• Title/Summary/Keyword: Construal Level

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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.

The Negative Effect of the Advertising Endorser's Smile and Consumer's Self-construal Level on Purchase Intention of the Brand in the Expensive Product Category (광고모델의 미소와 소비자의 자기해석 수준이 고가 제품군 브랜드의 구매의도에 미치는 부정적 효과)

  • Kim, Taemin
    • The Journal of the Korea Contents Association
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    • v.21 no.6
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    • pp.678-686
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    • 2021
  • A smiling face usually has a positive effect on interpersonal relationships by delivering a warm impression. However, the stereotype content model and compensation effect between warmth and competence suggested that warmth perceptions caused by a smiling face could influence competence perceptions negatively. This study examined the negative impact of the advertising endorser's smile on purchase intention in an expensive product category by adopting the self-construal level. The study results showed that consumers with independent-self construal (vs. interdependent self-construal) showed a lower purchase intention when exposed to an ad containing an endorser's smile. In comparison, consumers with interdependent-self construal (vs. independent self-construal) showed a lower purchase intention when exposed to an ad without an endorser's smile. Thus, this study demonstrated a moderating role of self-construal in the relationship between advertising endorser's smile and purchase intention. These findings provide valuable theoretical and practical implications for effective advertising strategies in the expensive product category.

Effects of Productive Reading Habit and Construal of Reading on Reading Performance (생산적 독서 습관과 독서에 대한 해석이 독서에 미치는 효과)

  • Lee, Guk-Hee
    • The Journal of the Korea Contents Association
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    • v.22 no.5
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    • pp.565-575
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    • 2022
  • Present study was conducted to explore the effect of productive reading habit (PRH) and construal of reading on reading performance, and to identify any psychological differences between those who read continuously and those who do not. For this purpose, 309 adolescents were divided into a group with a lowly level of productive reading habit(PRH) and a group with a highly level of PRH, and a concrete(why) versus abstract(how) construal of reading were primed, and reading performance were investigated for 6 weeks. After that, chi-square analysis and analysis of variance were performed on the collected data. As a result, the group with highly PRH had more days of reading and longer total reading time than the group with lowly PRH. Also, in the group with a highly PRH, the number of days of reading and reading time did not differ according to the construal of reading. On the other hand, the group with a lowly PRH had more reading days and a longer total reading time under the condition of concrete construal of reading than the condition of abstract construal. This study shows that a concrete construal can be helpful in enabling people with lowly productive habit(PH) to initiate a task and maintain concentration to the task.

Why SNS Sites Are Using Advertising Models Like You: An Explanation from Construal-Level Theory

  • Garam Hong;Seongwon Lee;Kil-Soo Suh
    • Asia pacific journal of information systems
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    • v.30 no.4
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    • pp.695-718
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    • 2020
  • Based on the Construal Level Theory, we aim to study a most favorable fit among the advertising model, media type, and message construals, which are important factors in an advertisement. A two (social distance of the ad model in an ad: distal (low similarity) vs proximal (high similarity) by two (social distance of a media type: distal (portal) vs. proximal (SNS)) by two (message construal: abstract vs concrete) laboratory experiment was conducted to examine attitude changes on ad messages. The results show that abstract messages were more effective in attitude toward advertisement and purchase intention under the distal social distance (i.e. advertising model in low-similarity and portal media type) while concrete messages were so under the proximal social distance and SNS media type.

The Relationship between Korean college students' Self-Construal and Alexithymia: Mediation Effects of Ambivalence over Emotional Expressiveness and Emotion Suppression according to the Deficiency of Independent Self-Construal (한국 대학생의 자기관과 감정표현불능증의 관계: 상호독립적 자기관 결핍에 따른 정서표현양가성 및 정서억제의 매개 효과)

  • Soyoung Kwon;Jarang Kwak;Bia Kim;Donghoon Lee
    • Korean Journal of Culture and Social Issue
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    • v.25 no.2
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    • pp.101-118
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    • 2019
  • Alexithymia refers to a psychological deficit of identifying and describing one's feelings. It has benn reported that the level of alexithymia of East-Asians is generally higher than that of Western Europeans. Recently one research conducted in U.S. suggested that the interdependent self-construal from East-Asians' collectivism culture might be a cause of this cross-cultural difference. In the current study, we examined the relationship between the level of independent and interdependent self-construal of Korean college students and their level of alexithymia, as well as their ambivalence over emotional expressiveness and emotion suppression. The correlation analysis shows that the Korean students' alexithymia level does not correlate with their level of interdependent self-construal, but negatively correlates with their level of independent self-construal. Moreover, it is also correlated with the level of ambivalence over emotional expressiveness(AEE) and emotion suppression(ES). Thus, we setup a double-mediation model between the deficiency of independent self-construal and alexithymia via AEE and ES, and estimate mediation effects using Hayes and Preacher(2014)s' Process analysis. The results show that the deficiency of independent self-construal has a direct effect as well as indirect effects of AEE and ES on the alexithymia level. Further analysis on the indirect effects reveals that the mediation effect of AEE and the double mediation effect of ES via AEE are significant, but the mediation effect of ES is not significant. Current results imply that the interdependent self-construal from the traditional collectivistic culture may not cause Korean college students' problems on the emotional expression, but the relatively lower independent self-construal may cause them. The deficiency of independent self-constural may raise up the level of self-defensive ambivalence over emotional expressiveness and suppress emotional expression by themselves, which can result in alexithymia.

