Consumer Behavior and Psychological Reactance
Bibliographic Data
| ID | 2957134 |
|---|---|
| Authors | Mona A Clee (The University of Texas at Austin), Robert A Wicklund |
| Year | 1980 |
| Volume | 6 |
| Issue | 4 |
| Pages | 389 |
| Publication date | 1980-03-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/208782 |
| OpenAlex | W2018832113 |
| Language | EN |
| Citations received | 81 |
| References cited | 27 |
A theory about psychological freedom is reviewed in terms of its broad applicability to consumer behavior. Promotional influence, manipulative advertisements, product unavailability, and government regulations are all cast as potentially freedom-threatening events, and a theory of psychological reactance details the consumer's reply to reductions in freedom
Advertising · Business · Consumer behaviour · Reactance · Consumer Behavior in Brand Consumption and Identification · Engineering · Marketing · Psychology · Psychology of Moral and Emotional Judgment · Social and Intergroup Psychology · Social Psychology
Modeling Personal and Normative Influences on Behavior
Promotion Reactance
Spontaneous Inference Processes in Advertising
Reference Group Influence on Product and Brand Purchase Decisions
Attention to Social Comparison Information
Warm‐Glow Giving and Freedom to be Selfish
A Self‐Regulatory Model of Resource Scarcity
Understanding of consumer behaviour as a prerequisite for environmental protection
Forced Exposure and Psychological Reactance
Reactance to Recommendations
Understanding Psychological Reactance
American attitudes toward nudges
Strategies and motives for resistance to persuasion
Exploring the Gap Between Consumers’ Green Rhetoric and Purchasing Behaviour
I'll trade you diamonds for toilet paper
The potential of peer social norms to shape food intake in adolescents and young adults
Social norms and energy conservation
Scarcity effects on value
The Social Influence of Brand Community
Effect of Biasing an Attitude Scale
Tendency to Conform
Vulnerability and Attitudes toward Intrusive Marketing
An integrative theory of resource discrepancies
Public opinion on the clean energy transition during times of crisis
Egoistic and altruistic behaviors in tobacco control campaign
Are Intrusiveness and Sexual Images Effective in Advertisements? The Influence of Ad Format and Sexually Appealing Content on Mobile News Consumers
Household Spending Patterns and Hardships during Covid-19
Examining the roles of social media information exposure and seeking on Covid-19 vaccination through the S-O-R model
The Role of Vocal Affect in Persuasion
Decoding visual influence
Product Placement and Integrated Marketing Communications Effects on an Informational TV Program
Advertising during Covid-19
Scepticism and resistance to IoMT in healthcare
An exploratory study on users' resistance to mobile app updates
To follow or not to follow the herd? Transparency and social norm nudges
How to Persuade Consumers to Engage with Calls-to-Action in Brand Content
Putting the public back in behavioral public policy
Assessing the effectiveness of food waste messaging
Educating children to environmental behaviours with nudges
Advergaming and healthy eating involvement
Social influence approaches to encourage resource conservation
Engaging high-income earners in climate action
Public responses to Covid-19 mask mandates
Influencing the food choices of SNAP consumers
Reactance theory and record warning labels
Cool or poor
Defining social psychology
Gift Selection for Easy and Difficult Recipients
Breaking the Sisyphus curse
Online Social Influence
The use of social media in travel information search
Examining the effects of psychological reactance on Covid-19 vaccine acceptance
Effect of childbearing deadline on women’s wanted fertility
The backfire effect of default amounts on donation behavior in online donation platform
Is less always more? Conservation, efficiency and water education programs
Restriction reduction
Communicating eating-related rules. Suggestions are more effective than restrictions
How to entice restaurant patrons to order low-emissions meals? A meta-analysis and research agenda
Rank and response
Psychological antecedents of conspicuous consumption
Coke vs. Pepsi
Retracted
An Extended Pre-testing Protocol in the Lead-up to Field Studies
Psychological reactance as a function of thought versus behavioral control
The object of my protection
Culture, self, and the emergence of reactance
Fighting for independence
Consumer Response to Stockouts
Self-service technologies in retail stores
From Ads to Action
Warning labels formulated as questions positively influence smoking-related risk perception
State mask mandates and psychological reactance theory
A difficult test for hard propaganda
Eco-Label Effects in the Built Environment
Brands as Rivals
Cyclical Time Is Greener
When Identity Marketing Backfires
Been There, Done That
The Locus of Choice
The Persuasive Role of Incidental Similarity on Attitudes and Purchase Intentions in a Sales Context
Asymmetric Competition in Choice and the Leveraging of Competitive Disadvantages
Responses to Uncontrollable Outcomes
The psychology of interpersonal relations.
A Theory of Cognitive Dissonance
The effect of three types of arbitrary thwarting on the instigation to aggression1
The attractiveness of choice alternatives when freedom to choose is eliminated by a social agent1
Some restrictive conditions for the occurrence of psychological reactance
Dissonance and the pill
Interactive effects of commitment to future interaction and threat to attitudinal freedom
Attitude change as a function of felt competence and threat to attitudinal freedom
Effects of implied pressure toward commitment on ratings of choice alternatives
The attractiveness of an eliminated choice alternative
The effects of censorship and attractiveness of the censor on attitude change
Energizing effects of cognitive dissonance upon dominant and subordinate responses
A Theory of Social Comparison Processes
Effect of importance of freedom and attraction to group members on influence produced by group pressure
Oppositional behavior as a function of influence attempt intensity and retaliation threat
Effects of supply and demand on ratings of object value
Elicitation of moral obligation and self-sacrificing behavior
Attitude Change from an Implied Threat to Attitudinal Freedom
The influence of incentive conditions on the success of role playing in modifying attitudes
Prechoice preference reversal as a result of threat to decision freedom
Reactance theory analysis of predecisional cognitive processes
Implied threat to behavioral freedom
Temporal changes in predecision preferences among choice alternatives
Volunteering to help
Dogmatism and tolerance for ambiguity as determinants of differential reactions to cognitive inconsistency
Children and Commercial Persuasion
| Unique citing works | 81 |
|---|---|
| Citations per year | 1,84 |
| Citation span | 1982 - 2026 (45) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 75 |