brands. Journal of Consumer Psychology, 16(2), 135–144. https://doi.org/10.1207/s15327663jcp1602_4
Kelting, K., Berry, C., & van Horen, F. (2019). The presence of copycat private labels in a product set increases consumers’ choice ease when shopping with an abstract mindset. Journal of Business Research, 99, 264–274. https://doi.org/10.1016/j.jbusres.2019.02.068
Kerckhove, A. van., Geuens, M., & Vermeir, I. (2015). The floor is nearer than the sky: how looking up or down affects construal level. Journal of Consumer Research, 41(6), 1358–1371. https://doi.org/10.1086/679309
Khan, U., Zhu, M., & Kalra, A. (2011). When trade-offs matter: The effect of choice construal on context effects. Journal of Marketing Research, 48(1), 62–71. https://doi.org/10.1509/jmkr.48.1.62
Kim, D. H., Sung, Y., & Drumwright, M. (2018). Where I come from’ determines, ‘how I construe my future’: the fit effect of culture, temporal distance, and construal level. International Journal of Advertising, 37(2), 270–288. https://doi.org/10.1080/02650487.2016.1238661
Kim, H., & John, D. R. (2008). Consumer response to brand extensions: Construal level as a moderator of the importance of perceived fit. Journal of Consumer Psychology, 18(2), 116–126. https://doi.org/10.1016/j.jcps.2008.01.006
Kim, H., & Youn, S. (2019). Consumers as time travellers: the moderating effects of risk perception and construal level on consumers’ responses to temporal framing. International Journal of Advertising, 38(8), 1070–1097. https://doi.org/10.1080/02650487.2018.1556065
Kim, K., Lee, S., & Choi, Y. K. (2019). Image proximity in advertising appeals: Spatial distance and product types. Journal of Business Research, 99, 490–497. https://doi.org/10.1016/j.jbusres.2017.08.031
Kim, Y.-J., Park, J., & Wyer, R. S., Jr. (2009). Effects of temporal distance and memory on consumer judgments. Journal of Consumer Research, 36(4), 634–645. https://doi.org/10.1086/599765
Kivetz, R., & Keinan, A. (2006). Repenting Hyperopia: An Analysis of Self-Control Regrets. Journal of Consumer Research, 33(2), 273–282. https://doi.org/10.1086/506308
Koo, J., & Suk, K. (2020). Is $0 Better than Free? Consumer Response to “$0” versus “Free” Framing of a Free Promotion. Journal of Retailing, 96(3), 383–396. https://doi.org/10.1016/j.jretai.2019.11.006
Kulkarni, A. A., & Yuan, H. (2015). Effect of ad-irrelevant distance cues on persuasiveness of message framing. Journal of Advertising, 44(3), 254–263. https://doi.org/10.1080/00913367.2014.975877
Kyung, E. J., Manoj, T., & Krishna, A. (2017). When bigger is better (and when it is not): Implicit bias in numeric judgments. Journal of Consumer Research, 44(1), 62-79. https://doi.org/10.1093/jcr/ucw079
Lajos, J., Katona, Z., Chattopadhyay, A., & Sarvary, M. (2009). Category activation model: A spreading activation network model of subcategory positioning when categorization uncertainty is high. Journal of Consumer Research, 36(1), 122–136. https://doi.org/10.1086/595024
Lamberton, C. P., & Diehl, K. (2013). Retail choice architecture: The effects of benefit-and attribute-based assortment organization on consumer perceptions and choice. Journal of Consumer Research, 40(3), 393–411. https://doi.org/10.1086/671103
Lambrecht, A., & Tucker, C. (2013). When does retargeting work? Information specificity in online advertising. Journal of Marketing Research, 50(5), 561–576. https://doi.org/10.1509/jmr.11.0503
Laran, J. (2010). Choosing your future: Temporal distance and the balance between self-control and indulgence. Journal of Consumer Research, 36(6), 1002–1015. https://doi.org/10.1086/648380
Lee, A. Y., Keller, P. A., & Sternthal, B. (2010). Value from regulatory construal fit: The persuasive impact of fit between consumer goals and message concreteness. Journal of Consumer Research, 36(5), 735–747. https://doi.org/10.1086/605591
