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Full-Text Articles in Social Psychology
The Effect Of Inconsistency Appeals On The Influence Of Direct-To-Consumer Prescription Drug Advertisements: An Application Of Goal Disruption Theory, Benjamin D. Rosenberg, Jason T. Siegel
The Effect Of Inconsistency Appeals On The Influence Of Direct-To-Consumer Prescription Drug Advertisements: An Application Of Goal Disruption Theory, Benjamin D. Rosenberg, Jason T. Siegel
Psychology | Faculty Scholarship
Scholars across multiple domains have identified the presence of inconsistency-arousing information in direct-to-consumer (DTC) prescription drug advertisements, and have suggested that these appeals, which highlight differences between people’s actual and desired lives, may create psychological disequilibrium. However, experimental assessment of the distinct influence of inconsistency-arousing information in this domain is rare. Guided by goal disruption theory (GDT)—a framework that outlines people’s reactions to goal expectation violations—we created DTC advertisements designed to make people’s life inconsistencies salient. The influence of these ads on people’s perceptions of, and intentions to use, prescription drugs was then assessed. Results from an SEM analysis support …
A 50-Year Review Of Psychological Reactance Theory: Do Not Read This Article, Benjamin Rosenberg, Jason T. Siegel
A 50-Year Review Of Psychological Reactance Theory: Do Not Read This Article, Benjamin Rosenberg, Jason T. Siegel
Psychology | Faculty Scholarship
Psychological reactance theory (PRT; Brehm, 1966) posits that when something threatens or eliminates people’s freedom of behavior, they experience psychological reactance, a motivational state that drives freedom restoration. Complementing recent, discipline-specific reviews (e.g., Quick, Shen, & Dillard, 2013; Steindl, Jonas, Sittenthaler, Traut-Mattausch, & Greenberg, 2015), the current analysis integrates PRT research across fields in which it has flourished: social psychology and clinical psychology, as well as communication research. Moreover, the current review offers a rare synthesis of existing reactance measures. We outline five overlapping waves in the PRT literature: Wave 1: Theory proposal and testing, Wave 2: Contributions from clinical …