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While consumer–brand relationships bring to mind commonalities such as shared interests and values, the way consumers construe information can differ depending on the situation and their connections to the brand. This study aims to propose that construal level impacts how consumers process information and looks at how two dimensions of psychological distance affect the persuasiveness of different types of advertising appeals.

Four experimental studies test the singular effects that social and temporal distance construals have on the persuasiveness of advertising appeals. This research further investigates whether social distance construals can be situationally primed and matched with advertising appeals to improve willingness to pay. Overall, the combined effects are tested when both dimensions are simultaneously activated, but the valence of the construal levels potentially moves in opposite directions.

Studies 1 and 3 find that matching social distance construals and advertising appeals positively impacts willingness to pay, whereas Study 2 reveals that matching temporal distance construals and advertising appeals also positively effects willingness to pay. Furthermore, Study 4 finds that the social distance dimension has a more dominant impact on willingness to pay, except in near future scenarios when there are combined effects of competing construals.

This research indicates that initial social distance construals are more salient than subsequent temporal distance construals.

This study helps marketers to identify the most effective advertising appeals for consumers with different types of relationships and psychological distance construals.

This study contributes to both theory and practice by extending knowledge of which types of construals are more salient when competing construals are triggered and by helping marketers identify the most effective advertising appeals for consumers under these different conditions.

This paper reports the results of a three-year-long research on business relationships, relying on qualitative data gathered through multiple-case study research of four focal companies operating in Australia. The industry settings are as follows: steel construction, vegetable oils trading, aluminum and steel can manufacture, and imaging solutions. The research analyzes two main aspects of relationships: structure and process. This paper deals with structure describing it by the most desired features of intercompany relationships for each focal company. The primary research data have been coded drawing on extant research into business relationships. The main outcome of this part of the research is a five construct model composed by trust, commitment, bonds, distance, and information sharing that accounts for all informants’ utterances about relationship structure.

During COVID-19 restrictions, people spent more time in cyberspace and consuming health-related information. An increase was also observed in mediated caring messages or health-relevant information sent to one another. This study aims to explore how the information and interactions around COVID-19 can provide a good learning opportunity for public health, specifically related to eHealth literacy and eHealth promotion.

While mainstream literature has concentrated on experimental designs and a priming effect, this study inspects psychological distance related to a health threat under real-life circumstances. The article adopted a survey approach and utilized PLS-SEM techniques to examine the proposed hypotheses.

Results indicated that whereas closer social support correlates with closer psychological distance and less usage of the social media approach, more substantial COVID-19 impacts were associated with closer psychological distance but greater use of social media. Since both closer psychological distance and social media approach contribute to eHealth literacy, social support from closer and virtual social networks should be embraced but utilized through different routes and for different purposes. The timing of messages but not psychological distance affects people's social media approach, indicating that morning messages should be employed. Moreover, eHealth literacy mediates timing preferences and leads to a preference for eHealth communication earlier in the day. Overall, morning messages create a virtuous circle during a health crisis.

This paper establishes a mechanism of virtuous cycles for eHealth communication during a health threat. Additionally, it bridges existing research gaps by expanding chronopsychology and CLT in the health domain using an empirical approach, a real-life case and an extension of performance regarding information-seeking and utilization.

In this study of Korean and US negotiators, the authors aim to demonstrate limits on the presumption that inter‐cultural negotiations are doomed to generate low joint gains.

In a laboratory study with 45 bi‐cultural Korean students and 47 mono‐cultural American students, the authors created a total of 16 US‐US, 15 Korean‐Korean, and 15 US‐Korean dyads. The authors audio‐recorded their negotiation conversations and analyzed the content of the negotiation transcripts. The authors focused on the use of pronouns and coded how they were used and the impact this use had on the outcomes of the intra‐ and inter‐cultural negotiations.

