Featured Research

from universities, journals, and other organizations

Consumers Think Differently About Close And Distant Purchases

Date:
September 17, 2008
Source:
University of Chicago Press Journals
Summary:
If you are deciding on a major vacation for next year, you'll use different criteria than if you are planning a trip this weekend, according to a new study.

If you are deciding on a major vacation for next year, you'll use different criteria than if you are planning a trip this weekend, according to a new study in the Journal of Consumer Research.

Related Articles


Authors Kyeongheui Kim (Sungkyunkwan University, Korea), Meng Zhang (Chinese University of Hong Kong), and Xiuping Li (National University of Singapore) examined the way consumers make choices and found that many decisions depend on the interconnected factors of distance—both temporal distance (time) and "social distance," the perceived closeness of the person for whom the purchase is being made.

The researchers found that consumers used "low-level construal" to make those decisions which are close in time or for people close to them. Those decisions relied on more concrete factors like convenience. However, decisions made for a future purchase, or for someone not socially close, put people in a "high-level construal" mode, which considers more abstract factors such as attractiveness.

Researchers found these factors were inter-related in that if the decision was both imminent and for someone close, it would likely focus on convenience and the lower-construal attributes. If the decision were for a purchase farther into the future or for someone not socially close to the consumer, there would be more focus on the higher levels of attractiveness and more abstract values. They recommend that marketers should take distance into consideration when crafting different approaches.

Researchers also found that the person who writes the online reviews was important. The reviews were more persuasive when written by people with names similar to the study participants' own. The authors noted: "Perceived social distance to another consumer who writes a product review may significantly influence a consumer's preference….it may be advisable for marketers to consider the effects of psychological distance dimensions beyond the effects of word-of-mouth narratives."


Story Source:

The above story is based on materials provided by University of Chicago Press Journals. Note: Materials may be edited for content and length.


Journal Reference:

  1. Kim et al. Effects of Temporal and Social Distance on Consumer Evaluations. Journal of Consumer Research, December 2008: 080826145205050 DOI: 10.1086/592131

Cite This Page:

University of Chicago Press Journals. "Consumers Think Differently About Close And Distant Purchases." ScienceDaily. ScienceDaily, 17 September 2008. <www.sciencedaily.com/releases/2008/09/080915143334.htm>.
University of Chicago Press Journals. (2008, September 17). Consumers Think Differently About Close And Distant Purchases. ScienceDaily. Retrieved March 29, 2015 from www.sciencedaily.com/releases/2008/09/080915143334.htm
University of Chicago Press Journals. "Consumers Think Differently About Close And Distant Purchases." ScienceDaily. www.sciencedaily.com/releases/2008/09/080915143334.htm (accessed March 29, 2015).

Share This


More From ScienceDaily



More Mind & Brain News

Sunday, March 29, 2015

Featured Research

from universities, journals, and other organizations


Featured Videos

from AP, Reuters, AFP, and other news services

AAA: Distracted Driving a Serious Teen Problem

AAA: Distracted Driving a Serious Teen Problem

AP (Mar. 25, 2015) While distracted driving is not a new problem for teens, new research from the AAA Foundation for Traffic Safety says it&apos;s much more serious than previously thought. (March 25) Video provided by AP
Powered by NewsLook.com
Smartphone Use Changing Our Brain and Thumb Interaction, Say Researchers

Smartphone Use Changing Our Brain and Thumb Interaction, Say Researchers

Reuters - Innovations Video Online (Mar. 25, 2015) European researchers say our smartphone use offers scientists an ideal testing ground for human brain plasticity. Dr Ako Ghosh&apos;s team discovered that the brains and thumbs of smartphone users interact differently from those who use old-fashioned handsets. Jim Drury went to meet him. Video provided by Reuters
Powered by NewsLook.com
Many Don't Know They Have Alzheimer's, But Their Doctors Do

Many Don't Know They Have Alzheimer's, But Their Doctors Do

Newsy (Mar. 24, 2015) According to a new study by the Alzheimer&apos;s Association, more than half of those who have the degenerative brain disease aren&apos;t told by their doctors. Video provided by Newsy
Powered by NewsLook.com
A Quick 45-Minute Nap Can Improve Your Memory

A Quick 45-Minute Nap Can Improve Your Memory

Newsy (Mar. 23, 2015) Researchers found those who napped for 45 minutes to an hour before being tested on information recalled it five times better than those who didn&apos;t. Video provided by Newsy
Powered by NewsLook.com

Search ScienceDaily

Number of stories in archives: 140,361

Find with keyword(s):
Enter a keyword or phrase to search ScienceDaily for related topics and research stories.

Save/Print:
Share:

Breaking News:

Strange & Offbeat Stories


Health & Medicine

Mind & Brain

Living & Well

In Other News

... from NewsDaily.com

Science News

Health News

Environment News

Technology News



Save/Print:
Share:

Free Subscriptions


Get the latest science news with ScienceDaily's free email newsletters, updated daily and weekly. Or view hourly updated newsfeeds in your RSS reader:

Get Social & Mobile


Keep up to date with the latest news from ScienceDaily via social networks and mobile apps:

Have Feedback?


Tell us what you think of ScienceDaily -- we welcome both positive and negative comments. Have any problems using the site? Questions?
Mobile: iPhone Android Web
Follow: Facebook Twitter Google+
Subscribe: RSS Feeds Email Newsletters
Latest Headlines Health & Medicine Mind & Brain Space & Time Matter & Energy Computers & Math Plants & Animals Earth & Climate Fossils & Ruins