On the psychology of near and far: A construal level theoretic approach

Kentaro Fujita, Yaacov Trope, Nira Liberman

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review

Abstract

People are frequently asked to judge, evaluate, predict, and make decisions about events that occur beyond their immediate circumstances. This chapter examines the psychological mechanisms by which people mentally transcend the immediate here-and-now, and explores the impact of these mechanisms on prediction, judgment, evaluation, and decision making. Specifically, it describes research on construal level theory (CLT), which attempts to explain the psychologically processes that support the ability to travel mentally over what the authors refer to as psychological distance. The chapter then reviews research that highlights the implications of these mechanisms for a variety of judgment and decision making phenomena, including the correspondence bias, planning fallacy, base-rate neglect, the endowment effect, the identifiable victim effect, self-control, and negotiation. The chapter selectively highlights more recent work that focuses on prediction and preference.

Original languageEnglish
Title of host publicationThe Wiley Blackwell Handbook of Judgment and Decision Making
Publisherwiley
Pages404-430
Number of pages27
ISBN (Electronic)9781118468333
ISBN (Print)9781118468395
DOIs
StatePublished - 1 Jan 2015

Keywords

  • Base-rate neglect
  • Construal level theoretic approach
  • Correspondence bias
  • Endowment effect
  • Identifiable victim effect
  • Judgment and decision making
  • Negotiation mechanisms
  • Planning fallacy
  • Prediction mechanisms
  • Psychological mechanisms

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