Reactance

Reactance and persuasion: How do we measure reactance?

Reactance and persuasion: How do we measure reactance?

Many psychological concepts are both dispositional and situational. Reactance is no exception. Although most of the classic reactance research focuses on situational reactance (see Burgoon, Alvaro, Grandpre, & Voulodakis, 2002, for a review), it is also considered as a personality trait (Brehm & Brehm, 1981). In other words, some individuals are more reactance-prone than others.

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Reactance and persuasion: What is reactance?

Reactance and persuasion: What is reactance?

If an anti-smoking campaign targeting teenagers uses the slogan “Think. Don’t smoke,” the message often does not work well as the designers expected. In fact, it leads to the opposite effects: teenagers develop more favorable attitudes toward tobacco companies than otherwise (Henriksen, Dauphinee, Wang, & Fortmann, 2006). Why?

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