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Response to restrictive policies: Reconciling system justification and psychological reactance

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  • 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
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    References listed on IDEAS

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    1. 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..
    2. 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.
    3. 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.
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    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).

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