Psychological distance effects have attracted the attention of behavioral economists in the context of descriptive modeling and behavioral policy. Indeed, psychological distance effects have been shown for an increasing number of domains and applications relevant to economic decision-making. The current paper questions whether these effects are robust enough for economists to apply them to relevant policy questions. We demonstrate systematic replication failures for the distance-from-a-distance effect shown by Maglio et al., and relate them to theoretical arguments suggesting that psychological distance (...) theories are currently too poorly specified to make predictions that are precise enough for economic analyses. (shrink)

This research investigates how contextual factors affect unethicality assessment of products. The research is conducted in the context of gifts and compares interpersonal gifts and self-gifts by examining individuals’ reactions in front of unethical gifts. Five experiments investigate how individuals assess product unethicality differently, depending on the source of the gift, being the Self or a gifter. This research employs attribution theory to explain the differences between IGs and SGs and identify psychological distance as a boundary condition for the effect.

Current selves wield all the power in intertemporal tradeoffs. Although one set of future selves will make similar tradeoffs in the future, another self – who we term the cumulative future self – falls on the receiving end of those dictated decisions. How current selves commune with the cumulative future self determines whether the former heed pleas, from the latter, for patience.

Although dual-process or divided-mind models of self-control dominate the literature, they suffer from empirical and conceptual challenges. We propose an alternative approach, suggesting that self-control can be characterized by a fragmented part versus integrated whole dynamic. Whereas responses to events derived from fragmented parts of the mind undermine self-control, responses to events derived from integrated wholes enhance self-control. We review empirical evidence from psychology and related disciplines that support this model. We, moreover, discuss the implications of this work for psychology, (...) neuroscience, economics, and philosophy. In particular, we highlight how this model addresses many of the conceptual and empirical short-comings of divided-mind models. We suggest that understanding self-control as the interplay between fragmented parts versus integrated wholes, moreover, provides novel insights and testable new hypotheses. (shrink)

Escalation of commitment causes people to continue a failing course of action. We study the role of construal level in such escalation of commitment. Consistent with the widely held view of construal level as a primed effect, we employed a commonly used prime for manipulating this construct in a laboratory experiment. Our findings revealed that the prime failed to produce statistically significant differences in construal level, which was measured using the Behavior Identification Form. Furthermore, there was no effect of the (...) prime on escalation of commitment, or on constructs that have previously been linked to construal level such as the perceived importance of feasibility considerations relative to desirability considerations, and the number of pros and cons that subjects can think of.Interestingly, however, subjects’ actual construal level scores on the BIF were found to significantly affect escalation. Specifically, our findings show that people with a low construal level are less willing to continue a failing project. This relation is mediated by the perceived importance of the feasibility of the project relative to its desirability. For people with a low construal level, the perceived importance of feasibility relative to desirability is higher, which in turn makes escalation of commitment less likely.Our findings are consistent with prior research suggesting that priming construal level may not always be effective. Thus, while construal level has typically been regarded as a state-like variable that can be primed, in this study, we show that construal level may also be considered as a trait. (shrink)

Emerging demonstrations of the malleability of distance perception in affective situations require an organizing structure. These effects can be predicted by approach and avoidance orientation. Approach reduces perceptions of distance; avoidance exaggerates perceptions of distance. Moreover, hedonic valence, motivational intensity, and perceiver arousal cannot alone serve as organizing principles. Organizing the literature based on approach and avoidance can reconcile seeming inconsistent effects in the literature, and offers these motives as psychological mechanisms by which affective situations predict perceptions of distance. Moreover, (...) this perspective complements functional models of perception claiming perceptions of distance serve adaptive responding, and in so doing suggests why perceptions of distance respond to affective situations. This review contributes to the building of a broader theory of motivated distance perception. (shrink)