#121: Reactance Theory, Rider and the Elephant & the Chris Discount
3 Ideas in 2 Minutes on Persuasion
I. Reactance Theory
We do not like the feeling of being controlled; the lack of freedom and autonomy. Imagine you’ve rented a Porsche 911 Convertible over the weekend. But now the rental agent tells you that you must not go over 80 km/h (50 mph). She implores you not to open the roof either. For safety reasons. This unspeakable infringement on your freedom will probably invoke a strong motivational force of opposition; a reactance.
In social psychology, Reactance Theory (aka Boomerang Effect), is all about the unintended consequences of attempting to influence people. When rules, people or offers make us feel that our choices are being limited, we resist. The harder we try to change people’s minds, the more our efforts may lead to a different reaction. Having said that, whether you want to become a paid subscriber is entirely up to you. Just letting you know there’s a 10% discount on yearly plans at the moment.
II. Rider and the Elephant
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