• Title/Summary/Keyword: construal levels

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The Effects of Loss Aversion and Construal Level on the Attitude toward Financial Products (투자자의 손실회피 성향과 해석수준이 금융상품 태도에 미치는 영향)

  • Kang, Hyunmo
    • Knowledge Management Research
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    • v.18 no.1
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    • pp.49-65
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    • 2017
  • Financial products entail either gains or losses, and customers' psychological reaction to these gains and losses affect the selection of the financial products. This study explains the financial customers' behavior by introducing consumers' psychological variables such as loss aversion and construal levels. According to the construal level theory, people use more abstract and higher levels of construal to represent objects that are more distant on psychological distance. Based on extant research about loss aversion and construal levels, this study proposes two hypotheses and test the hypotheses. The experimental study examines how loss aversion affects the choice between deposit products and fund products in short-term and long-term investment situations. In the long-term condition the respondents prefer fund products to deposit products, whereas in the short-term condition the respondents have showed the opposite result. Also, the effects of loss aversion on preferences for financial products have interacted with the time horizon of investments. Implications and limitations are discussed to establish more effective marketing strategies based on the results of this study.

How Does the Presentation Mode of Product Information Affect Product Evaluation? : The Mediation of Construal Level and the Moderation of Response Time

  • Cho, Hyun Young
    • International Journal of Contents
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    • v.16 no.1
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    • pp.44-56
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    • 2020
  • The purpose of this study was to examine how the presentation mode (sequential- vs. simultaneous-mode) of information influences its evaluation. Three experiments revealed the interaction effect between the presentation mode and the valence of the product information. When respondents read about the positive aspects of the product, the evaluation was higher in the simultaneous presentation mode than in the sequential presentation mode. For negative product information, respondents' evaluation was higher in the sequential presentation mode than in the simultaneous presentation mode. The simultaneous presentation mode intensified the impact of the information valence on evaluation. This study proposed that the sequential and the simultaneous presentation modes prime high and low construal levels, respectively. The mediation analysis provides support for such a prediction. Finally, the mediating effect of construal levels in evaluation was shown to disappear when respondents focused on the product information for a longer duration, while the mediation effect remained when the response time was short.

A Study on the Influence of Customer Experience on the Intention to Stay in Store -The Moderating Role of Self-Construal Levels- (고객경험이 매장 내 체류의도에 미치는 영향에 관한 연구 -자기해석수준의 조절효과를 중심으로-)

  • Suh, Mun-Shik;Hur, So-Ram
    • Management & Information Systems Review
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    • v.38 no.3
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    • pp.211-225
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    • 2019
  • In recent years, consumers emphasize the various sensory experiences in the process of shopping rather than the practical value of shopping results. In order to satisfy consumers' diverse needs, retailers transform their offline stores into experiential spaces to encourage consumers to experience diverse and enjoyable experiences. This study divided the sub-factors of customer experience into hedonic experiences, functional experiences, and social interaction experiences, and investigated the effect of sub - factors of customer experience on consumers' enjoyment and intention to stay in off-line store. In addition, it is assumed that there will be a difference in the influence of three levels of customer experience on enjoyment according to the consumer's self-construal levels. As a result of this study, all of the hypotheses were supported except hypothesis 1 that the customer's hedonic experience has a positive effect on pleasure. In addition, as a result of verifying the moderating effect of self-construal levels, the self-construal level of consumers has no significant effect on the path of hedonic experiences on pleasure, but significant moderating effects of self-construal levels were identified in the pathways of functional and social interactive experiences on pleasure. The results of this study will be helpful in identifying and utilizing differentiated experience marketing strategies in the off-line stores that only offline channels can have in the fierce competition due to the diversification of distribution channels.

