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 experiments identified two paths from threats to disagreement. In one path, threats to attitudinal freedom directly motivate disagreement; in the other, negative cognitive responses mediate the threat's effect on disagreement. Two experiments demonstrated the causes and consequences of each path from threat to persuasion. When a communicator threatened freedom at the beginning of the message, unfavorable cognitive responses (counterarguing, negative perceptions of the source's credibility) fully mediated the effect of threat on disagreement. When the threat appeared at the end of the message however, threat had a direct, unmediated effect on disagreement (Experiment 1). The two paths had different consequences for sleeper effects: disagreement rooted in negative cognitive responses persisted, whereas disagreement directly motivated by the threat declined when the threat was removed (Experiment 2). Implications for reactance and for threat‐based sleeper effects are discussed. Copyright © 2006 John Wiley & Sons, Ltd.     

Self-esteem and reactance: Further evidence of attitudinal and motivational consequences

The present experiments were designed to explore further the relationship between self-esteem and reactance within the domains of achievement and persuasion. Previous research in the achievement context has shown that self-esteem and reactance are positively related. Experiment 1 sought to extend this relationship into the persuasion setting. As predicted, a positive self-esteem/reactance relationship was obtained. The second experiment was designed to identify a factor that might moderate the relationship between self-esteem and reactance: degree of freedom threat. Previous research in the persuasion context has shown that the aforementioned self-esteem/reactance relationship is attenuated or even reversed when freedom threat is low rather than high. Experiment 2 sought to extend this relationship into the achievement context. As predicted, the positive self-esteem/reactance relationship was considerably weakened in the low-threat environment of Experiment 2, especially in comparison to previous research in which freedom threat was considerably higher. Taken together, the present and previous studies show consistent relationships between self-esteem and reactance across achievement and persuasion domains, suggesting that the essence of reactance is similar in these two domains. Practical implications are also discussed.     

Reactance,the self,and its group: When threats to freedom come from the ingroup versus the outgroup

We investigated the assumption that independent versus interdependent self‐construals yield different manifestations of psychological reactance in different group contexts. We expected collectivists (interdependent) to value the collective freedom of an ingroup more in face of an outgroup threat than individualists (independent) who should be protective of their individual freedom especially within an ingroup. In Study 1, we showed that collectivists (Taiwanese students) did not show reactance when a threat to their freedom of choice originated in the ingroup, but they did show reactance when it originated in an outgroup. In Study 2, Austrian students showed more reactance the more interdependent their self‐construal was when confronted with an outgroup restriction. However, the more independent Austrian students' self‐construal was, the more reactance they showed when the threat came from the ingroup. Priming an independent (versus interdependent) self‐construal in Study 3, we again observed more reactance when freedom was restricted by the ingroup. The findings underline the importance of understanding psychological reactance as a socially situated phenomenon. Copyright © 2011 John Wiley & Sons, Ltd.     

Examining the Role of Trait Reactance and Sensation Seeking on Perceived Threat,State Reactance,and Reactance Restoration

The present investigation sought to advance Psychological Reactance Theory (PRT) by examining whether trait reactance and sensation seeking influence the magnitude of a perceived threat, state reactance, and reactance restoration. Results revealed that high trait reactant (HTR) and low trait reactant (LTR) individuals and high sensation seekers (HSS) and low sensation seekers (LSS) processed persuasive messages similarly, adding credibility to recent PRT advances. Dogmatic and vivid language were perceived as a threat for most individuals. An interaction between dogmatic and vivid language on perceived threat was found for HTR and HSS for the sunscreen message. An indirect effect connecting language features and state reactance through perceived threat was supported. Regression analysis revealed that trait reactance and sensation seeking predict variables associated with state reactance.     

Self-consciousness and reactance

Two studies examined the effects of dispositional self-consciousness on reactance. In Experiment 1, men who were high in private self-consciousness displayed greater reactance responses to a coercive communication attempt (as reflected by attitude reversal) than did men lower in private self-consciousness. In contrast, the effect of public self-consciousness in this context was to inhibit the expression of reactance. In Experiment 2, women high in private self-consciousness exhibited greater reactance responses to a self-imposed threat to their freedom of choice (as reflected by equivocation over two choice alternatives) than did women lower in private self-consciousness. The effect of public self-consciousness in this context was negligible. These findings replicate and extend a previous self-awareness and reactance finding; they provide additional evidence that manipulated self-awareness and dispositional self-consciousness converge on the same psychological entity; and they provide additional evidence that there are important differences between the dimensions of private and public self-consciousness.     

