The effect of construal level on risk-taking

In a series of studies, we examined the influence of people's mind-set (construal level (CL): abstract versus concrete) on their risk-taking behavior. We measured differences in CL (study 1, CL as trait) and manipulated CL (studies 1-5, CL as state) with different priming methods, which were unrelated to the dependent variable of risk-taking behavior (studies 1, 3, 4, and 5: Balloon Analog Risk Task; study 2: Angling Risk Task). In all studies, abstract CL resulted in greater risk-taking compared with concrete CL, which led to lower risk-taking. Risky and safe game strategies mediated the CL effect on risk-taking. A concrete mind-set increased the safe game strategy, whereas an abstract mind-set increased the risky game strategy. Furthermore, different potential mediators were explored (i.e., focus on payoffs and probabilities, prevention versus promotion focus, attention to pros versus cons, and mood). A concrete mind-set increased prevention strategies and a negative mood when compared with an abstract mind-set. In turn, an abstract mind-set increased attention to pros (of an action). Copyright (c) 2014 John Wiley & Sons, Ltd.