|
|
How we change what others think, feel, believe and do
|
How we change what others think, feel, believe and do |
|
|
|
|
|
|
|
Reactance Theory
Explanations > Theories > Reactance Theory Description | Research | Example | So What? | See also | References
DescriptionWhen people feel that their freedom to choose an action is threatened, they get an unpleasant feeling called ‘reactance’. This also motivates them to perform the threatened behavior, thus proving that their free will has not been compromised. ResearchPennebaker and Sanders (1976) put one of two signs on college bathroom walls. One read ‘Do not write on these walls under any circumstances’ whilst the other read ‘Please don’t write on these walls.’ A couple of weeks later, the walls with the ‘Do not write on these walls under any circumstances’ notice had far more graffiti on them. ExampleWhen persuading my children, I have to be careful because I know that if I push too hard they will do what I have told them not to do, just to show me who is really in charge! So what?Using itBeware of persuading too overtly or too much. If people get wind that they are being railroaded, they will leap right off the tracks. See alsoCognitive Dissonance, Reverse Psychology, Reaction Formation ReferencesBrehm (1966), Pennebaker and Sanders (1976) || |
|
|
— Contact — Caveat — About — Students — Webmasters — Awards — Guestbook — Feedback — Sitemap — Changes — |
|
|
|