Results show that inter‐cultural dyads generate higher joint gains than Korean or US intra‐cultural dyads. The explanation based on social awareness and social distance theorizing shows that inter‐cultural negotiators, one of whom is bi‐cultural, who use language, especially the pronoun “you” to close social distance, achieve higher joint gains than intra‐cultural negotiators who do not.

The authors conclude that the language people use in social interaction, especially pronouns, is an indicator of social awareness and signals attempts to close social distance.

This research demonstrates that the way negotiators use language predicts their economic outcomes.

This study aims to focus on peer-to-peer accommodation services in the sharing economy. Adopting construal level theory as the theoretical foundation, this study investigates the main and interaction effects of social and spatial distances on guest loyalty toward peer-to-peer accommodation.

This study uses a secondary source of online observational data archived on Xiaozhu, a leading peer-to-peer accommodation sharing platform in China. It consists of 2,612 observations of 1,304 unique travelers who stayed at 559 listings managed by 281 hosts in four major metropolitan areas of China over four years from August 2012 to August 2016. Non-linear binary choice panel models of probability regressions were used to estimate the effects of psychological distances (social and spatial) between hosts and guests on the likelihood of repeat purchase. The software used for the econometric analyses is STATA 14.

The results indicate that social distance negatively affects guest loyalty toward the listing hosts, while spatial distance has a positive influence on guest loyalty. The results also show significant interactions between the two psychological distance dimensions in influencing loyalty. The findings provide important insight into the influences of psychological distances on travelers’ repeat purchase behavior toward peer-to-peer accommodation providers.

This study contributes to the literature by providing empirical evidence that supports the importance of psychological distances in forming a loyal relationship between hosts and guests in the peer-to-peer accommodation sector of the sharing economy.

Governments around the world have used social distancing methods to slow the spread of COVID-19. Some people, however, have ignored repeated warnings about the need to maintain social distance. The purpose of this study was to segment individuals based on their perceptions of social distancing with respect to shared constructs, such as attitudes and demographic profiles. The findings can assist social marketing efforts to target specific groups for health campaigns.

This study used a priori methods, meaning that the type and number of segments were determined in advance. Amazon’s Mturk was used to collect data from an online sample of US residents (n = 759) in May 2020, in the midst of the COVID-19 pandemic.

Individuals’ perceptions of social distancing were segmented as follows: Segment 1 = majority social distancing followers; Segment 2 = social distancing inbetweeners; and Segment 3 = minority social distancing rebels. Interestingly, some of these segments were strongly affiliated with political parties. In addition, the results show attitudes toward social distancing appear to be influenced by individuals’ beliefs regarding their susceptibility to coronavirus and the potential severity of the symptoms or disease’s impact on their lives.

This study makes several theoretical and practical contributions to the literature on these issues. In particular, it involved the application of the health belief model to the context of attitudes toward social distancing, which were found to be influenced by individuals’ beliefs regarding whether they are susceptible to coronavirus infection and whether the symptoms or disease could have a significant effect on their lives.

The results of this study will assist public health researchers, social marketers and policymakers in efforts to improve the effectiveness of health campaigns. Public health campaigns in the USA need to be bi-partisan. The finding that the social distancing rebels were mostly Republicans is consistent with an earlier report that those who identify with this party were less convinced than those who identified with the Democratic party regarding the efficacy of maintaining social distancing measures and more concerned about the adverse effects of these measures on the economy.

Only a few studies have segmented populations based on their perceptions of social distancing. This study was designed to understand the distinguishing features of such segments to enhance health messaging and content and convince those reluctant to engage in social distancing to view the issue from the perspective of marketing and medical practitioners.

Given the consistent finding in the literature that members of minority groups hold less favorable views of the police than white citizens, social distance may be an important, yet untested, mediator. The purpose of this paper is to examine the mediating effect of social distance net of other established correlates.

A sample of students attending a university in the northeastern USA completed an online survey in 2013. The survey was about their contact with the police, attitudes toward the police, and lifestyles, among others.

