The Impact of Psychological Distance and Construal Level on Consumers' Responses to Taboos in Advertising

Abstract

To date, the use of taboos in advertising has produced mixed results. Such discrepancies require explanation. Relying on construal-level theory and the concept of psychological distance, this research focuses on taboo ads' effects on consumers' responses. The findings from three studies show that for different product categories (Study 1: perfume; Studies 2 and 3: alcohol) and across different taboo types (sex, violence, and a mixture of sex and violence), different distance dimensions (Study 1: spatial; Study 2: social), and different construal-level manipulations (low, high), an increase in the psychological distance (or construal) level attenuates consumers' unfavorable attitudinal and behavioral reactions while a decrease in the psychological distance (or construal) level intensifies consumers' responses. Furthermore, response intensity varies depending on the taboo type used, such that both violent and mixed taboo types produce more negative responses. Finally, gender has an impact, such that women react more negatively than men to different taboos, both across distance dimensions and across distance (construal) levels. A discussion of these findings and their implications, as well as suggestions for future research, concludes the article.

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Notes on contributors

Ioannis G. Theodorakis

Ioannis G. Theodorakis (PhD, Athens University of Economics and Business) is an assistant professor and researcher in marketing, INSEEC Business School.

Grigorios Painesis

Grigorios Painesis (PhD, Athens University of Economics and Business) is an adjunct lecturer in marketing, Department of Marketing and Communication, Athens University of Economics and Business.