Lee, H., Deng, X., Unnava, H. R., & Fujita, K. (2014). Monochrome forests and colorful trees: The effect of black-and-white versus color imagery on construal level. Journal of Consumer Research, 41(4), 1015–1032. https://doi.org/10.1086/678392
Lee, H., Fujita, K., Deng, X., & Unnava, H. R. (2017). The role of temporal distance on the color of future-directed imagery: A construal-level perspective. Journal of Consumer Research, 43(5), 707–725. https://doi.org/10.1093/jcr/ucw051
Lee, K., & Zhao, M. (2014). The effect of price on preference consistency over time. Journal of Consumer Research, 41(1), 109–118. https://doi.org/10.1006/obhd.1998.2794
Lee, N. L., Noble, S. M., & Zablah, A. R. (2020). So distant, yet useful: The impact of distal stories on customers’ service expectations. Journal of Business Research, 113, 230–242. https://doi.org/10.1016/j.jbusres.2020.01.044
Lee, S. Y., Yoo, C, Y., Kim, D. H., & Sung, Y. H. (2021) Distance matters: the effects of self-brand connections and construal levels on ad responses. International Journal of Advertising, 40(3), 403–430. https://doi.org/10.1080/02650487.2020.1783153
Liberman, N., & Trope, Y. (2014). Traversing psychological distance. Trends in Cognitive Sciences, 18(7), 364–369. https://doi.org/10.1016/j.tics.2014.03.001
Liberman, N., Sagristano, M. D., & Trope, Y. (2002). The effect of temporal distance on level of mental construal. Journal of experimental social psychology, 38(6), 523–534. https://doi.org/10.1016/S0022-1031(02)00535-8
Liu, W., Batra, R., & Wang, H. (2017). Product touch and consumers’ online and offline buying: The role of mental representation. Journal of Retailing, 93(3), 369–381. https://doi.org/10.1016/j.jretai.2017.06.003
Lo, C. J., Tsarenko, Y., & Tojib, D. (2019). Does consumer‐firm affiliation matter? The impact of social distance on consumers’ moral judgments. Psychology & Marketing, 36(12), 1215–1225. https://doi.org/10.1002/mar.21270
MacDonnell, R., & White, K. (2015). How construals of money versus time impact consumer charitable giving. Journal of Consumer Research, 42(4), 551–563. https://doi.org/10.1093/jcr/ucv042
Maier, E., & Wilken, R. (2014). The Impact of Stress on Consumers’ Willingness to Pay. Psychology & Marketing, 31(9), 774–785. https://doi.org/10.1002/mar.20733
Mao, H., Mariadoss, B. J., Echambadi, R., & Chennamaneni, P. R. (2012). Brand extensions via complements or substitutes: The moderating role of manufacturing transferability. Marketing Letters, 23(1), 279–292. https://doi.org/10.1007/s11002-011-9153-2
Martin, C. J. (2016). The sharing economy: A pathway to sustainability or a nightmarish form of neoliberal capitalism? Ecological economics, 121, 149–159. https://doi.org/10.1016/j.ecolecon.2015.11.027
Marzocchi, G. L., Pizzi, G., & Scarpi, D. (2016). When a picture’s worth a thousand words: The effects of visual construal priming on information acquisition and choice. Marketing Letters: A Journal of Research in Marketing, 27(3), 487–498. https://doi.org/10.1007/s11002-015-9365-y
McGowan, M., Hassan, L. M. & Shiu, E. (2019). Solving dissociative group effects using construal level theory. European Journal of Marketing, 54(1), 212–237. https://doi.org/10.1108/EJM-07-2018-0468
Mehta, R., Zhu, R., & Meyers-Levy, J. (2014). When does a higher construal level increase or decrease indulgence? Resolving the myopia versus hyperopia puzzle. Journal of Consumer Research, 41(2), 475-488. https://doi.org/10.1086/676968
Meloy, M. G., & Russo, J. E. (2004). Binary choice under instructions to select versus reject. Organizational Behavior and Human Decision Processes, 93(2), 114–128. https://doi.org/10.1016/j.obhdp.2003.12.002
