Economics at your fingertips  

“Be Careful What You Say”: The role of psychological reactance on the impact of pro-environmental normative appeals

Christos Kavvouris, Polymeros Chrysochou and John Thøgersen

Journal of Business Research, 2020, vol. 113, issue C, 257-265

Abstract: In this paper, we investigate the impact of psychological reactance produced by normative appeals on the intention to behave sustainably. Across four studies, we demonstrate that freedom threat is an antecedent of psychological reactance to a pro-environmental normative appeal. We further show that the impact of pro-environmental normative appeals on behavioral intentions is serially mediated through freedom threat and counterarguing. Descriptive (injunctive) normative appeals produce lower (higher) psychological reactance, which subsequently leads to higher (lower) behavioral intentions. Finally, we provide evidence that the above relationships depend on self-construal, with descriptive normative appeals provoking lower psychological reactance than injunctive normative appeals only when the interdependent self is activated. We discuss implications for theory and practice.

Keywords: Normative appeals; Psychological reactance; Self-construal; Pro-environmental behaviors (search for similar items in EconPapers)
Date: 2020
References: View references in EconPapers View complete reference list from CitEc
Citations: Track citations by RSS feed

Downloads: (external link)
Full text for ScienceDirect subscribers only

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link:

DOI: 10.1016/j.jbusres.2019.10.018

Access Statistics for this article

Journal of Business Research is currently edited by A. G. Woodside

More articles in Journal of Business Research from Elsevier
Bibliographic data for series maintained by Nithya Sathishkumar ().

Page updated 2021-03-09
Handle: RePEc:eee:jbrese:v:113:y:2020:i:c:p:257-265