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Persuasion and Psychological Reactance: the Effects of Explicit, High-Controlling Language

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The Exercise of Power in Communication

Abstract

Communicating unambiguous commands using controlling language tends to alienate young audiences, which often results in message rejection, boomerang effects and source derogation. Psychological Reactance Theory (Brehm 1966) accounts for how individuals become aversively aroused when perceived freedoms are threatened by overtly persuasive messages. The theory suggests reactance may be minimized through the use of implicit, autonomy-supportive language and message forms designed to protect and restore threatened freedoms, which can emphasize self-determination, effectance and choice. This chapter explores the psychological consequences associated with high-controlling language, and discusses how reactance may also be affected by regulatory fit (Higgins 2000) associated with concrete vs abstract language. Psychological reactance theory offers valuable guidance, particularly when addressing sensitive, reactant populations.

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Authors
  1. Claude H. Miller
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Editor information

Editors and Affiliations

  1. Gottfried Wilhelm Leibniz University of Hanover, Germany

    Rainer Schulze

  2. Technische Universität, Berlin, Germany

    Hanna Pishwa

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© 2015 Claude H. Miller

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Miller, C.H. (2015). Persuasion and Psychological Reactance: the Effects of Explicit, High-Controlling Language. In: Schulze, R., Pishwa, H. (eds) The Exercise of Power in Communication. Palgrave Macmillan, London. https://doi.org/10.1057/9781137478382_11

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