Reactance theory grew out of research on consumer behavior. This psychological theory describes how people react when they sense a threat to their freedom of choice. The theory extends to many other ...

Salespersons put hours into developing persuasive pitches, yet recent research shows that deals are lost or made prior to ...

Reactance theory is a psychological concept developed by American psychologist Jack Brehm way back in 1966. The basic idea is that when you make people feel restricted in some way, they want to rebel ...

Federal health officials first advised Americans to wear cloth face masks amid the coronavirus pandemic one week ago. But the recommendation hasn't exactly persuaded the masses. "It still seems ...

This article by Jordan Gaines Lewis, PhD, is republished here with permission from The Conversation. This content is shared here because the topic may interest Snopes readers; it does not, however, ...