Psychological Reactance

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Psychological Reactance is an unpleasant motivational arousal (reaction) to offers, persons, rules, or regulations that threaten or eliminate specific behavioral freedoms. Reactance occurs when a person feels that someone or something is taking away their choices or limiting the range of alternatives.

Psychological Reactance can occur when someone is heavily pressured to accept a certain view or attitude. Reactance can cause the person to adopt or strengthen a view or attitude that is contrary to what was intended, and also increases resistance to persuasion. People using reverse psychology are playing on reactance, attempting to influence someone to choose the opposite of what they request.

Further References

White, T. B., Zahay, D. L., Thorbjørnsen, H., & Shavitt, S.. (2008). Getting too personal: Reactance to highly personalized email solicitations. Marketing Letters, 19(1), 39–50.

Plain numerical DOI: 10.1007/s11002-007-9027-9
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Pavey, L., & Sparks, P.. (2009). Reactance, autonomy and paths to persuasion: Examining perceptions of threats to freedom and informational value. Motivation and Emotion, 33(3), 277–290.

Plain numerical DOI: 10.1007/s11031-009-9137-1
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Fogarty, J. S.. (1997). Reactance theory and patient noncompliance. Social Science & Medicine, 45(8), 1277–1288.

Plain numerical DOI: 10.1016/S0277-9536(97)00055-5
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Beutler, L. E., Harwood, T. M., Michelson, A., Song, X., & Holman, J.. (2011). Resistance/Reactance Level. Journal of Clinical Psychology

Plain numerical DOI: 10.1002/jclp.20753
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Crawford, M. T., McConnell, A. R., Lewis, A. C., & Sherman, S. J.. (2002). Reactance, compliance, and anticipated regret. Journal of Experimental Social Psychology

Plain numerical DOI: 10.1006/jesp.2001.1481
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Miron, A. M., & Brehm, J. W.. (2006). Reactance Theory – 40 Years Later. Zeitschrift Für Sozialpsychologie, 37(1), 9–18.

Plain numerical DOI: 10.1024/0044-3514.37.1.9
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Rains, S. A.. (2013). The Nature of Psychological Reactance Revisited: A Meta-Analytic Review. Human Communication Research, 39(1), 47–73.

Plain numerical DOI: 10.1111/j.1468-2958.2012.01443.x
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Clee, M. A., & Wicklund, R. A.. (2002). Consumer Behavior and Psychological Reactance. Journal of Consumer Research

Plain numerical DOI: 10.1086/208782
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Dillard, J. P., & Shen, L.. (2005). On the Nature of Reactance and its Role in Persuasive Health Communication. Communication Monographs, 72(2), 144–168.

Plain numerical DOI: 10.1080/03637750500111815
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Torrance, E. P., & Brehm, J. W.. (1968). A Theory of Psychological Reactance. The American Journal of Psychology, 81(1), 133.

Plain numerical DOI: 10.2307/1420824
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Elaboration likelihood model

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The elaboration likelihood model (acronymised as ELM) of persuasion is a dual process theory describing the change of attitudes. The ELM was developed by Richard E. Petty and John Cacioppo in 1986. The model aims to explain different ways of processing stimuli, why they are used, and their outcomes on attitude change. The ELM proposes two major routes to persuasion: the central route and the peripheral route.
File:Elm-diagram.jpg
Remark: An argumentum ab inconvenienti is one based on the difficulties involved in pursuing a line of reasoning, and is thus a form of appeal to consequences.


URL: www.psy.ohio-state.edu/petty/documents/1986ADVANCESsPettyCacioppo.pdf

References

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O’Keefe, D. J.. (2013). Elaboration Likelihood Model. In The International Encyclopedia of Communication

Plain numerical DOI: 10.1002/9781405186407.wbiece011.pub2
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Petty, R. E., & Bri??ol, P.. (2012). The elaboration likelihood model. In Handbook of Theories of Social Psychology: Volume 1

Plain numerical DOI: 10.4135/9781446249215.n12
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Petty, R. E., & Wegener, D. T.. (1999). The Elaboration Likelihood Model: Current status and controversies. Dual Process Theories in Social Psychology

Plain numerical DOI: 10.1016/S0022-4405(97)00003-4
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Kitchen, P. J., Kerr, G., Schultz, D. E., McColl, R., & Pals, H.. (2014). The elaboration likelihood model: Review, critique and research agenda. European Journal of Marketing

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Tam, K. Y., & Ho, S. Y.. (2005). Web personalization as a persuasion strategy: An elaboration likelihood model perspective. Information Systems Research

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