Reactance to Persuasive Messages Depends on Felt Obligation
Seungjoo Yang,
John K. Kruschke
Abstract:Psychological reactance theory suggests that the higher the threat-level of persuasive messages, the higher the reactance. Previous research has revealed ways to manipulate messages to either arouse or reduce psychological reactance. By contrast, the current work compares people’s reactance across different target actions while keeping the threat-level of the message consistent. We propose that reactance to a message depends on the target action’s pre-existing felt obligation. We demonstrate that low-obligatio… Show more
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