Abstract
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.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 562-572 |
| Number of pages | 11 |
| Journal | Journal of Experimental Social Psychology |
| Volume | 44 |
| Issue number | 3 |
| DOIs | |
| State | Published - May 2008 |
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Keywords
- Attitude change
- Construal level theory
- Mental construal
- Persuasion
- Temporal distance
ASJC Scopus subject areas
- Social Psychology
Cite this
Influencing attitudes toward near and distant objects. / Fujita, Kentaro; Eyal, Tal; Chaiken, Shelly; Trope, Yaacov; Liberman, Nira.
In: Journal of Experimental Social Psychology, Vol. 44, No. 3, 05.2008, p. 562-572.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - Influencing attitudes toward near and distant objects
AU - Fujita, Kentaro
AU - Eyal, Tal
AU - Chaiken, Shelly
AU - Trope, Yaacov
AU - Liberman, Nira
PY - 2008/5
Y1 - 2008/5
N2 - 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.
AB - 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.
KW - Attitude change
KW - Construal level theory
KW - Mental construal
KW - Persuasion
KW - Temporal distance
UR - http://www.scopus.com/inward/record.url?scp=41549092284&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=41549092284&partnerID=8YFLogxK
U2 - 10.1016/j.jesp.2007.10.005
DO - 10.1016/j.jesp.2007.10.005
M3 - Article
AN - SCOPUS:41549092284
VL - 44
SP - 562
EP - 572
JO - Journal of Experimental Social Psychology
JF - Journal of Experimental Social Psychology
SN - 0022-1031
IS - 3
ER -