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

  title={Deflecting Reactance: The Role of Similarity in Increasing Compliance and Reducing Resistance},
  author={P. Silvia},
  journal={Basic and Applied Social Psychology},
  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
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