Race, along with other predictors, significantly influenced confidence in police. However, race is the only factor that turns nonsignificant when social distance is included in the model. Mediation tests confirmed that social distance mediates the relationship between race and confidence in the police.

To maximize confidence in the police, administrators should focus on closing the social distance between the public and the police through initiatives like community policing.

While there is extensive research on public attitudes toward the police, social distance has been neglected as a determinant, despite movements like community policing that promote citizens’ relational closeness to the police – that is, to decrease the social distance between police and the public. The current study would be an exploratory study and reference for future studies.

Social distancing is an important strategy to control the spread of the COVID-19 pandemic, so it is imperative to understand the behavioral impact of social distancing on individuals. This research studied social distancing from a cognitive appraisal of voluntary social distancing compliance (CAVSD) point of view and a non-medical perspective, specifically the psychological impact (PI) of social distancing on the usage intensity of social networking sites (SNS) during the COVID-19 outbreak in India.

The study was conducted on 477 SNS users as a full sample and groups based on age, sex and work status. The model was empirically investigated using structural equation modeling.

CAVSD was negatively associated with PI although it was not a significant predictor, while CAVSD and PI were significant predictors of SNS usage intensity; moreover, SNS usage intensity differed between groups of people.

These findings are significant for organizations, corporations and educational institutions in both the public and private sectors. There is a need to identify subsections of individuals in need of social support and relief from isolation and loneliness. Individuals are relying on social media to handle social distancing and the pandemic, and this shows up in an increase in social networking activity.

This study contributes to the existing literature by positing social networking as a basic virtual need for socialization, and social media platform assists in that. Cognitive appraisal is an important determinant of individual response.

This paper aims to examine the effects of narrowing social distance with celebrity endorsers (i.e. via close relationship social categories) and their origin (i.e. local or international) on consumer attitudes about advertisements. It is proposed that using such a relational approach to celebrity endorsement, where celebrities are framed as socially close social categories, leads to more favorable attitudes toward the advertisement.

A pilot test on actual advertisements and three laboratory experiments tested the proposed hypotheses on the effects of varying celebrity social distance levels, with self-referencing as mediator, on attitudes toward the advertisements.

Celebrity endorsements are more effective when the advertisement features celebrities as socially close social category; furthermore, these effects are more pronounced when the celebrity is local as opposed to foreign. The study also proposes that consumer self-referencing vis-a-vis celebrities’ social distance through framed social categories mediates these effects.

Anchored in the identity and social identity theories, implications on relational approaches to celebrity endorsements and international marketing communications are discussed together with the fact that Asian culture inherently subscribes to relational celebrity endorsements.

This study aims to examine how implicit distance (cognitive and social) impacts supply chain capabilities, and the roles of information technology (IT) utilization and supply chain flexibility in this process.

The authors designed a conceptual model including the implicit distance, supply chain flexibility, supply chain capability and IT utilization and verified the relationships among variables through a survey that collected data from 104 manufacturing enterprises in China.

The results show that cognitive and social distances positively and negatively affect supply chain flexibility, respectively. Furthermore, IT utilization strengthens the positive effect of cognitive distance and the negative effect of social distance on supply chain flexibility. Additionally, supply chain flexibility has a positive effect on supply chain capability and mediates the effects of cognitive and social distances on supply chain capability.

Enterprises should prioritize cooperation with different types of partners with whom the enterprises have established good collaborative working experiences. Moreover, if enterprises cooperate with new partners, enterprises should communicate and handle things face to face instead of frequently utilizing IT.

This study links the implicit distance between enterprises with supply chain capability and newly applies social network theory to explain the mechanism. Further, the authors' data confirm the moderating role of IT utilization in this process, supplementing the research on implicit distance. Moreover, this study employs dynamic capability theory to better understand how firms can improve supply chain capabilities.