So Close I Can Almost Sense It: the Impact of Differences in Sensory Imagery Distance on Consumer Attitudes and Intentions

Ryan Elder, Brigham Young University, USA
Morgan Poor, University of San Diego, USA
Lidan Xu, University of Illinois at Urbana-Champaign, USA
Across four studies, we show how images evoked using different sensory modalities affect both the perceived physical and psychological distances between the consumer and the stimulus, ultimately affecting the consumer’s attitudes. In general, more proximal (vs. distal) sensory images lead to higher attitudes for physically or psychologically close (distant) experiences.
[ to cite ]:
Ryan Elder, Morgan Poor, and Lidan Xu (2014) ,"So Close I Can Almost Sense It: the Impact of Differences in Sensory Imagery Distance on Consumer Attitudes and Intentions", in NA - Advances in Consumer Research Volume 42, eds. June Cotte and Stacy Wood, Duluth, MN : Association for Consumer Research, Pages: 27-31.