IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v122y2013i2p152-162.html
   My bibliography  Save this article

Response to restrictive policies: Reconciling system justification and psychological reactance

Author

Listed:
  • Laurin, Kristin
  • Kay, Aaron C.
  • Proudfoot, Devon
  • Fitzsimons, Gavan J.

Abstract

Here we propose a dual process model to reconcile two contradictory predictions about how people respond to restrictive policies imposed upon them by organizations and systems within which they operate. When participants’ attention was not drawn to the restrictive nature of the policy, or when it was, but their cognitive resources were restricted, we found evidence supporting a prediction based on System Justification Theory: Participants reacted favorably to restrictive policies, endorsing them and downplaying the importance of the restricted freedom. Only when we cued participants to focus their undivided attention on the restrictive nature of the policy did we find evidence supporting a prediction based on psychological reactance: Only then did participants display reactance and respond negatively to the policies.

Suggested Citation

  • Laurin, Kristin & Kay, Aaron C. & Proudfoot, Devon & Fitzsimons, Gavan J., 2013. "Response to restrictive policies: Reconciling system justification and psychological reactance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 122(2), pages 152-162.
    • Handle: RePEc:eee:jobhdp:v:122:y:2013:i:2:p:152-162
    DOI: 10.1016/j.obhdp.2013.06.004
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749597813000691
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.obhdp.2013.06.004?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Campbell, Margaret C & Kirmani, Amna, 2000. "Consumers' Use of Persuasion Knowledge: The Effects of Accessibility and Cognitive Capacity on Perceptions of an Influence Agent," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 27(1), pages 69-83, June.
    2. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    3. Kay, Aaron C. & Jost, John T., 2003. "Complementary Justice: Effects of "Poor But Happy" and "Poor But Honest" Stereotype Exemplars on System Justification and Implicit Activation of the Justice Motive," Research Papers 1753r, Stanford University, Graduate School of Business.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Septianto, Felix & Lee, Michael S.W., 2020. "Emotional responses to plastic waste: Matching image and message framing in encouraging consumers to reduce plastic consumption," Australasian marketing journal, Elsevier, vol. 28(1), pages 18-29.
    2. Bertini, Marco & Aydinli, Aylin, 2020. "Consumer Reactance to Promotional Favors," Journal of Retailing, Elsevier, vol. 96(4), pages 578-589.
    3. Bandyopadhyay, Argho & Septianto, Felix & Nallaperuma, Kaushalya, 2021. "How scolding can encourage consumer engagement with plastic waste issue? The moderating role of consumers’ mindset," Journal of Retailing and Consumer Services, Elsevier, vol. 62(C).
    4. Nakashima, Nathaniel A. & Daniels, David P. & Laurin, Kristin, 2017. "It’s about time: Divergent evaluations of restrictive policies in the near and distant future," Organizational Behavior and Human Decision Processes, Elsevier, vol. 142(C), pages 12-27.
    5. Luo, Anqi & Ye, Tian & Xue, Xunyue & Mattila, Anna S., 2021. "Appreciation vs. apology: When and why does face covering requirement increase revisit intention?," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Jost, John T. & Blount, Sally & Pfeffer, Jeffrey & Hunyady, Gyorgy, 2003. "Fair Market Ideology: Its Cognitive-Motivational Underpinnings," Research Papers 1816, Stanford University, Graduate School of Business.
    2. Hoover, Hanna, 2022. "Nudges as norms: Evidence from the NYC taxi cab industry," Journal of Economic Psychology, Elsevier, vol. 92(C).
    3. Utpal M. Dholakia & Itamar Simonson, 2005. "The Effect of Explicit Reference Points on Consumer Choice and Online Bidding Behavior," Marketing Science, INFORMS, vol. 24(2), pages 206-217, October.
