The influence of spatial distance on attitude change

Abstract

According to Construal Level Theory, psychological distance (e.g., spatial distance) is an important determinant of how information will be processed. When the target message seems more proximal (vs. distant) to the recipient, people attend to a concrete message (vs. abstract information). We investigated the possibility that people showed more agreement in response to a concrete message (vs. abstract information) when the target is proximal (vs. distant). In Study 1, spatial distance was measured by asking participants how far the target was (from Japan). In Study 2, spatial distance was manipulated using a world map. Results were consistent with our hypothesis. The implications of these findings for psychological distance and persuasion are discussed.