Conceptualizing probability as psychological distance, we draw on construal level theory (Trope & Liberman, 2003) to propose that decreasing an event's probability leads individuals to represent the event by its central, abstract, general features (high-level construal) rather than by its...

Our research shows that men and women differ in their use of communicative abstraction, with men using more abstract communication than women. Because people rely on communicative abstraction as a heuristic cue for power and status, women’s tendency to use less abstract communication may...

Four studies demonstrate that selling and buying prices are differentially influenced by the value of products’ low- and high-level construal features. The study shows that sellers construe products at a higher level than do buyers and owners. Based on this, this study predicts and...

This article looks at the trade-offs that gift givers and gift receivers make between desirability and feasibility using construal level theory as a framework. Focusing on the asymmetric distance from a gift that exists within giver-receiver dyads, the authors propose that, unlike receivers,...