Persuasion,reactance, and judgments of interpersonal appeal

Female undergraduates were or were not exposed to an opinion statement that threatened to a greater or lesser degree their freedom to make an independent assessment of the relative attractiveness of two males. Measures of perceived attractiveness and choice indicated a persuasion effect among subjects exposed to the mild statement and contrary opinions indicative of reactance among subjects exposed to the strong statement.     

Boosting the Potency of Resistance: Combining the Motivational Forces of Inoculation and Psychological Reactance

The efficacy of inoculation theory has been confirmed by decades of empirical research, yet optimizing its effectiveness remains a vibrant line of investigation. The present research turns to psychological reactance theory for a means of enhancing the core mechanisms of inoculation—threat and refutational preemption. Findings from a multisite study indicate reactance enhances key resistance outcomes, including: threat, anger at attack message source, negative cognitions, negative affect, anticipated threat to freedom, anticipated attack message source derogation, perceived threat to freedom, perceived attack message source derogation, and counterarguing. Most importantly, reactance‐enhanced inoculations result in lesser attitude change—the ultimate measure of resistance.     

Psychological Reactance as a Factor in Patient Noncompliance With Medication Taking: A Field Experiment1

Patient noncompliance with medical recommendations is widespread. The theory of psychological reactance sheds light on the subject. Reactance theory posits that when an individual discems a threat to a valued freedom, a motivational state compels the individual to reassert that freedom. The present study sought evidence of reactance in the compliance behaviors of 101 patients. Participants were exposed to either an authoritative‐oriented or a partnership‐oriented advice‐giving tone, coupled with either an opportumity for the participant to select certain features of the regimen or no opportunity to do so. While neither manipulation produced the anticipated causal results, both quantitative and qualitative correlational data clearly revealed a connection between reactance and noncompliance. The investigators report findings and make suggestions for further research.     

消费者何时愿意选择与规避群体关联的品牌?

消费者何时愿意选择与规避群体关联的品牌?规避群体对消费者的影响机制还需要进一步研究。基于心理逆反理论, 本文通过3个实验探讨自由威胁对消费者选择与规避群体关联的品牌的影响。结果发现, 当消费者感知到高自由威胁时, 选择与规避群体关联的品牌的意愿较高, 心理逆反发挥中介作用, 叙事和自尊水平对上述影响关系具有调节作用。叙事性的信息使得被试因自由威胁所产生的心理逆反降低, 从而对与规避群体关联的品牌的选择意愿降低。对于高自尊的个体, 在高自由威胁时更愿意选择与规避群体关联的品牌; 而对于低自尊的个体, 在高/低自由威胁情况下对规避群体关联的品牌的偏好无显著差异。本文探讨了自由威胁对消费者品牌偏好的影响, 丰富了规避群体和品牌选择的研究; 验证了心理逆反在自由威胁与规避群体关联品牌偏好之间的中介作用, 深化了心理逆反理论。本文对企业在保留现有客户群的基础上, 如何吸引外群体消费者具有一定的指导价值。     

Forming a stable memory representation in the first year of life: why imitation is more than child's play

Although 9-month-old infants are capable of retaining temporally ordered information over long delays, this ability is relatively fragile. It may be possible to facilitate long-term retention by allowing infants to imitate event sequences immediately after their presentation. The effects of imitation on immediate and delayed recognition and on long-term recall were investigated using event-related potentials (ERPs) and elicited imitation, respectively. Mnemonic facilitation resulting from the opportunity to imitate was apparent using both assessments. ERP assessments at immediate and delayed recognition tests suggested that infants who were allowed to imitate had stronger memory representations of familiar stimuli relative to infants who only viewed the presentation of the events. In addition, infants who were allowed to imitate evidenced higher levels of ordered recall after 1 month relative to infants who only watched the experimenter's demonstration. Therefore, imitation proved to have beneficial effects on explicit memory in 9(1/2)-month-olds, providing evidence of its effectiveness as a tool to augment mnemonic capabilities in infancy.     

