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The role of psychological reactance and relationship proneness in the commitment decision: An application to a dental prevention programme

Author

Listed:
  • Denis Darpy

    (DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

  • Isabelle Prim-Allaz

    (COACTIS - COnception de l'ACTIon en Situation - UL2 - Université Lumière - Lyon 2 - UJM - Université Jean Monnet - Saint-Étienne)

Abstract

As commitment is at the core of relationship programs, the latter should share similarities with prevention programs, which are key to the health sector. A field study with a dental network show that anxiety toward illness and trust toward the practitioner are key determinants to commitment to a prevention protocol. In addition, psychological reactance and relationship proneness are shown as antecedents of the commitment predictors. While reactant people may not commit to prevention programs, relational type of persons are keen to accept recommendations from the practitioner. Anxiety toward illness is viewed as an intermediate variable.

Suggested Citation

  • Denis Darpy & Isabelle Prim-Allaz, 2010. "The role of psychological reactance and relationship proneness in the commitment decision: An application to a dental prevention programme," Post-Print halshs-00555056, HAL.
    • Handle: RePEc:hal:journl:halshs-00555056
    as

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