The pros and cons of temporally near and distant action.
The present research demonstrated that in considering an action, considerations against (con) the action tend to be subordinate to considerations in favor of (pro) the action in that cons are considered only if the level of pros is sufficient, whereas pros are considered independent of the level of cons (Studies 1A and IB). The authors therefore concluded that pros constitute a higher construal level than cons and predict, on the basis of temporal construal processes (Y. Trope & N. Liberman. 2003). that pros would be more salient in making decisions for the more distant future, whereas the reverse should hold for cons. As predicted, participants generated more pros and fewer cons toward new exam procedures (Study 2), public policies (Study 3), and personal and interpersonal behaviors (Studies 4-6) that were expected to take place in the more distant future. This research also examined the limiting conditions and the evaluative consequences of these shifts.
Liberman
Nira
N
Department of Psychology, Tel Aviv University, Tel Aviv, Israel. niralib@post.tau.ac.il
Eyal
Tal
T
Trope
Yaacov
Y
Walther
Eva
E
D000328:Adult; D001290:Attitude; D003657:Decision Making; D005260:Female; D006801:Humans; D008297:Male; D011795:Surveys and Questionnaires; D013997:Time Factors