REACTANCE AND INTENTIONALITY ATTRIBUTIONS AS DETERMINANTS OF THE INTENT TO FILE A GRIEVANCE

Experimental studies were conducted in two unions to examine the effects of perceptual variables–namely, reactance and intentionality attributions–on the intent to seek redress from management action. Participants responded to a series of vignettes, each of which described a management action (formal punishment, informal warning, promotion denial) taken against an employee. The vignettes varied systematically in terms of the perceived threat to worker freedom posed by the action and the degree to which the action was motivated by a dispositional rather than an environmental attribution. Both studies demonstrated that greater threat and dispositional attributions provoked stronger intent to file a grievance. Implications of the findings were discussed for investigating and screening grievances.     

Culture, self, and the emergence of reactance: Is there a “universal” freedom?

In this article we suggest that independent vs. interdependent aspects of the self yield different manifestations of psychological reactance and that this is especially relevant in a cross-cultural context. In Studies 1, 2, and 4 we showed that people from collectivistic cultural backgrounds (individuals holding more interdependent attitudes and values) were less sensitive to a threat to their individual freedom than people from individualistic cultural backgrounds (individuals holding more independent attitudes and values), but more sensitive if their collective freedom was threatened. In Study 3 we activated independent vs. interdependent attitudes and values utilizing a cognitive priming method and yielded similar results as the other studies hinting at the important causal role of self-related aspects in understanding reactance in a cross-cultural context.     

Associative vs topographical accounts of the immediate shock-freezing deficit in rats: Implications for the response selection rules governing species-specific defensive reactions

Rats were placed in a novel chamber and were given a single shock, either immediately upon placement in the chamber or after a 2-m delay. During a postshock observation period, delayed shock animals froze while immediate shock rats did not (Experiments 1–5). Additionally, delayed shock animals showed an elevation in defecation, relative to unshocked controls, while immediate shock animals did not (Experiment 1). Freezing and elevated defecation were first found with a 9-s delay between placement and shock, and both responses increased linearly with increasing delays up to at least 81 s (Experiment 2). Immediate shock rats did not show escape-related behaviors when potential escape routes were available (Experiments 3–4). A 2-m preexposure to the chamber, that was separated in time from shock, did not alleviate the immediate shock deficit (Experiments 4–5). The immediate shock deficit was also apparent in a test given 24 h after shock receipt (Experiment 6). If immediate shock rats were later given delayed shock they began to freeze but showed no carryover effects of their prior shock experience (Experiment 6). It was concluded that the immediate shock deficit reflects a deficit in association formation between contextual stimuli and shock rather than a difference in defensive behavioral topography. It also appears that freezing is the dominant conditional response to shock-associated stimuli even though freezing is not unconditionally elicited by the shock itself.     

The Role of Psychological Reactance in Drinking Following Alcohol Prevention Messages1

Two experiments tested whether a dogmatic alcohol prevention message may, by arousing psychological reactance (the motivation to reassert a threatened freedom) result in more subsequent alcohol consumption, compared to a neutral message. In Study 1, 535 college students received either a high-threat (dogmatic) or low-threat (neutral) message recommending either abstinence or controlled drinking. Results indicated that high-threat messages were rated more negatively and resulted in more drinking intentions compared to low threat. The negative effect of high threat on message ratings was most pronounced for habitually heavy drinkers and an abstinence-espousing message. In Study 2, under the guise of a “memory study,” 74 college students received either a high- or low-threat message recommending abstinence from alcohol. Then, under the guise of a “perception study,” all subjects participated in a taste-rating task in which their beer consumption was unobtrusively measured. Results indicated that the effect of high threat was most negative for male heavy drinkers, who drank significantly more beer compared to low-threat controls. These results suggest that the persuasive ability of alcohol prevention efforts depend to a considerable extent on the reactance-arousing properties of the materials and that dogmatic alcohol prevention materials may have counterproductive effects for some college students.     

