Construing Consumer Decision Making

By John G. Lynch, Gal Zauberman. 2007

102 citations recorded by the source corpus.

Subfields: Applied Psychology, Marketing, Social Psychology

View Paper: https://www.semanticscholar.org/paper/a95dc8fa3185f5e23c4cf05a4e9cf209ab45330f

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In Applied Psychology

In Marketing

In Social Psychology

Citations in the corpus

Giving from a distance: Putting the charitable organization at the center of the donation appeal (2013, background): “…space, social distance, and probability) affect mental construals of events, and these construals, in turn, guide people's choices, preferences, and behaviors in general (Trope et al., 2007) as well as more specifically in the consumer behavior domain (Dhar & Kim, 2007; Lynch & Zauberman, 2007).”
The impact of live video streaming on online purchase intention (2020, background): “The high construal level leads to distal psychological distance and low purchase feasibility (Lynch & Zauberman, 2007).”
When does negative brand publicity hurt? The moderating influence of analytic versus holistic thinking (2008, background): “…decreases were found for brand attitude t(105)=2.20, pb .05, high quality t(105)=2.19, pb .05, and prestige t(105)=2.19, pb .05; under a high cognitive load, similar decreases were registered for brand attitude t(105)=2.19, pb .05, high quality t(105)=2.30, pb .05, and prestige t(105)=2.25, pb .05.”
Consumer response to brand extensions: Construal level as a moderator of the importance of perceived fit (2008, unknown): “As noted in Lynch and Zauberman (2007) , psychological distance can influence both mental representation of inputs and the effective weights given to decision criteria.”
As Time Goes By: Do Cold Feet Follow Warm Intentions for Really New versus Incrementally New Products? (2008, background): “If newer products are represented more abstractly, newness may be another determinant of psychological distance, along with hypotheticality and temporal, geographic, and social distance (Lynch and Zauberman 2007).”