Exploring smart wearables through the lens of reactance theory: Linking values, social influence, and status quo

2022 ◽  
Vol 127 ◽  
pp. 107044
Author(s):  
Obi Ogbanufe ◽  
Natalie Gerhart
Keyword(s):  
Social Influence ◽  
Status Quo ◽  
Reactance Theory

scholarly journals Challenging the Status Quo through Social Influence: Changes in Sustainable Consumption through the Influence of Social Networks

2021 ◽  
Vol 13 (10) ◽  
pp. 5513
Author(s):  
Iljana Schubert ◽  
Judith I. M. de Groot ◽  
Adrian C. Newton
Keyword(s):  
Social Networks ◽  
Social Network ◽  
Social Influence ◽  
Food Consumption ◽  
Status Quo ◽  
Injunctive Norms ◽  
Sustainable Food ◽  
Consumption Choices ◽  
The Status ◽  
Consumption Practices

This study examines the influence of social network members (versus strangers) on sustainable food consumption choices to investigate how social influence can challenge the status quo in unsustainable consumption practices. We hypothesized that changes to individual consumption practices could be achieved by revealing ‘invisible’ descriptive and injunctive social norms. We further hypothesized that it matters who reveals these norms, meaning that social network members expressing their norms will have a stronger influence on other’s consumption choices than if these norms are expressed by strangers. We tested these hypotheses in a field experiment (N = 134), where participants discussed previous sustainable food consumption (revealing descriptive norms) and its importance (revealing injunctive norms) with either a stranger or social network member. We measured actual sustainable food consumption through the extent to which participants chose organic over non-organic consumables during the debrief. Findings showed that revealed injunctive norms significantly influenced food consumption, more so than revealed descriptive norms. We also found that this influence was stronger for social network members compared to strangers. Implications and further research directions in relation to how social networks can be used to evoke sustainable social change are discussed.

scholarly journals Default neglect in attempts at social influence

2017 ◽  
Vol 114 (52) ◽  
pp. 13643-13648 ◽  
Author(s):  
Julian J. Zlatev ◽  
David P. Daniels ◽  
Hajin Kim ◽  
Margaret A. Neale
Keyword(s):  
Decision Making ◽  
Medical Students ◽  
Social Influence ◽  
Status Quo ◽  
Evidence Based ◽  
Policy Relevance ◽  
Evidence Based Policy ◽  
Theoretical Predictions ◽  
The Status ◽  
Default Setting

Current theories suggest that people understand how to exploit common biases to influence others. However, these predictions have received little empirical attention. We consider a widely studied bias with special policy relevance: the default effect, which is the tendency to choose whichever option is the status quo. We asked participants (including managers, law/business/medical students, and US adults) to nudge others toward selecting a target option by choosing whether to present that target option as the default. In contrast to theoretical predictions, we find that people often fail to understand and/or use defaults to influence others, i.e., they show “default neglect.” First, in one-shot default-setting games, we find that only 50.8% of participants set the target option as the default across 11 samples (n = 2,844), consistent with people not systematically using defaults at all. Second, when participants have multiple opportunities for experience and feedback, they still do not systematically use defaults. Third, we investigate beliefs related to the default effect. People seem to anticipate some mechanisms that drive default effects, yet most people do not believe in the default effect on average, even in cases where they do use defaults. We discuss implications of default neglect for decision making, social influence, and evidence-based policy.

scholarly journals An Empirical Study on Reverse Psychology Applied in Advertising Messages

2018 ◽  
Vol 8 (9) ◽  
pp. 321-329
Author(s):  
Winslet Ting Yan Chan ◽  
Chi Hong Leung
Keyword(s):  
Empirical Study ◽  
Social Influence ◽  
Psychological Reactance ◽  
Negative Advertising ◽  
Advertising Message ◽  
Reactance Theory ◽  
Negative Message ◽  
Influence Tactic ◽  
Psychological Reactance Theory

Reverse psychology, also known as psychological reactance, is a social influence tactic that encourages people to act the opposite of what it is suggested. This technique has been applied by marketers in advertising in which a negative message or tagline (e.g., “you don’t buy the product) is used to motivate consumers to make purchase. Psychological reactance theory advocates that reactance occurs when people react to restore a freedom when it is eliminated or threatened to be eliminated. The expected response to an advertising message of not doing something is to do it. An experiment was designed to measure if 52 subjects were comfortable with negative advertising messages yet felt interested in them. Results showed that 49.7% of subjects were interested in these messages, although 76.6% of them were uncomfortable with the negative advertising messages. Results suggested that the application of reverse psychology tactic in advertising enable marketers to create awareness and raise interest of consumers. It is also interesting to find out that 40.8% of subjects were uncomfortable with the messages but showed interest in them. The practical way of using reverse psychology in advertising is discussed at the end of paper with an example for illustration.