The Effect of Hallmark of the Environment Friendly Agricultural Products on the Consumer Value and Purchase Intention - Centering around the Moderating Effect of Regulatory Focus and Construal Level (친환경농산물의 인증마크가 소비자가치와 구매의도에 미치는 영향 - 조절초점과 해석수준의 조절효과를 중심으로)

  • Lee, Seung-Hee;Han, Sang-Bak;Do, Hyeon-Ok;Seo, Kyeong-Do
    • Journal of Digital Convergence
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    • v.9 no.4
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    • pp.143-156
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    • 2011
  • To accomplish these purposes, First, this research divided hallmark of the environment friendly agricultural products into organic products and pesticide-free products and participants are classified as having promotion or prevention regulatory focus. In addition, consumer value type is categorized into value of social psychology and functional value. Second, construal level divided into high and low on the relationships between the consumer value and purchase intention. The main factors of the consumer value such as value of social psychology and functional value were found from the previous studies. This study is meaningful that the fit of regulatory focus between hallmark of organic products and pesticide-free products in environment friendly agricultural products. The regulatory relevance could moderate the level of persuasion knowledge activation. Also, This research is meaningful that the fit of construal level theory between Consumer value and purchase intention by person's psychological personality. The construal level relevance could moderate the level of marketing activation.

Cultural Aspect of Conflict Behaviour in Construction -A Case Study from Turkey

  • Babaoglu, F.Fusun Ertan;Giritli, Heyecan
    • Journal of Construction Engineering and Project Management
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    • v.7 no.2
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    • pp.45-53
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    • 2017
  • Although much research has been conducted to identify the influence of culture on conflict management and resolution behaviours in organizational settings, no study has been done yet in the construction industry particularly in considering the influence of individual level individualistic and collectivistic values. Despite the key role of self-construal in explaining or predicting behaviour in interpersonal conflict, it has not received enough attention in construction management. Reflecting this necessity, the objective of this exploratory study was to establish, through the application of the Rahim Organizational Inventory (ROC II) instrument, how the cultural values of professionals of construction businesses relate to the application of different conflict-handling styles through self-construal. Data were collected using questionnaire surveys from construction professionals working in contracting firms. The findings illustrate the importance of self-construal type as an individual-level cultural variable in explaining the differences in the style of handling interpersonal conflict in the context of the construction industry.

Effect on Social Game Use on the Degree of Social Capital - Based on Construal Level Theory - (소셜게임 이용시간이 사회자본에 미치는 영향에 대한 연구 - 해석수준 이론을 중심으로 -)

  • Lee, Dae Young;Ryu, Seoung Ho;Jeong, Eui Jun
    • Journal of Korea Game Society
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    • v.13 no.6
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    • pp.65-74
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    • 2013
  • There are a number of studies about the impact of social games' social network. But because of conflicting results, the game's effect isn't ascertained. In this study, we defined that using social games makes increase the social capital with construal level theory. The survey results on construal level, social capital, game using time, etc, are used for the analysis of the correlation and interact. As a result, growing bridging social capital shows on the people who use high level of construal and more social game time use. This phenomenon did not appear in other online games, so that makes a social games' feature unique characteristic. And we discovered that high level construals is key point for defining the practical use of media.

Effects of Temporal Distance on Brand Extension Evaluation: Applying the Construal-Level Perspective to Brand Extensions

  • Park, Kiwan
    • Asia Marketing Journal
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    • v.17 no.1
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    • pp.97-121
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    • 2015
  • In this research, we examine whether and why temporal distance influences evaluations of two different types of brand extensions: concept-based extensions, defined as extensions primarily based on the importance or relevance of brand concepts to extension products; and similarity-based extensions, defined as extensions primarily based on the amount of feature similarity at the product-category level. In Study 1, we test the hypothesis that concept-based extensions are evaluated more favorably when they are framed to launch in the distant rather than in the near future, whereas similaritybased extensions are evaluated more favorably when they are framed to launch in the near rather than in the distant future. In Study 2, we confirm that this time-dependent differential evaluation is driven by the difference in construal level between the bases of the two types of extensions - i.e., brand-concept consistency and product-category feature similarity. As such, we find that conceptbased extensions are evaluated more favorably under the abstract than concrete mindset, whereas similarity-based extensions are evaluated more favorably under the concrete than abstract mindset. In Study 3, we extend to the case for a broad brand (i.e., brands that market products across multiple categories), finding that making accessible a specific product category of a broad parent brand influences evaluations of near-future, but not distant-future, brand extensions. Combined together, our findings suggest that temporal distance influences brand extension evaluation through its effect on the importance placed on brand concepts and feature similarity. That is, consumers rely on different bases to evaluate brand extensions, depending on their perception of when the extensions take place and on under what mindset they are placed. This research makes theoretical contributions to the brand extension research by identifying one important determinant to brand extension evaluation and also uncovering its underlying dynamics. It also contributes to expanding the scope of the construal level theory by putting forth a novel interpretation of two bases of perceived fit in terms of construal level. Marketers who are about to launch and advertise brand extensions may benefit by considering temporal-distance information in determining what content to deliver about extensions in their communication efforts. Conceptual relation of a parent brand to extensions needs to be emphasized in the distant future, whereas feature similarity should be highlighted in the near future.

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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