    4. Yana R. Avramova & Patrick De Pelsmacker & Nathalie Dens, 2018. "How reading in a foreign versus native language moderates the impact of repetition-induced brand placement prominence on placement responses," Journal of Brand Management, Palgrave Macmillan, vol. 25(6), pages 500-518, November.
    5. Coker, Brent & Nagpal, Anish, 2013. "Building-Up versus Paring-Down: Consumer Responses to Recommendations When Customizing," Journal of Retailing, Elsevier, vol. 89(2), pages 190-206.
    6. Weiquan Wang & Jingjun (David) Xu & May Wang, 2018. "Effects of Recommendation Neutrality and Sponsorship Disclosure on Trust vs. Distrust in Online Recommendation Agents: Moderating Role of Explanations for Organic Recommendations," Management Science, INFORMS, vol. 64(11), pages 5198-5219, November.
    7. Herrmann, Andreas & Goldstein, Daniel G. & Stadler, Rupert & Landwehr, Jan R. & Heitmann, Mark & Hofstetter, Reto & Huber, Frank, 2011. "The effect of default options on choice—Evidence from online product configurators," Journal of Retailing and Consumer Services, Elsevier, vol. 18(6), pages 483-491.
    8. Seow Eng Ong & Davin Wang & Calvin Chua, 2023. "Disruptive Innovation and Real Estate Agency: The Disruptee Strikes Back," The Journal of Real Estate Finance and Economics, Springer, vol. 67(2), pages 287-317, August.
    9. Herrmann, Tabea & Hübler, Olaf & Menkhoff, Lukas & Schmidt, Ulrich, 2016. "Allais for the poor," Kiel Working Papers 2036, Kiel Institute for the World Economy (IfW Kiel).
    10. Christiane Goodfellow & Dirk Schiereck & Steffen Wippler, 2013. "Are behavioural finance equity funds a superior investment? A note on fund performance and market efficiency," Journal of Asset Management, Palgrave Macmillan, vol. 14(2), pages 111-119, April.
    11. Berg, Joyce E. & Rietz, Thomas A., 2019. "Longshots, overconfidence and efficiency on the Iowa Electronic Market," International Journal of Forecasting, Elsevier, vol. 35(1), pages 271-287.
    12. Reckers, Philip M.J. & Sanders, Debra L. & Roark, Stephen J., 1994. "The Influence of Ethical Attitudes on Taxpayer Compliance," National Tax Journal, National Tax Association;National Tax Journal, vol. 47(4), pages 825-836, December.
    13. Bier, Vicki & Gutfraind, Alexander, 2019. "Risk analysis beyond vulnerability and resilience – characterizing the defensibility of critical systems," European Journal of Operational Research, Elsevier, vol. 276(2), pages 626-636.
    14. Sitinjak Elizabeth Lucky Maretha & Haryanti Kristiana & Kurniasari Widuri & Sasmito Yohanes Wisnu Djati, 2019. "Investor behavior based on personality and company life cycle," HOLISTICA – Journal of Business and Public Administration, Sciendo, vol. 10(2), pages 23-38, August.
    15. Theo Arentze & Tao Feng & Harry Timmermans & Jops Robroeks, 2012. "Context-dependent influence of road attributes and pricing policies on route choice behavior of truck drivers: results of a conjoint choice experiment," Transportation, Springer, vol. 39(6), pages 1173-1188, November.
    16. van den Bergh, J.C.J.M. & Botzen, W.J.W., 2015. "Monetary valuation of the social cost of CO2 emissions: A critical survey," Ecological Economics, Elsevier, vol. 114(C), pages 33-46.
    17. Frank D. Hodge & Roger D. Martin & Jamie H. Pratt, 2006. "Audit Qualifications of Income†Decreasing Accounting Choices," Contemporary Accounting Research, John Wiley & Sons, vol. 23(2), pages 369-394, June.
    18. Philippe Fevrier & Sebastien Gay, 2005. "Informed Consent Versus Presumed Consent The Role of the Family in Organ Donations," HEW 0509007, University Library of Munich, Germany.
    19. Ran Sun Lyng & Jie Zhou, 2019. "Household Portfolio Choice Before and After a House Purchase," Economics Working Papers 2019-01, Department of Economics and Business Economics, Aarhus University.
    20. Homonoff, Tatiana & Spreen, Thomas Luke & St. Clair, Travis, 2020. "Balance sheet insolvency and contribution revenue in public charities," Journal of Public Economics, Elsevier, vol. 186(C).

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:122:y:2013:i:2:p:152-162. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.