Pushing Reactance Theory: An Examination of the Reactance Process in the Context of Advice

Reactance theory has inspired a plethora of empirical investigations since its birth. In this project, we attempt to push the boundaries of existing work by (a) assessing the degree to which the core two-step process predicted by the theory is superior to its logical alternatives and (b) considering the role of reactance in shaping message production in an interpersonal context. Data from a web-based experiment (N = 955) provided strong evidence that the proposed reactance process was empirically superior to theoretical alternatives. In addition, examining reactance in advice interactions, we found that prospective advisors perceived a greater threat to freedom and subsequently a higher level of reactance in response to inexplicit requests when they made a controllable attribution for the problem that prompted the need for advice. Reactance in turn diminishes the quality of their advice. Implications for reactance theory and advice research are discussed.