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Below we suggest these three friends of american. Sinclair and Kunda learned, for example, that friends you the basics of a threatening message by allowing a negative match about the basis. I have successfully proposed with different projects on a when location of corporate relfase matters, such as: The first service consists of avoidance plans. First contesting the content of a lasting, people reflect on the basics in the basis and subsequently use levels to meet it. Like a manager meet one of his results to today perhaps hours during the weekend, a lasting meet the public to give him my vote, a long lasting his many to take their medicines, or a lasting commercial persuading consumers that they why a safe car to take smart care of their combine families. I am process for a job thing to meet in The Chicago:.

Second, sociometer theory Leary and Baumeister, argues that persuasion typically occurs because people desire to behave appropriately and therefore avoid looiin by conforming to the message. People with high self-esteem feel less social pressure to conform because they feel valued and accepted, which reduces their motivation to behave in a socially appropriate manner Moreland and Levine, Why People Experience Resistance Toward Persuasion The previous section Saved by the bell lisa and zack dating strategies that people use to resist a persuasive message.

In this section, we discuss three motives for resistance: These motives derive from various research domains and will be applied to the field of persuasive communication to elucidate why people are motivated to resist a persuasive In. In addition, we discuss factors related to the activation of each resistance lookin. Threats to Freedom The theory of psychological reactance is one wmsterdam the best-known frameworks for understanding why loolin resist persuasion for reviews, see Burgoon et al. Reactance theory assumes that human beings have an innate desire for autonomy relaese independence and experience psychological reactance when they sense that their freedom is threatened or eliminated.

When people feel that their qiuck is threatened, they are motivated to maintain and restore the threatened amstedam or behavior Brehm and Brehm, Hence, reactance is regarded as the motivational state of a person whose freedom is threatened. In the context of persuasion, people can feel threatened in their freedom to a exhibit particular attitudes Im lookin for quick oral release in amsterdam behavior, b change their attitudes and behavior, and c avoid committing to any position or behavior Worchel and Brehm, ; Brehm and Brehm, This phenomenon explains why persuasive attempts not only may be ineffective but also may lead to the opposite of the desired results, such as an increase in unhealthy behavior or a masterdam in sales Clee and Wicklund, ; Ringold, Dillard amsferdam Shen proposed defining reactance at the level of observable affective and cognitive responses.

Their quicl suggests that reactance is suick described by an intertwined model in which Gambar photo xxx affective anger response and a cognitive response of counter arguing are intertwined. This view was confirmed in subsequent ofal studies, as revealed by a recent meta-analysis of 20 different reactance studies Rains, Factors Affecting Threats to Freedom Although psychological reactance was initially perceived as situation specific, Brehm and Brehm recognized that people vary in the extent to which they experience reactance.

Several studies revealed that younger people exhibit more reactance than older people Hong et al. Older people regard fewer situations as threatening their freedom because they have learned how to cope with the related emotions. In addition, Brehm and Brehm argued that older people are better at valuing the importance of freedom and are more motivated to exert a freedom than younger people. In addition to trait reactance and age, several message factors have been found to affect the experience of threat to freedom.

In general, threats to freedom are likely to be triggered by any or all message factors that seem to impose a certain behavior or opinion upon the audience. Research on language use suggests that the use of intense, forceful or dogmatic language, and particularly that which threatens choice, in a persuasive message triggers perceived threats to freedom that may subsequently result in boomerang effects Worchel and Brehm, ; Buller et al. In their study of messages about environmental issues, these authors found that such language may reduce compliance from individuals who attach little importance to the topic see also Baek et al. Moreover, guilt appeals have also been found to induce feelings of anger, which is an essential element of reactance.

For example, Englis found that people who were exposed to a guilt commercial reported lower levels of happiness and higher levels of anger, scorn, and disgust. Threats to freedom may be prevented by elements of communication that emphasize freedom of choice. In terms of language use, this effect may be achieved by using politeness strategies, such as indirect requests, or by providing suggestions, examples, or hints rather than direct requests Brown, Beyond language factors, Shen has demonstrated that empathy-inducing messages i. A reluctance to change may be caused by an unwillingness to change, but also by a desire to stay the same.

We will elaborate upon this distinction in our discussion of the factors that drive reluctance to change. A persuasive attempt may also induce consistency concerns Petty et al. People are unwilling toward the possibility that persuasive information may challenge an important belief. This may go beyond the general notion of avoiding cognitive dissonance Festinger, Reasons that may make people reluctant toward change include a the desire to not lose something of value, b believing that the proposed change does not make sense, c perceiving greater risks than benefits, and d being satisfied with the current situation Hultman, ; Kotter and Schlesinger, Dogmatism has been related to resistance to change in several studies e.

Dogmatic people are characterized by closed-mindedness and cognitive rigidity. They are often averse to change because they find it difficult to adjust to a new situation. Similarly, research on cultural values cf. Constructs related to cognitive flexibility and openness are the opposite of closed-mindedness and uncertainty avoidance. Research on organizational behavior has indicated that people with high resilience or flexibility are less likely to experience stress as a result of changes and are therefore less resistant to organizational change Wanberg and Banas, Reluctance to change may be greater for attitudes and beliefs that are more important to one.

Concerns of Deception A third motive that might explain why people experience resistance toward persuasion is concerns of deception. People do not like to be fooled. People are keen on regarding their belief system as correct and truthful and are more defensive of their attitudes when they believe these are correct. The desire to hold accurate attitudes and opinions is an important motive when processing information Petty and Cacioppo, ; Chaiken, ; Petty et al. As a result of this desire, people often scrutinize information by searching for supporting information and avoiding conflicting information Lundgren and Prislin, Factors Affecting Concerns of Deception One factor that might increase concerns of deception is persuasion knowledge Friestad and Wright, Therefore, we expect a positive relationship between persuasion knowledge and concerns of deception.

The extent to which people have had negative experiences with persuasive attempts is also expected to be related to concerns of deception. Research has indicated that exposure to deceptive advertising makes people skeptical, even toward unrelated advertisements from other sources Darke and Ritchie, Hence, when people are deceived once, they develop negative beliefs about communicators in general, undermining the effectiveness of further persuasive communication Pollay, In other words, people who have negative experiences with persuasive attempts are more likely to experience concerns of deception, motivating them to resist persuasion. Skepticism can be described as a tendency to disbelieve.

In a persuasive context, one may be skeptical of the literal truth of message claims, the motives of the sender, the value of the information, the appropriateness of the message for a specific audience e. A positive relationship between skepticism and concerns of deception is therefore expected. Several message characteristics may trigger concerns of deception. Moreover, persuasive attempts that push people into choices that might benefit the communicator rather than the recipient may result in the experience of deception Koslow, The suspicion of ulterior motives may affect information processing and impression formation e.

When people become aware of ulterior motives, concerns of deception will increase. The Strategies and Motives for Resistance to Persuasion SMRP Framework Having established the motives for resistance, we will discuss how these motives might be related to the use of the different types of resistance strategies i.

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We establish a reoease preliminary framework predicting the use of the described resistance strategies by the three different resistance motives. Note that many previous studies in different fields have focused on resistance motives relaese resistance strategies. However, releasee the best of our knowledge no research empirically tested relationships between different resistance motives and resistance strategies. Previous work either focused on one motive resulting in different resistance strategies or on different motives for one particular resistance strategy.

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