Meyners, J., Barrot, C., Becker, J. U., & Goldenberg, J. (2017). The role of mere closeness: How geographic proximity affects social influence. Journal of Marketing, 81(5), 49–66. https://doi.org/10.1509/jm.16.0057
Milkmann, K. L., Rogers, T., & Bazermann, M. H. (2010). I’ll have the ice cream soon and the vegetables later: A study of online grocery purchases and order lead time. Marketing Letters, 21(1), 17–35. https://doi.org/10.1007/s11002-009-9087-0
Monga, A., & Bagchi, R. (2012). Years, Months, and Days versus 1, 12, and 365: The Influence of Units versus Numbers. Journal of Consumer Research, 39(1), 185–198. https://doi.org/10.1086/662039
Mourali, M., & Nagpal, A. (2013). The powerful select, the powerless reject: Power’s influence in decision strategies. Journal of Business Research, 66(7), 874–880. https://doi.org/10.1016/j.jbusres.2011.12.005
Nenkov, G. Y., Morrin, M., Maille, V., Rank-Christman, T., & Lwin, M. O. (2019). Sense and sensibility: The impact of visual and auditory sensory input on marketplace morality. Journal of Business Research, 95, 428–441. https://doi.org/10.1016/j.jbusres.2018.07.047
Ng, S., & Batra, R. (2017). Regulatory goals in a globalized world. Journal of Consumer Psychology, 27(2), 270–277. https://doi.org/10.1016/j.jcps.2016.08.003
Okada, E. M. (2019). Differential Construal of Exercise versus Diet and Implications for Weight Control. Journal of Consumer Research, 46(3), 528–544. https://doi.org/10.1093/jcr/ucy080
Orth, U. R., Machiels, C. J. A., & Rose, G. M. (2020). The reverse Napoleon effect: The brand appreciation of looking up by tall people. Psychology & Marketing, 37(3), 1194–1211. https://doi.org/10.1002/mar.21352
Osman, H., D’Acunto, D., & Johns, N. (2019). Home and away: Why do consumers shy away from reporting negative experiences in the peer-to-peer realms? Psychology & Marketing, 36(12), 1162–1175. https://doi.org/10.1002/mar.21264
Park, J., & Hedgcock, W. M. (2016). Thinking concretely or abstractly: The influence of fit between goal progress and goal construal on subsequent self-regulation. Journal of Consumer Psychology, 26(3), 395–409. https://doi.org/10.1016/j.jcps.2015.12.003
Park, S.-Y., & Morton, C. R. (2015). The role of regulatory focus, social distance, and involvement in anti-high-risk drinking advertising: A construal-level theory perspective. Journal of Advertising, 44(4), 338–348. https://doi.org/10.1080/00913367.2014.1001503
Pfeiffer, B. E., Deval, H., Kardes, F. R., Ewing, D. R., Han, X., & Cronley, M. L. (2014). Effects of construal level on omission detection and multiattribute evaluation. Psychology & Marketing, 31(11), 992–1007. https://doi.org/10.1002/mar.20748
Pizzi, G., Marzocchi, G. L., Orsingher, C., & Zammit, A. (2015). The Temporal Construal of Customer Satisfaction. Journal of Service Research, 18(4), 484–497. https://doi.org/10.1177/1094670515584752
Polman, E., Effron, D. A., & Thomas, M. R. (2017). Other people’s money: Money’s perceived purchasing power is smaller for others than for the self. Journal of Consumer Research, 45(1), 109–125. https://doi.org/10.1093/jcr/ucx119
Pounders, K. R., Lee, S., & Mackert, M. (2015). Matching temporal frame, self-view, and message frame valence: Improving persuasiveness in health communications. Journal of Advertising, 44(4), 388–402. https://doi.org/10.1080/00913367.2015.1071210
Pyone, J. S., & Isen, A. M. (2011). Positive Affect, Intertemporal Choice, and Levels of Thinking: Increasing Consumers’ Willingness to Wait. Journal of Marketing Research, 48(3), 532–543. https://doi.org/10.1509/jmkr.48.3.532
