relevance of the supplementary service to the core service, personal psychological reactance, in the case of a high …-negative response to a high-relevance offer was limited to participants with a lower tendency to reactance. Furthermore, a high …

psychological reactance is the process underlying this backfire effect. Originality/value Consumers respond negatively to coupons …

Psychological reactance is triggered when there is a threat to a freedom of choice. The following study manipulated a … the participant is thought to affect the amount of reactance felt from each threat level. I propose that a more … threatening message given by an organization to a consumer can lead to stronger feelings of reactance. However, the consumers …

consistently claimed that forceful language would cause reactance and decreased compliance. However, we find in four studies that …

consistently claimed that forceful language would cause reactance and decreased compliance. However, we find in four studies that …