Lecture 4 - Psychological Reactance & Politeness Theory

Question 1

Because of ______ many health campaigns aimed at a younger audience do not succeed.

Answer 1

Reactance

Question 2

The following theory is what?
Need to be free (freedom)
Threat to freedom, can come from anyone or anything

Answer 2

Reactance theory

Question 3

How does reactance work?

Answer 3

Restores our sense of freedom
Restore freedom directly: by doing the forbidden act
Restore freedom indirectly: derogating the source of the threat (Increase liking for the threatening choice, Deny the existence of the threat, Exercise a different feeling to gain control again)

Question 4

Resistance is the result of a ______ to regain our sense of freedom.

Answer 4

Motivation

Question 5

The nature of reactance has many pathways. What is the purely cognitive pathway and what emotion does it elicit?

Answer 5

It is a single process cognitive model.

Antecedents to reactance > Cognition > Attitude

Emotion: Counter-arguing. If you threaten someone’s perceived freedom, he/she can respond with negative thoughts.

Question 6

The nature of reactance has many pathways. What is the purely affective pathway and what emotion does it elicit?

Answer 6

A single process affective model

Antecedents to reactance > Anger > Attitude

Emotion: Anger. If you threaten someone’s perceived freedom, he/she can experience hostile and aggressive feelings.

Question 7

The nature of reactance has many pathways. What is the dual process pathway and what emotion does it elicit?

Answer 7

Antecedents to reactance > Cognition & Anger > Attitude

Combination of emotions and cognitive parts. Unique effects on message acceptance, they operate separately and parallel.

Question 8

The nature of reactance has many pathways. What is the linear effects pathway and what emotion does it elicit?

Answer 8

A linear process affective-cognitive model

Antecedents to reactance > Anger > Cognition > Attitude

Emotions of anger are activated first, which then affects cognition, which means negative thoughts.

Question 9

The nature of reactance has many pathways. What is the intertwined effects pathway and what emotion does it elicit?

Answer 9

An intertwined process cognitive-affective model

Antecedents to reactance > Reactance (Cognition & Anger) > Attitude

Reactance has both components, but they are intertwined.

Question 10

What type of persuasive strategy states “don’t do this, don’t do that but they want them to do it”.

Answer 10

Reverse pscyhology

Question 11

The following is known as what, there is only a limited amount, can feel like a threat to your freedom.

Answer 11

Scarcity

Question 12

The following theory is known as what?

People have a fundamental need for autonomy and independence
- Negative face wants
People have a fundamental need for approval, acceptance, and being viewed as competent
- Positive face wants

Answer 12

Politeness theory

Question 13

Language has a _____-_____ value (perceived social relationship)

If you command someone to do something, your language claims that you have some sort of power over the other person

Answer 13

Meta-communicative

Question 14

Resistance to persuasion is a defensive reaction to an ______ relational claim (threatening one or both aspects of face)

Answer 14

Unjustified

Question 15

What is an example of a persuasive messages as FTAs (face threatening acts).

Answer 15

Containing forceful language

• Using imperatives such as commands and orders (controlling) E.g., you must, you need to
• Demeaning anyone who does not agree with the advocated stance

Question 16

Forceful message is less likely to be viewed as a threat to face when?

Answer 16

Source has greater power relative to recipient

Situation requires maximum efficiency (legitimizes coercion)

Question 17

Resistance to persuasion may be a motivational response resulting from a threat to our ______.

Answer 17

Autonomy