Ramirez, E., Jimenez, F. R., & Gau, R. (2015). Concrete and abstract goals associated with the consumption of environmentally sustainable products. European Journal of Marketing, 49(9/10), 1645–1665. https://doi.org/10.1108/EJM-08-2012-0483
Reyt, J.-N., & Wiesenfeld, B. M. (2015). Seeing the forest for the trees: exploratory learning, mobile technology, and knowledge workers’ role integration behaviors. The Academy of Management Journal, 58(3), 739–762. https://doi.org/10.5465/amj.2013.0991
Roose, G., Vermeir, I., Geuens, M., & Van Kerckhove, A. (2019). A match made in heaven or down under? The effectiveness of matching visual and verbal horizons in advertising. Journal of Consumer Psychology, 29(3), 411–427. https://doi.org/10.1002/jcpy.1088
Ruzeviciute, R., Kamleitner, B., & Biswas, D. (2020). Designed to S(m)ell: When Scented Advertising Induces Proximity and Enhances Appeal. Journal of Marketing Research, 57(2), 315–331. https://doi.org/10.1177/0022243719888474
Ryoo, Y., Hyun, N. K., & Sung, Y. (2017). The effect of descriptive norms and construal level on consumers’ sustainable behaviors. Journal of Advertising, 46(4), 536–549. https://doi.org/10.1080/00913367.2017.1396514
Septianto, F., & Pratiwi, L. (2016). The moderating role of construal level on the evaluation of emotional appeal vs. cognitive appeal advertisements. Marketing Letters: A Journal of Research in Marketing, 27(1), 171–181. https://doi.org/10.1007/s11002-014-9324-z
Septianto, F., Kemper, J., & Paramita, W. (2019). The role of imagery in promoting organic food. Journal of Business Research, 101, 104–115. https://doi.org/10.1016/j.jbusres.2019.04.016
Siddiqui, R. A., Monga, A., & Buechel, E. C. (2018). When Intertemporal Rewards Are Hedonic, Larger Units of Wait Time Boost Patience. Journal of Consumer Psychology, 28(4), 612–628. https://doi.org/10.1002/jcpy.1019
Silvera, D. H., Pfeiffer, B. E., Kardes, F. R., Arsena, A., & Goss, R. J. (2014). Using imagine instructions to induce consumers to generate ad-supporting content. Journal of Business Research, 67(7), 1567–1572. https://doi.org/10.1016/j.jbusres.2014.01.017
Sinha, J., & Lu, F-C. (2019). Ignored or Rejected: Retail Exclusion Effects on Construal Levels and Consumer Responses to Compensation. Journal of Consumer Research, 46(4), 791–807. https://doi.org/10.1093/jcr/ucz021
Sordi, J. D., Perin, M. G., Petrini, M. C, & Sampaio, C. H. (2018). Construal level and collaborative consumption: An exploratory approach. International Journal of Consumer Studies, 42(2), 264–273. https://doi.org/10.1111/ijcs.12420
Stillman, P., Lee, H., Deng, X., Unnava, H. R., & Fujita, K. (2020). Examining consumers’ sensory experiences with color: A consumer neuroscience approach. Psychology & Marketing, 37(7), 995–1007. https://doi.org/10.1002/mar.21360
Stremersch, S., & Tellis, G. J. (2002). Strategic Bundling of Products and Prices: A New Synthesis for Marketing. Journal of Marketing, 66(1), 55–72. https://doi.org/10.1509/jmkg.66.1.55.18455
Tan, T. M., Salo, J., Juntunen, J., & Kumar, A. (2019). The role of temporal focus and self-congruence on consumer preference and willingness to pay: A new scrutiny in branding strategy. European Journal of Marketing, 53(1), 37–62. https://doi.org/10.1108/EJM-04-2017-0303
Tangari, A. H., & Smith, R. J. (2012). How the Temporal Framing of Energy Savings Influences Consumer Product Evaluations and Choice. Psychology & Marketing, 29(4), 198–208. https://doi.org/10.1002/mar.20515
Tangari, A. H., Burton, S., & Smith, R. J. (2015). Now that’s a bright idea: The influence of consumer elaboration and distance perceptions on sustainable choices. Journal of Retailing, 91(3), 410–421. https://doi.org/10.1016/j.jretai.2015.05.002
Thaler, R. H. (1999). Mental accounting matters. Journal of Behavioral Decision Making, 12(3), 183–206.
