When reactance effects persist despite restoration of freedom: Investigations of time delay and vicarious control

Schwarz, Robert

doi:10.1002/ejsp.2420140406

Cited by 11 publications

(2 citation statements)

References 8 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Prior work argues that “reactance will be reduced by the restoration of freedom” (Worchel & Brehm, 1971, p. 294). Supporting this prediction, some studies find decreases in product desirability post‐restoration (Worchel & Brehm, 1971), though others do not (Schwarz, 1984). However, some of these studies may not have induced reactance (Schwarz, 1984), and others lack control conditions (Pallak & Sullivan, 1979), complicating interpretation.…”

Section: Responses To Restorationmentioning

confidence: 98%

Yes, we have no bananas: Consumer responses to restoration of freedom

Moore

Fitzsimons

2014

J Consum Psychol

View full text Add to dashboard Cite

When stockouts restrict consumers' freedoms, two independent responses can occur: product desirability, or a reactance‐based increase in the desire for the unavailable option, and source negativity, or general frustration with the source of the restriction. In four studies, we provide a novel investigation of consumer responses to stockout‐restoration and examine how these two forces combine to affect consumer responses after freedoms are restored. To do so, we investigate two moderators that influence the activation and strength of product desirability and source negativity, respectively: trait reactance and attributions. While all consumers experience source negativity in response to stockouts, only consumers high in reactance experience product desirability, leading to differential responses to stockout‐restoration. Compared to an in‐stock condition, high reactance consumers respond positively to stockout‐restoration, while low reactance consumers respond negatively to stockout‐restoration, in terms of store and product evaluations and store choice. However, when high reactants attribute a stockout to the store, thereby increasing source negativity relative to product desirability, they respond negatively to stockout‐restoration.

show abstract

Section: Responses To Restorationmentioning

confidence: 98%

Yes, we have no bananas: Consumer responses to restoration of freedom

Moore

Fitzsimons

2014

J Consum Psychol

View full text Add to dashboard Cite

show abstract

“…Heilman and Toffler ( 1976 ) aimed at exploring the restoration of freedom in female students when they are offered something vs. when their freedom of choice is threatened. Study Schwarz ( 1984 ) explains that a threat can be perceived as more threatening to freedom when it is really not, and an individual can immediately try to restore the threatened freedom. Similarly, Zhang ( 2020 ) declares that psychological reactance has a direct relationship with reactance and will result in a negative appraisal of the source of the psychological reactance and that the individual will then try to restore the freedom that was taken away from him.…”

Section: Theoretical Background and Hypotheses Developmentmentioning

confidence: 99%

Unveiling the effects of consumers' psychological distance on their reactance and related behavioral outcomes: Do lockdown restrictions matter?

Chen

Duan²,

Ittefaq³

et al. 2022

Front. Psychol.

View full text Add to dashboard Cite

This study examined consumers' psychological reactance, which is insufficiently explored in the literature. This research fills the gaps found in the literature reviewed and investigates how the psychological reactance of restaurant consumers developed because of social, temporal, and spatial distancing measures during COVID-19. This study also explored ways in which the restaurant industry can increase its compliance with COVID-19 restrictions in such a situation. We explored the effects of social, temporal, and spatial distancing on psychological reactance. We also identified the moderating effect of lockdown restrictions, which strengthen the psychological reactance developed because of (a) social distancing, (b) temporal distancing, and (c) spatial distancing. We collected data from restaurant consumers in Lahore. This study applied quantitative techniques (i.e., a test of normality, measurement model assessment, structural model assessment, and common method variance). The data were analyzed using IBM SPSS 25 and AMOS 24 and the results were interpreted and presented accordingly. This study added to the literature on psychological reactance, service management, and psychological distance. We could also help the restaurant industry overcome the challenges that occurred during the COVID-19 pandemic and the closures. This study could assist the restaurant industry to understand consumer behavior and attract potential consumers.

show abstract

Das Verhalten der Konsumenten

Homburg

2016

Marketingmanagement

View full text Add to dashboard Cite

When reactance effects persist despite restoration of freedom: Investigations of time delay and vicarious control

Cited by 11 publications

References 8 publications

Yes, we have no bananas: Consumer responses to restoration of freedom

Yes, we have no bananas: Consumer responses to restoration of freedom

Unveiling the effects of consumers' psychological distance on their reactance and related behavioral outcomes: Do lockdown restrictions matter?

Das Verhalten der Konsumenten

Contact Info

Product

Resources

About