Deflecting Reactance: The Role of Similarity in Increasing Compliance and Reducing Resistance

@article{Silvia2005DeflectingRT,
  title={Deflecting Reactance: The Role of Similarity in Increasing Compliance and Reducing Resistance},
  author={P. Silvia},
  journal={Basic and Applied Social Psychology},
  year={2005},
  volume={27},
  pages={277 - 284}
}
  • P. Silvia
  • Published 2005
  • Psychology
  • Basic and Applied Social Psychology
On the basis of the approach-avoid dynamics assumed by reactance theory (S. S. Brehm & J. W. Brehm, 1981) and other models (E. S. Knowles & J. A. Linn, 2004), it was predicted that interpersonal similarity can reduce reactance by increasing compliance and by reducing resistance. A communicator's similarity to the participant was manipulated by identical first names and birthdays (Experiment 1) and by congruent values (Experiment 2). People then read essays in which the communicator did or did… Expand
Reactance and the dynamics of disagreement: multiple paths from threatened freedom to resistance to persuasion
Many experiments show that threats to attitudinal freedom create reactance, but the underlying dynamics of reactance-based disagreement have not received much attention. The present experimentsExpand
When Increasing the Strength of the Argument Becomes Counterproductive: The Role of Argumentative Markers in the Arousal of the Psychological Reactance
The rationale of this study is that by stressing the argumentative force of the message, and thus orientating its processing, scalar adverbs are likely to be processed as an attempt to influence theExpand
A Close Examination of Trait Reactance and Issue Involvement as Moderators of Psychological Reactance Theory
This study used psychological reactance theory (PRT) to investigate (a) the effectiveness of 2 message features (freedom-threatening language and character frame) and (b) the role of trait reactanceExpand
Reactance Versus Rationalization
TLDR
The absoluteness of a restriction is identified as one factor that determines how people respond to it, and it is identified that participants displayed reactance, viewing the restrictions less favorably, and valuing the restricted freedoms more, compared with control participants. Expand
The object of my protection: Shielding fundamental motives from the implicit motivational influence of others
Abstract Goal shielding theory suggests that one's focal pursuits automatically inhibit the activation of interfering goals ( Shah, Friedman, & Kruglanski, 2002 ); however, it is not entirely clearExpand
Harm in price promotions: when coupons elicit reactance
Purpose This research aims to demonstrate that coupons with short durations for redemption can backfire, lowering consumers’ attitudes toward the company. Expand
The influence of fear and authority on psychological reactance: a study of the effectiveness of public service announcement campaigns on drunk driving prevention among college students
This study investigates the influence of psychologi cal reactance on the campaign message of “preventing drunk driving” to college st udents; it is based on different levels of source authority andExpand
Scam Compliance and the Psychology of Persuasion
Social psychologists have established various psychological mechanisms that influence perception of risk and compliance in general. The empirical investigation in this paper focused on how thoseExpand
Organizational change and psychological reactance
Purpose – The purpose of this paper is to focus on the resistance to change in the organizational contexts where a soon‐to‐be‐implemented change initiative infringes upon freedoms of the employees.Expand
The roles of self-concept clarity and psychological reactance in compliance with product and service recommendations
TLDR
It is revealed that individuals' compliance to product and service recommendations is negatively related to their strength of self-concept clarity, and perceived threats to freedom are also negatively associated with compliance to recommendations. Expand
...
1
2
3
4
5
...

References

SHOWING 1-10 OF 33 REFERENCES
Reactance as Impression Management: A Critical Review
Rex A. Wright and Sharon S. BrehmUniversity of KansasRecent attempts to reinterpret reactance theory in terms of impression man-agement are considered in light of available empirical evidence.Expand
Prior Exercise of Freedom and Reactance.
Abstract A communication that contains a particularly strong intent to influence caneasily lose persuasive impact or even bring about a “boomerang” effect. Such “boomerang” phenomena have often beenExpand
Strategies for Resisting Persuasion
This research examines the variety of strategies individuals may use to resist persuasion. In Study 1, participants wrote an essay describing how they respond when faced with a persuasive challenge.Expand
Interactive Effects of Commitment to Future Interaction and Threat to Attitudinal Freedom.
The present research investigated the attitudinal effect of two variables, commitment to future interaction and threat to attitudinal freedom. Threat to attitudinal freedom was manipulated via a noteExpand
Reactance, Compliance, and Anticipated Regret ☆
The current work explored the relations among reactance, regret, and behavioral choice. A possible mechanism for reactance in opposition to persuasion attempts involves people anticipating greaterExpand
Attitude change as a function of threat to attitudinal freedom and extent of agreement with a communicator
Subjects who previously expressed either partial or full agreement with an attitudinal position were exposed to a low- or high-threat essay advocating the position. Anonymous post-communicationExpand
Predicting the Interpersonal Targets of Self-Serving Attributions☆☆☆
People will, under certain conditions, attribute failure to an external target to avoid an unfavorable self-evaluation. But to what external target do people attribute failure? Based on FritzExpand
Attitude change as a function of felt competence and threat to attitudinal freedom
Abstract An experiment was performed with 141 male college students to test the effects of two variables on the generation of negative attitude change. About one half of the subjects were led toExpand
An Overview (and Underview) of Research and Theory within the Attraction Paradigm
The initiation and subsequent development of what I once immodestly labeled `the attraction paradigm' are described. Though an after-the-fact reconstruction of a given program of research and theoryExpand
Liking and the attribution process
Abstract Two experiments were performed to examine the influence of liking on causal attributions of another person's behavior. In both experiments, observers who either liked or disliked an actorExpand
...
1
2
3
4
...