Artificial intelligence (AI) interfaces are rapidly evolving and expanding across a wide range of application domains, intensifying competition in the emerging technology market. As these interfaces become increasingly prevalent and sophisticated, one of the key challenges for companies is to effectively differentiate themselves—particularly through how they present their innovations to target audiences. To address this challenge, this chapter draws on the concept of psychological distance and Construal Level Theory (CLT) to explain why and how companies can tailor the presentation of their AI interfaces based on consumers’ experienced psychological distance from the AI technology. This chapter develops three main lines of inquiry to show how psychological distance offers a deeper understanding of consumer perceptions and interactions with AI. First, it examines how psychological distance shapes the mental representations that consumers form about AI. Second, it shows that psychological distance helps explain consumers’ attitudinal and behavioral responses to AI. Finally, it details how managers can align the framing of their AI technology with consumers’ experienced psychological distance to fluidify information processing and, in turn, enhance both consumer attitudes and usage intentions toward the AI technology.

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Psychological Distance and Artificial Intelligence in Marketing

  • Mohamed Didi Alaoui

摘要

Artificial intelligence (AI) interfaces are rapidly evolving and expanding across a wide range of application domains, intensifying competition in the emerging technology market. As these interfaces become increasingly prevalent and sophisticated, one of the key challenges for companies is to effectively differentiate themselves—particularly through how they present their innovations to target audiences. To address this challenge, this chapter draws on the concept of psychological distance and Construal Level Theory (CLT) to explain why and how companies can tailor the presentation of their AI interfaces based on consumers’ experienced psychological distance from the AI technology. This chapter develops three main lines of inquiry to show how psychological distance offers a deeper understanding of consumer perceptions and interactions with AI. First, it examines how psychological distance shapes the mental representations that consumers form about AI. Second, it shows that psychological distance helps explain consumers’ attitudinal and behavioral responses to AI. Finally, it details how managers can align the framing of their AI technology with consumers’ experienced psychological distance to fluidify information processing and, in turn, enhance both consumer attitudes and usage intentions toward the AI technology.