TITLE

Reactance Theory in Consumer Research: The Past, Present and Future

AUTHOR(S)
Lessne, Greg; Venkatesan, M.
PUB. DATE
January 1989
SOURCE
Advances in Consumer Research;1989, Vol. 16 Issue 1, p76
SOURCE TYPE
Conference Proceeding
DOC. TYPE
Article
ABSTRACT
The article explores reactance theory in consumer research. Reactance theory suggests a limited set of conditions where consumers' freedom of choice is threatened. Such threats come from product unavailability or restrictions placed on the number of items one can purchase during a sale or restrictions imposed by limiting the duration of a sale. The extent to which consumers feel their freedom threatened by a potential reactance appeal would provide an indication of the relative validity of the reactance appeal construct.
ACCESSION #
6487683

 

Related Articles

  • Consumer Response to Stockouts. Fitzsimons, Gavan J. // Journal of Consumer Research;Sep2000, Vol. 27 Issue 2, p249 

    Consumer responses to stockouts, both in terms of consumer satisfaction with the decision process and in terms of subsequent store choice behavior, are explored. Four laboratory experiments involving stockouts in a consumer choice context are run. The results suggest that consumer response to...

  • Goal Distance and Consumer Choice. Kivetz, Ran; Urminsky, Oleg // Advances in Consumer Research;2006, Vol. 33 Issue 1, p424 

    This article summarizes three papers which examine the effect of goal proximity on consumer preference and behavior. The first paper, by Yaacov Trope, examines the influence and impact goals have regarding near and distant consumer choices. The second paper, from Ran Kivetz, Oleg Urminsky, and...

  • Lifestyle of the Tight and Frugal: Theory and Measurement. Lastovicka, John L.; Bettencourt, Lance A.; Shaw Hughner, Renee; Kuntze, Ronald J. // Journal of Consumer Research;Jun99, Vol. 26 Issue 1, p85 

    Who has not known a tightwad? Yet this pervasive consumer trait—being frugal—has been ignored in the scholarly consumer behavior literature. This research articulates the nature of this overlooked consumer trait and then develops, evaluates, and empirically applies a multi-item...

  • CONCEPTUALIZATION AND OPERATIONALIZATION OF INVOLVEMENT. Antil, John H. // Advances in Consumer Research;1984, Vol. 11 Issue 1, p203 

    Involvement has become a very important variable in consumer research. But in spite of its popularity, the concept has not been well defined, conceptualized and operationalized. This paper addresses these issues and argues for consistency of use in future research.

  • TWICE/Campaigners Poll Shows Shoppers Choose Brand Over Price. Wolf, Alan // TWICE: This Week in Consumer Electronics;12/5/2005, Vol. 20 Issue 25, p18 

    This article reports that U.S. consumers find brand names to be more important than price when purchasing electronics according to an in-store survey of holiday shoppers as of December 2005. Forty-four percent of consumers consider brand reputation to be the most important factor in buying...

  • Forgotten Rejections and the Rebuilding of Personal Preferences. Nelson, Leif D.; �lk�men, G�lden // Advances in Consumer Research;2005, Vol. 32 Issue 1, p69 

    This article summarizes several studies on consumers' preferences. In the first study the memory construction processes underlying inferential bias was investigated. While the second study analyzed the role of perspective. In the third study participants evaluated two letters from the English...

  • Consumers' Attitudes Toward Package Size and Price. Granger, C.W.J.; Billson, A. // Journal of Marketing Research (JMR);Aug1972, Vol. 9 Issue 3, p239 

    An experimental study examined changes in consumer preference for different package sizes when price-per-unit information was explicitly provided. When given such information, consumers switched more heavily to the larger sizes.

  • AN EMPIRICAL STUDY OF LIFESTYLE CORRELATES TO BRAND LOYAL BEHAVIOR. Goldberg, Stephen M. // Advances in Consumer Research;1982, Vol. 9 Issue 1, p456 

    This paper investigates a causal link between lifestyle and brand loyal behavior in the context of a beer market. The results indicate that lifestyle advertising themes may cause a negative response by those not favoring the promoted lifestyle.

  • NUMBER OF CHOICE ALTERNATIVES AND NUMBER OF PRODUCT CHARACTERISTICS AS DETERMINANTS OF THE CONSUMER'S CHOICE OF AN EVALUATION PROCESS STRATEGY. Wahlers, Russell G. // Advances in Consumer Research;1982, Vol. 9 Issue 1, p544 

    Various evaluation process models have been developed to quantitatively represent the mental algebra used by consumers in forming brand preferences. The specific variables underlying the individual's choice of evaluation strategy are not fully understood. This study examines the influence of two...

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics