Reactance is a motivation that occurs in response to an attempt to limit freedom such as freedom of choice, expression or privacy. People tend to be highly motivated to preserve their freedom and may react negatively to commands, rules or actions that are perceived as a threat to certain individual freedoms. Reactance has implications for leadership, management, sales, marketing and other domains that depend on social influence.
Reverse Psychology
A manipulative technique known as reverse psychology is an intentional attempt to trigger reactance. For example, a car salesperson may suggest that the cheapest car in the showroom is most suitable for a customer in the hopes the customer will react by choosing an expensive model.
Nudges
A nudge is a technique that seeks to influence without triggering reactance using positive reinforcement and subtle suggestions. For example, a car salesperson may walk a customer through a carefully designed set of choices intended to guide the customer towards selecting expensive options.
Overview: Reactance
Type
Motivation
Definition
The motivation to defend your personal freedoms such as choice, expression and privacy.
Value
Considered a common and strong motivation that explains a broad range of behaviors.
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