Does Bodily Feedback Signal Differential Psychological Distance? the Effect of Approach and Avoidance Motor Action Signals on the Level of Construal For Mental Representation

Fang-Chi Lu, University of Iowa, USA
Dhananjay Nayakankuppam, University of Iowa, USA
This research proposed that bodily feedback (approach and avoidance motor actions) signals differential psychological distance, thus influencing the level of construal for mental representation of objects or events. When performing arm extension (flexion) contraction, people tend to form a mental representation in higher (lower)-level, more abstract (concrete) terms, and categorize things at a superordinate (subordinate) category.
[ to cite ]:
Fang-Chi Lu and Dhananjay Nayakankuppam (2011) ,"Does Bodily Feedback Signal Differential Psychological Distance? the Effect of Approach and Avoidance Motor Action Signals on the Level of Construal For Mental Representation", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.