Incubation and the persistence of fixation in problem solving

Extra work on unsolved problems may lead to more improvement if the new work is delayed rather than undertaken immediately after initial solution attempts. Such a result constitutes incubation in problem solving. "Unconscious work" on a problem, commonly assumed to be responsible for incubation effects, may not be necessary to observe the phenomenon. We hypothesize that fixation, a block to successful problem solving, may develop during initial solution attempts and persist, interfering with immediate extra work more than with delayed extra work. Five experiments are reported in which fixation was induced to prevent optimal performance on the initial test of Remote Associates Test (RAT) problems (e.g., Mednick, 1962). After the fixation manipulation in three of the experiments, the effects of incubation intervals were examined by retesting the fixated problems. Both fixation (poorer initial problem-solving performance) and incubation (more improvement after a delayed retest than an immediate retest) were found in all the experiments which tested for the effects. In Experiments 1, 2, and 3, misleading distractors were presented alongside the RAT problems during the initial test of the problems to cause fixation. In Experiment 4, a block of paired associates--pairing the RAT words with the misleading distractors prior to problem solving--successfully induced fixation, indicating that the distractors affected memory retrieval. In Experiment 5, a trial-by-trial technique allowed fixation and incubation to be induced and tested separately for each item. All of our findings of incubation effects appear to have depended upon the initial induction of fixation. Although the experiments may not be representative of all naturally occurring cases of incubation, they provide a methodology for the study of fixation and incubation effects in problem solving in the laboratory.     

Delayed reinforcement in a multiple schedule

Three rats and a pigeon were first trained on a two-component multiple schedule in which reinforcement in the two components occurred immediately after a response. Later, reinforcement in one component was delayed by a few seconds. During both stages of the experiment, reinforcement was scheduled by equal variable- (pigeon) or random-interval (rats) schedules in the two components. The main effect of the delayed reinforcement was to increase the rate of responding in the unchanged (non-delay) component. This behavioral contrast effect did not appear in all cases to be dependent upon a reduction in the rate of responding or the frequency of reinforcement in the delay component. This finding suggests that a reduction in response rate and/or reinforcement frequency in one component of a multiple schedule may not be a necessary prerequisite for the occurrence of behavioral contrast. This finding is, however, consistent with an explanation that suggests that behavioral contrast results from the introduction of a less-preferred condition in one component of a multiple schedule, since it is known that animals “prefer” immediate to delayed reinforcement.     

The effects of categorical relatedness on judgements of learning (JOLs)

On-line monitoring during study can be influenced by the relatedness shared between the cue and target of a paired associate. We examined the effects on people's judgements of learning (JOLs) of a different kind of relatedness, which occurs in a list organised into sets of categorically related words and unrelated words. In two experiments, participants studied a list of words organised into a series of sets of four categorically related words or four unrelated words. In Experiment 1, JOLs were made immediately after each word had been studied, and JOL magnitude was greater for related than unrelated words. In Experiment 2, JOLs were delayed after study and, as expected, they were substantially greater for related sets of words. Serial position effects (an increase in JOL magnitude across the words of a related set) were evident with immediate JOLs but not with delayed JOLs. The relatedness effect was not present early in the list for immediate JOLs but was present throughout the list for delayed JOLs. We conclude by discussing some preliminary explanations for these new phenomena.     

Reactance,autonomy and paths to persuasion: Examining perceptions of threats to freedom and informational value

Autonomy, often associated with an open and reflective evaluation of experience, is sometimes confused with reactance, which indicates resistance to persuasion attempts. Two studies examined a path model in which autonomy and reactance predicted motivation following the provision of anonymous or source-identified health-risk information, via the mediation of perceived threat to decision-making freedom and of perceived informational value. Study 1 (N = 122) investigated alcohol consumption. The results showed that autonomy was positively related to autonomous motivation and intentions to drink responsibly. Reactance negatively predicted autonomous motivation in the source-identified information condition but positively predicted autonomous motivation and intentions in the anonymous information condition. Reactance negatively predicted attitudes through the mediation of perceived threat to decision-making freedom. Study 2 (N = 145) tested our hypothesized model for smoking behavior and replicated several of the Study 1 findings. Implications for our understanding of autonomy, reactance, and responses to risk-information are discussed.