Theodorakis, I. G., & Painesis, G. (2018). The impact of psychological distance and construal level on consumers’ responses to taboos in advertising. Journal of Advertising, 47(2), 161–181. https://doi.org/10.1080/00913367.2018.1452654
Trope, Y., & Liberman, N. (2003). Temporal construal. Psychological Review, 110(3), 403–421. https://doi.org/10.1037/0033-295X.110.3.403
Trope, Y., & Liberman, N. (2010). Construal-level theory of psychological distance. Psychological Review, 117(2), 440–463. https://doi.org/10.1037/a0018963
Trope, Y., Liberman, N., & Wakslak, C. (2007). Construal levels and psychological distance: Effects on representation, prediction, evaluation, and behavior. Journal of Consumer Psychology, 17(2), 83–95. https://doi.org/10.1016/S1057-7408(07)70013-X
Tsai, C., & McGill, A. (2011). No pain, no gain? How fluency and construal level affect consumer confidence. Journal of Consumer Research, 37(5), 807–821. https://doi.org/10.1086/655855
Ülkümen, G., & Cheema, A. (2011). Framing Goals to Influence Personal Savings: The Role of Specificity and Construal Level. Journal of Marketing Research, 48(6), 958–969. https://doi.org/10.1509/jmr.09.0516
Vallacher, R. R., & Wegner, D. M. (1989). Levels of personal agency: Individual variation in action identification. Journal of Personality and Social Psychology, 57(4), 660–671. https://doi.org/10.1037/0022-3514.57.4.660
Vilches-Montero, S. N., & Spence, M. T. (2015). The effect of construal level on time perceptions, confidence in judgments and future preferences. European Journal of Marketing, 49(5/6), 782–805. https://doi.org/10.1108/EJM-04-2014-0232
Wakefield, L. T., & Wakefield, K. L. (2018). An Examination of Construal Effects on Price Perceptions in the Advance Selling of Experience Services. Journal of Service Research, 21(2), 235–248. https://doi.org/10.1177/1094670517738367
Wan, E. W., & Agrawal, N. (2011). Carryover effects of self-control on decision making: A construal-level perspective. Journal of Consumer Research, 38(1), 199–214. https://doi.org/10.1086/658471
Wang, B., Liu, S. Q., Kandampully, J., & Bujisic, M. (2020). How color affects the effectiveness of taste- versus health-focused restaurant advertising messages. Journal of Advertising, 49(5), 557–574. https://doi.org/10.1080/00913367.2020.1809575
Wang, H., Shen, M., Song, Y., & Phau, I. (2020). Do up-displayed eco-friendly products always perform better? The moderating role of psychological distance. Journal of Business Research, 114(3), 198–212. https://doi.org/10.1016/j.jbusres.2020.03.031
Wang, J., Hong, J., & Zhou, R. (2017). How long did I wait? The effect of construal levels on consumers’ wait duration judgments. Journal of Consumer Research, 45(1), 169–184. https://doi.org/10.1093/jcr/ucx117
Wang, Q., & Waltman, L. (2016). Large-scale analysis of the accuracy of the journal classification systems of Web of Science and Scopus. Journal of Infometrics, 10, 347–364. https://doi.org/10.1016/j.joi.2016.02.003
Wen, N., & Guo, W. (2020). “Toxic friends”? The farther away, the less stressful: the impact of social distance to a dissociative group on consumer choices. European Journal of Marketing, 55(3), 925–943. https://doi.org/10.1108/EJM-11-2018-0818
White, K., Macdonnell, R., & Dahl, D. W. (2011). It’s the Mind-Set that Matters: The Role of Construal Level and Message Framing in Influencing Consumer Efficacy and Conservation Behaviors. Journal of Marketing Research, 48(3), 472–485. https://doi.org/10.1509/jmkr.48.3.472
Wiesenfeld, B. M., Reyt, J.-N., Brockner, J., & Trope, Y. (2017). Construal level theory in organizational research. Annual Review of Organizational Psychology and Organizational Behavior, 4, 367–400. https://doi.org/10.1146/annurev-orgpsych-032516-113115
Winterich, K. P., & Haws, K. L. (2011). Helpful hopefulness: The effect of future positive emotions on consumption. Journal of Consumer Research, 38(3), 505–524. https://doi.org/10.1086/659873