The Effects of Construal Level and Regulatory Focus on the Attitude toward Financial Products (조절초점과 해석수준이 금융상품 태도에 미치는 영향)

  • Chun, Sungyong;Youn, Hyo Sik
    • Journal of the Korean Operations Research and Management Science Society
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    • v.39 no.1
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    • pp.69-81
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    • 2014
  • Financial products entail either gains or losses, and customers' psychological reaction to these gains and losses affect the selection of the financial products. This study explains the financial customers' behavior by introducing consumers' psychological variables such as regulatory focus and construal levels. According to the regulatory focus theory, there are two distinct motivational orientations called promotion focus and prevention focus. And, construal level theory proposes that people use more abstract and higher levels of construal to represent objects that are more distant on psychological distance. We have incorporated these two psychological variables into financial consumer behaviors. In the experiment 1, the results have showed that promotion focused customers prefer fund products to deposit products, whereas prevention focused customers have showed the opposite result. In the experiment 2, both regulatory focus and construal level were considered. Specifically, under the high level message, promotion focused customers have showed higher preference to fund products than the prevention focused customers, and no significant difference for the deposit products. On the contrary, given the low level message, prevention focused customers have showed higher preference to both fund and deposit products than the promotion focused customers. Therefore, it comes to the conclusion that it will be efficient for the financial companies to use high level messages for the promotion focused customers and low level messages for the prevention focused customers. Implications and limitations are discussed to establish more effective marketing strategies based on the results of this study.

Construal Levels and Online Shopping: Antecedents of Visits to and Purchases from Online Retailers' Websites

  • Sthapit, Anesh;Jo, Gin-Young;Hwang, Yoon-Yong
    • The Journal of Industrial Distribution & Business
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    • v.7 no.3
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    • pp.19-25
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    • 2016
  • Purpose - This study explores the role of construal levels in predicting online consumer behavior on a retail website. It builds on the conceptualization that simply browsing a website and making actual purchases can be an outcome of how abstractly or concretely one thinks about that experience. This study examines the differential effects of intermediary websites' attributes and seller's product offerings in predicting frequency of visits and actual purchases. Research design, data, and methodology - Data were collected from 188 undergraduate students in a large university of Korea. Hierarchical regression model was utilized to test the proposed effect of website characteristics and seller attributes on visit and purchase. Results - We propose and find that online shopping website visits and purchase frequency have different antecedents. The results reveal that website visit frequency and purchase have different predictors and this can be explained through construal level theory. Specifically, we find purchase frequency is predicted more by website image and financial benefits can be more predictive in actual purchases. Conclusions - Consumer behavior on the internet can be delineated into website visits and actual purchases. First, uplifting the image of the website itself is much more important than just making offerings cheaper. Online shopping website should try to match its features to mental representations that customers go through from just visit (abstract) to purchase (concrete).

The Effects of Construal Levels to Charity Retailing Communication

  • LEE, Jeonghoon;LEE, Han-Suk
    • Journal of Distribution Science
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    • v.19 no.8
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    • pp.81-89
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    • 2021
  • Purpose: Traditional charity retail needs to change its communication in the online environment. This article examines the effectiveness of communication by online charity organizations in terms of the type of messages being delivered. Research design, data and methodology: Study 1 based on a sample of 120 Korean adults, we investigated whether charity asking messages for domestic people, compared to those for foreign people, prompt more favorable evaluations when framed with low (vs. high) construal levels. In Study 2, with 120 Korean adults sample, we tested whether emotional message appeals prompt a more favorable response than rational messages when framed in a socially close. Results: According to the result of Study 1, for the domestic recipients, donation messages situated in the near, compared to the distant, future induced more favorable reactions from potential donors. Moreover, in Study 2, emotional (vs. rational) message appeals generated more positive donation intentions when they were framed in the socially close situation. Conclusions: This research contributes that differing consumer construal have important implications for how marketing communication might best gain charitable support. This suggests that marketers who design a donation message should consider message's appeal and type to activate the potential donors' willingness to participate in the campaign.

