Does it make a difference who tells you what to do? : exploring the effect of social agency on psychological reactance

M.A.J. Roubroeks, C.J.H. Midden, J.R.C. Ham

Onderzoeksoutput: Hoofdstuk in Boek/Rapport/CongresprocedureConferentiebijdrageAcademicpeer review

27 Citaten (Scopus)
1 Downloads (Pure)


Nowadays, many advertising campaigns attempt to persuade people to perform a specific behavior. In response to such messages, people can comply and adapt their behavior in the proposed direction. However, people can also experience psychological reactance, which may lead to the complete opposite of the target behavior. In the present study, we were interested in the social nature of psychological reactance. According to Social Agency Theory [12], more social cues lead to more social interaction. We suggest that this also holds for psychological reactance. We argue that there is a positive relation between the level of social agency of the source of a message and the level of psychological reactance that this message can arouse. In an online study, participants received low-controlling or high-controlling advice about energy conservation. This advice was delivered either solely as text, as text with a still picture of a robotic agent, or as text with a brief film clip of the same robotic agent. Results showed that a high-controlling advisory message resulted in more reactance than a low-controlling advisory message. Confirming our expectancies, stronger social agency of the messenger led to more psychological reactance. Implications are discussed.
Originele taal-2Engels
TitelProceedings of the 4th International Conference on Persuasive Technology, April 26-29, 2009, Claremont, California
RedacteurenS. Chatterjee, P. Dev
Plaats van productieNew York
UitgeverijAssociation for Computing Machinery, Inc
Pagina'sarticle no. 15-
ISBN van geprinte versie978-1-60558-376-1
StatusGepubliceerd - 2009
Evenement4th International Conference on Persuasive Technology (PERSUASIVE 2009) - Claremont, Verenigde Staten van Amerika
Duur: 26 apr. 200929 apr. 2009
Congresnummer: 4


Congres4th International Conference on Persuasive Technology (PERSUASIVE 2009)
Verkorte titelPERSUASIVE 2009
Land/RegioVerenigde Staten van Amerika
AnderPersuasive 2009


Duik in de onderzoeksthema's van 'Does it make a difference who tells you what to do? : exploring the effect of social agency on psychological reactance'. Samen vormen ze een unieke vingerafdruk.

Citeer dit