Wolfswinkel, J. F., Furtmueller, E., & Wilderom, C. P. M. (2013). Using grounded theory as a method for rigously reviewing literature. European Journal of Information Systems, 22(1), 45–55. https://doi.org/10.1057/ejis.2011.51
Wright, S. A., Dinsmore, J. B., & Kellaris, J. J. (2013). How Group Loyalties Shape Ethical Judgment and Punishment Preferences. Psychology & Marketing, 30(3), 203–210. https://doi.org/10.1002/mar.20598
Wright, S., Manolis, C., Brown, D., Guo, X., Dinsmore, J., Chiu, C.-Y. P., & Kardes, F. R. (2012). Construal-level mindsets and the perceived validity of marketing claims. Marketing Letters: A Journal of Research in Marketing, 23(1), 253–261. https://doi.org/10.1007/s11002-011-9151-4
Xu, J., Jiang, Z., & Dhar, R. (2013). Mental representation and perceived similarity: How abstract mindset aids choice from large assortments. Journal of Marketing Research, 50(4), 548–559. https://doi.org/10.1509/jmr.10.0390
Yan, D., & Sengupta, J. (2011). Effects of construal level on the price-quality relationship. Journal of Consumer Research, 38(2), 376–389. https://doi.org/10.1086/659755
Yan, D., & Tsang, A. S. L. (2016). The misforecasted spoiler effect: Underlying mechanism and boundary conditions. Journal of Consumer Psychology, 26(1), 81–90. https://doi.org/10.1016/j.jcps.2015.05.003
Yan, D., Sengupta, J., & Hong, J. (2016). Why does psychological distance influence construal level? The role of processing mode. Journal of Consumer Research, 43(4), 598–613. https://doi.org/10.1093/jcr/ucw045
Yang, D., Lu, Y., Zhu, W., & Su, C. (2015). Going green: How different advertising appeals impact green consumption behavior. Journal of Business Research, 68(12), 2663–2675. https://doi.org/10.1016/j.jbusres.2015.04.004
Yang, L. C., Toubia, O., & de Jong, M. G. (2018). Attention, Information Processing, and Choice in Incentive-Aligned Choice Experiments. Journal of Marketing Research, 55(6), 783–800. https://doi.org/10.1177/0022243718817004
Yang, P., & Zhang, Q. (2018). How pride influences product evaluation through construal level. European Journal of Marketing, 52(7-8), 1750–1775. https://doi.org/10.1108/EJM-12-2016-0777
Yang, X., Mao, H., Jia, L., & Bublitz, M. G. (2019). A Sweet Romance: Divergent Effects of Romantic Stimuli on the Consumption of Sweets. Journal of Consumer Research, 45(6), 1213–1229. https://doi.org/10.1093/jcr/ucy044
Yang, X., Ringberg, T., Mao, H., & Peracchio, L. A. (2011). The construal (in) compatibility effect: The moderating role of a creative mindset. Journal of Consumer Research, 38(4), 681–696. https://doi.org/10.1086/660118
Yao, Q., & Chen, R. (2014). Gift cards and gifted cash: The impact of fit between gift type and message construal. Journal of Retailing, 90(4), 481–492. https://doi.org/10.1016/j.jretai.2014.07.001
Yoon, S., Bang, H., Choi, D., & Kim, K. (2020). Slow versus fast: how speed-induced construal affects perceptions of advertising messages. International Journal of Advertising, 40(3), 1–21. https://doi.org/10.1080/02650487.2020.1766233
Zhang, M., & Wang, J. (2009). Psychological distance asymmetry: The spatial dimension vs. other dimensions. Journal of Consumer Psychology, 19(3), 497–507. https://doi.org/10.1016/j.jcps.2009.05.001
Zhang, Y., Kwak, H., Puzakova, M., & Taylor, C. R. (2020). When distraction may be a good thing: The role of distraction in low‐fit brand extension evaluation. Psychology & Marketing, 37(4), 604–621. https://doi.org/10.1002/mar.21329
Zhao, M., & Xie, J. (2011). Effects of social and temporal distance on consumers’ responses to peer recommendations. Journal of Marketing Research, 48(3), 486–496. https://doi.org/10.1509/jmkr.48.3.486
Zhu, L., He, Y., Chen, Q., & Hu, M. (2017). It’s the thought that counts: The effects of construal level priming and donation proximity on consumer response to donation framing. Journal of Business Research, 76, 44–51. https://doi.org/10.1016/j.jbusres.2017.03.007
Downloads
Publicado
Como Citar
Edição
Seção
Licença
Copyright (c) 2022 Revista Brasileira de Marketing
Este trabalho está licenciado sob uma licença Creative Commons Attribution-NonCommercial-ShareAlike 4.0 International License.