The Effects of Self-regulatory Resources and Construal Levels on the Choices of Zero-cost Products (자아조절자원 및 해석수준이 공짜대안 선택에 미치는 영향)

  • Lee, Jinyong;Im, Seoung Ah
    • Asia Marketing Journal
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    • v.13 no.4
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    • pp.55-76
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    • 2012
  • Most people prefer to choose zero-cost products they may get without paying any money. The 'zero-cost effect' can be explained with a 'zero-cost model' where consumers attach special values to zero-cost products in a different way from general economic models (Shampanier, Mazar and Ariely 2007). If 2 different products at the regular prices of ₩200 and ₩400 simultaneously offer ₩200 discounts, the prices will be changed to ₩0 and ₩200, respectively. In spite of the same price gap of the two products after the ₩200 discounts, people are much more likely to select the free alternative than the same product at the price of ₩200. Although prior studies have focused on the 'zero-cost effect' in isolation of other factors, this study investigates the moderating effects of a self-regulatory resource and a construal level on the selection of free products. Self-regulatory resources induce people to control or regulate their behavior. However, since self-regulatory resources are limited, they are to be easily depleted when exerted (Muraven, Tice, and Baumeister 1998). Without the resources, consumers tend to become less sensitive to price changes and to spend money more extravagantly (Vohs and Faber 2007). Under this condition, they are also likely to invest less effort on their information processing and to make more intuitive decisions (Pocheptsova, Amir, Dhar, and Baumeister 2009). Therefore, context effects such as price changes and zero cost effects are less likely in the circumstances of resource depletion. In addition, construal levels have profound effects on the ways of information processing (Trope and Liberman 2003, 2010). In a high construal level, people tend to attune their minds to core features and desirability aspects, whereas, in a low construal level, they are more likely to process information based on secondary features and feasibility aspects (Khan, Zhu, and Kalra 2010). A perceived value of a product is more related to desirability whereas a zero cost or a price level is more associated with feasibility. Thus, context effects or reliance on feasibility (for instance, the zero cost effect) will be diminished in a high level construal while those effects may remain in a low level construal. When people make decisions, these 2 factors can influence the magnitude of the 'zero-cost effect'. This study ran two experiments to investigate the effects of self-regulatory resources and construal levels on the selection of a free product. Kisses and Ferrero-Rocher, which were adopted in the prior study (Shampanier et al. 2007) were also used as alternatives in Experiments 1 and 2. We designed Experiment 1 in order to test whether self-regulatory resource depletion will moderate the zero-cost effect. The level of self-regulatory resources was manipulated with two different tasks, a Sudoku task in the depletion condition and a task of drawing diagrams in the non-depletion condition. Upon completion of the manipulation task, subjects were randomly assigned to one of a decision set with a zero-cost option (i.e., Kisses ₩0, and Ferrero-Rocher ₩200) or a set without a zero-cost option (i.e., Kisses ₩200, and Ferrero-Rocher ₩400). A pair of alternatives in the two decision sets have the same price gap of ₩200 between a low-priced Kisses and a high-priced Ferrero-Rocher. Subjects in the no-depletion condition selected Kisses more often (71.88%) over Ferrero-Rocher when Kisses was free than when it was priced at ₩200 (34.88%). However, the zero-cost effect disappeared when people do not have self-regulatory resources. Experiment 2 was conducted to investigate whether constual levels influence the magnitude of the 'zero-cost effect'. To manipulate construal levels, 4 different 'why (in the high construal level condition)' or 'how (in the low construal level condition)' questions about health management were asked. They were presented with 4 boxes connected with downward arrows. In a box at the top, there was one question, 'Why do I maintain good physical health?' or 'How do I maintain good physical health?' Subjects inserted a response to the question of why or how they would maintain good physical health. Similar tasks were repeated for the 2nd, 3rd, and 4th responses. After the manipulation task, subjects were randomly assigned either to a decision set with a zero-cost option, or to a set without it, as in Experiment 1. When a low construal level is primed with 'how', subjects chose free Kisses (60.66%) more often over Ferrero-Rocher than they chose ₩200 Kisses (42.19%) over ₩400 FerreroRocher. On contrast, the zero-cost effect could not be observed any longer when a high construal level is primed with 'why'.