Cross-Cultural Investigation of Compliance Without Pressure

2012 ◽  
Vol 46 (4) ◽  
pp. 394-416 ◽  
Author(s):  
Alexandre Pascual ◽  
Christophe Oteme ◽  
Luminita Samson ◽  
Qiong Wang ◽  
Séverine Halimi-Falkowicz ◽  
...  
Keyword(s):  
North America ◽  
Social Influence ◽  
Ivory Coast ◽  
Psychological Reactance ◽  
Cross Cultural ◽  
Cultural Contexts ◽  
Reactance Theory ◽  
Psychological Reactance Theory ◽  
Commitment Theory ◽  
Collectivist Cultures

Compliance-without-pressure techniques have been widely studied in North America and West Europe. Among these techniques, the “but you are free” (BYAF) is a verbal compliance procedure that solicits someone to comply with a request by simply telling a person that he or she is free to accept or refuse the request. This technique is interpreted with the commitment theory and the psychological reactance theory which are more relevant in individualistic cultures than in collectivist cultures. So, four studies compared the efficiency of the BYAF technique in collectivist cultures (Ivory Coast, Russia, and China) and in individualist cultures (France and Romania). As suggested in the hypothesis, our analysis indicated that the BYAF technique will be much less successful in more collectivist cultures. Such results underline the importance of considering specific cultural contexts in social influence studies.

The Psychology of Social Influence

2020 ◽  
Author(s):  
Gordon Sammut ◽  
Martin W. Bauer
Keyword(s):  
Social Influence

Einführung des Euro: Akzeptanz oder Reaktanz bei den betroffenen Bürgern?

2001 ◽  
Vol 32 (3) ◽  
pp. 201-211 ◽  
Author(s):  
Tobias Greitemeyer ◽  
Eva Jonas ◽  
Dieter Frey
Keyword(s):  
Reactance Theory ◽  
Dissonance Theory

Summary: Two studies tested the opposite predictions of reactance and dissonance theory with regard to the responses of the Germans to the introduction of the Euro. Reactance theory predicts that persons who are convinced that the Euro will replace the DM evaluate the Euro more negatively than less convinced persons. In contrast, dissonance theorists would expect that the convinced persons assess the Euro more favorably than persons who still have some doubts that the introduction of the Euro will indeed happen. In accordance with the predictions of dissonance theory, both studies revealed that the convinced persons evaluated the Euro more positively than the less convinced persons. Hence, it can be assumed that the Germans will accept their new currency. However, overall the DM was still preferred as compared to the Euro.

Terra incognita Hausarztpraxis – Tabakentwöhnung in der deutschen Primärversorgung

2014 ◽  
Vol 60 (3) ◽  
pp. 175-187 ◽  
Author(s):  
Sven Schneider ◽  
Katharina Diehl ◽  
Christina Bock ◽  
Raphael M. Herr ◽  
Manfred Mayer ◽  
...  
Keyword(s):  
Status Quo ◽  
Expert Review ◽  
Terra Incognita

Zielsetzung: Die Hausarztpraxis gilt als ideales Setting für die Tabakentwöhnung. Die bundesweite „ÄSP-kardio-Studie“ liefert aktuelle Daten zum Status quo der Tabakentwöhnung nach der „5 A-Strategie“ in deutschen Hausarztpraxen. Methodik: Zwischen 10/2011 und 03/2012 wurden über 4.000 Hausärzte repräsentativ befragt. Der Fragebogen wurde vorab einem Expert Review unterzogen, durch kognitive Interviews validiert und in einer Pilotstudie getestet. Ergebnisse: Routinemäßig erfassten 89 % der Hausärzte etwaigen Tabakkonsum („Assess“), 82 % rieten Rauchern zu einem Rauchstopp („Advise“) und 12 % vereinbarten schriftliche Ziele einer Entwöhnung („Agree“). Hilfestellungen („Assist“) in Form einer Kurzintervention fanden mit 72 % deutlich häufiger statt als in Form von Informationsmaterial (33 %) oder einer Entwöhnungstherapie (27 %). Etwa die Hälfte (54 %) vereinbarte Folgetermine zur Überprüfung des Rauchstopps („Arrange“). Das Angebot war von arzt-, praxis- sowie patientenspezifischen Faktoren abhängig und in den nordöstlichen Bundesländern unterdurchschnittlich. Acht von 10 Hausärzten (77 %) bewerteten ihre Maßnahmen als nicht erfolgreich. Schlussfolgerungen: Deutlich wird die suboptimale und ungleich verteilte Versorgung von Rauchern mit angemessenen Entwöhnungsmaßnahmen in deutschen Hausarztpraxen.

ADHS im Kindesalter: ätiologische und therapeutische Ansätze mit dem Schwerpunkt der Bildgebung

2012 ◽  
Vol 23 (4) ◽  
pp. 193-203 ◽  
Author(s):  
Elisabeth Steinmann ◽  
Michael Siniatchkin ◽  
Franz Petermann ◽  
Wolf-Dieter Gerber
Keyword(s):  
Status Quo

Die Aufmerksamkeitsdefizit-/Hyperaktivitätsstörung (ADHS) zählt zu den häufigsten psychischen Störungen im Kindesalter. Ziel ist es, den Status Quo der Ätiologie hinsichtlich genetischer, neurobiologischer und neuropsychologischer Faktoren zu beschreiben. Es werden die derzeit anerkannten Therapiemethoden in der Behandlung der ADHS sowie ihre Wirksamkeit vorgestellt. Moderne Bildgebungsmethoden (z. B. MRT; fMRT) bieten die Möglichkeit, nichtinvasiv spezifische Aussagen über anatomische und funktionelle Änderungen zutreffen. Untersuchungen mit Hilfe dieser bildgebenden Verfahren stehen deswegen im Fokus der hier zitierten Ätiologie- und Therapieforschung. Abschließend folgt ein kurzer Ausblick auf mögliche Zukunftsfragen.

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