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Fashion Consumers' Purchase Decision-Making Styles Related to the Enneagram Core Values and Self-Construal Levels (에니어그램 중심가치와 자기해석 수준에 따른 의류 소비자의 구매 의사결정 스타일)

  • Kim, Su Yeon;Ahn, Seo-Young;Koh, Ae-Ran
    • Human Ecology Research
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    • v.54 no.2
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    • pp.207-225
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    • 2016
  • This study investigated a conceptual framework of fashion consumers' purchase decision-making styles related to behavioral typology of personality. In response to critiques on fragmented and varied use of personality measurements, this study selectively tested and verified an alternative typological model of Enneagram value systems and self-construal levels that could explain the fashion consumers' typological propensities in purchase decision-making. One hundred-item measurement scale for the fashion consumers' purchase decision-making styles was developed based on the extensive literature. Three groups of fashion major students, a total of 107 participants, who respectively participated in 2-hour-long Enneagrams seminars from spring 2013 to fall 2014, were asked to re-sentence the question items to clearly reflect their Enneagram personality to make purchase decisions. Participants described their propensities in their own words about the most comfortable state during the 5-step processes of the purchase decision making process. The revised scale was distributed to 423 participants in January 2016, and the results verified the group differences in various styles in the process of purchase decision-making corresponding to the typological variables discussed in Enneagram. The correlation between Enneagram core values embodied by fashion consumers during the stages of purchase decision-making in extensive levels of self-construal were verified in the context of their fashion decision making. This study found the possibility of the typological approach toward Enneagram types of personality to be applicable to explain and predict peculiar facets of fashion consumers' purchase decision-making styles.

Effects of Temporal/Social Distance and Message Construal Level on Evaluations of a Retargeting Advertising (복합적인 심리적 거리와 메시지유형의 해석수준 일치가 리타겟팅 광고효과에 미치는 영향)

  • Choi, Hyejin;Kim, Heejin
    • The Journal of the Korea Contents Association
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    • v.19 no.10
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    • pp.593-606
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    • 2019
  • This study examines effective message strategies that fit with the characteristics of retargeting advertisements, based on the Construal Level Theory. First, we investigate whether the social distance that applies between interpersonal interactions can also be observable in an online environment and test the effects of social distance, depending on the type of online sites. We then examine consumers' construal level when social and temporal distances interplay, and how the effects of the messages change accordingly. As a result, social distance and message construal levels by website type were consistent with existing CLT studies. However, the hypothesis that advertising effects will be higher only when all, multidimensions' distances and construal levels of messages match, was partially supported. Also the current view, that the consumers' evaluations will show no difference to when either or both dimensions are distal, was rejected. Instead, when a discrepancy between temporal and social distance was present, the construal level of the message was more effective when congruent with the social distance out the two dimensions. Hence, it is possible to infer that the influence of psychological distance may vary depending on the dimension of distance.

The Effect of a Construal Level of Reading on Elementary School Students' Volume of Reading and Pleasure of Reading (독서에 대한 해석수준이 초등학생의 독서량과 독서의 재미에 미치는 효과)

  • Kim, Yi-young;Au, Yun-kyung
    • Korean Journal of Cognitive Science
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    • v.30 no.4
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    • pp.219-238
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    • 2019
  • The objective of the current study is to explore psychological factors that can encourage elementary school students to read. Specifically, the current study verified the effect of manipulating the construal level, which is known to influence goal achievement, on the reading volume of the students. Two hundred elementary school students were separated into groups with high and low preferences for reading, as well as those with high and low reading volumes in general. Then, the study proceeded to categorize the students into the abstract construal-level group who were directed to think about why they have to read and the concrete construal-level group who were directed to think about how they should read. The participants were asked to read for two weeks, and their reading volume and reported pleasure of reading were measured. As a result, the study confirmed the main effect of the construal level, in that the group of students who were directed to have a concrete perspective about their reading objective by thinking about how to read had a higher reading volume than the group directed to have an abstract perspective about their reading objective. In addition, the group that generally had a lower-level preference for reading both read more and enjoyed reading more after it was directed to construe the reading activity concretely. However, the group that generally had a higher level of preference for reading maintained high reading volumes and high pleasure of reading regardless of the construal level. Furthermore, the group that generally read less both read more and enjoyed reading more after it was directed to construe reading concretely. However the group that generally read more also enjoyed reading more after it was directed to construe reading abstractly. The current study is significant in that it expands the discussion about the effect of construal level, which had been mainly a subject of behavioral economic research, into the field of educational instruction. The study also provides a practical implication for the types of perspective that are effective in motivating people with a higher or lower preference for certain tasks, as well as those with higher or lower levels of achievement for certain tasks.