• Title/Summary/Keyword: Psychological Reactance Theory

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A Study on Organizational Members' Psychological Reactance Factors on IT Governance Control (IT 거버넌스 통제에 대한 조직원의 심리적 반발요인에 대한 연구)

  • Cho, Sung-Phil;Ahn, Jong-Chang
    • Journal of the Korea Academia-Industrial cooperation Society
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    • v.14 no.6
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    • pp.2707-2716
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    • 2013
  • The purpose of this paper is to focus on the analysis of organizational members' psychological reactance factors on IT governance control in various types of organizations by the use spreading of individual devices. For this, a model was made based on previous researches related to IT governance control, the scale of organizational members' psychological reactance and the expectancy theory. The statistical significance of organizational members' psychological reactance factors and attitude on IT governance control was tested by the Hong's psychological reactance scale, the level of reward according to expectancy theory, the position in organization and organization size. This study shows controls for achieving the managerial goal of company and an analytical framework generated by analyzing systematically organizational members' psychological reactance factors by IT governance and managerial implications on IT governance control are also presented.

A Study on Voluntary Acceptance and Diffusion of Game Shut-Down Policy Based on Excellence Theory and Psychological Reactance Theory (게임 셧다운제도의 자발적 수용 및 확산방안에 관한 연구 : 우수성 이론과 심리적 반발이론을 중심으로)

  • Park, Chan-Uk;Lee, Sin-Bok
    • Journal of Information Technology Services
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    • v.11 no.2
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    • pp.93-106
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    • 2012
  • Recently, a Game Shut-down policy, partially limiting the time for the use of online game service, has been implemented in order to protect the youth from the excessive use of games by limiting their access to games in the late hours, based on the serious side effects of online games on the youth. However, the effectiveness of a Game Shut-down policy becomes a social issue. Thus, this study aims to investigate the alternative policies through the levels of the communications suggested by the theory of excellence, for the successful implementation of the policy. As a result of the study, the government and students, the recipient of those policies, need to strengthen their two-way communication in respect of the Game Shut-down policy, breaking from the existing views on the perception. The problem is that the current government's way of the communication for the Game Shut-down policy is one-way and it is aiming at achieving the objectives only. Thus, the communication in this manner will cause the side effect. 'the opportunistic violation of the system in the future', even if the students seemingly accept the system. Two-way communication will enhance the motivation for the voluntary acceptance of the system and lower the motivation for the opportunistic violation of the system. Thus, the government needs to strengthen two-way communication in the future.

Information Privacy and Reactance in Online Profiling (온라인 고객정보 수집에서의 프라이버시와 심리적 반발)

  • Lee, Gyu-Dong;Lee, Won-Jun
    • Asia pacific journal of information systems
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    • v.19 no.4
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    • pp.29-45
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    • 2009
  • In the information age, cheap price of information processing and advances in personalization technology have allowed companies to enhance the relationships with their existing customers and to expand their customer base by effectively attracting new customers. However, most customers are reluctant to provide their personal information to companies. This study explores the tension between companies' desire to collect personal information to offer personalized services and their customers' privacy concerns. The psychological reactance theory suggests that when individuals feel that their behavioral choice is threatened or restricted, they are motivated to restore their freedom. Therefore, despite the expected benefits from personalized services, customers may perceive the services to be restrictive of their freedom to choose. This adverse effect may undermine the relationships between companies and their customers. We conducted experiments to explore the dynamic roles of transactional and environmental factors in motivating customers to provide personal information. We revisited online privacy issues from the perspective of psychological reactance. For the experiments, we created an online shop and randomly assigned the participants to one of the two experimental conditions-high and low levels of information requirements. The results of the experiment indicate that threatening the free choice serves as a transactional cost in online profiling. On the other hand, the expected benefits of personalization services have positive correlations with customers' willingness to provide personal information. This study explains privacy based on transactional and environmental factors. Our findings also indicate that the environmental factors such as the Internet privacy risk and trust propensity do not significantly affect the willingness to provide personal information when firms required much personal information. Implications and contributions are discussed.

The Effects of Consumer Perception and Propensity on Satisfaction and Switching Intention (소비자 지각 및 성향이 만족도와 전환의도에 미치는 영향)

  • Kim, Hyun-Kyung
    • Journal of Family Resource Management and Policy Review
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    • v.12 no.3
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    • pp.1-21
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    • 2008
  • Research has emphasized that relationship marketing programs enhance customer satisfaction and reduce switching intentions by building switching barriers. However, the psychological reactance theory demonstrates that building switching barriers can make customers fsel that the alternative not chosen is more attractive, because their freedom of choice has been deprived. It can be hypothesized that a relationship marketing program, which is intended to offer various benefits to customers, may not result in positive customer attitude and behavior. This paper examines the effects of relationship marketing programs on customers' perceptions of switching cost and loss of freedom. The effects of those perceptions on customer satisfaction and switching intentions were identified. In addition, the moderating role of personal reactance was examined. The results of this study suggest that (1) perceived switching cost has significant influence on boosting perceived loss of freedom; (2) perceived loss of freedom has no significant effects on customer satisfaction; (3) perceived loss of freedom enhances customers' switching intentions. Furthermore, psychological reactance has a significant influence on customers' switching intentions. This study concludes that the role of relationship marketing programs should be reconsidered, especially in terms of customers' switching intentions. Customer satisfaction is not the key factor of predicting customers' future behavior.

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The Effects of Switching-Frustrated Situation on Negative Psychological Response (전환 좌절상황에서 소비자의 부정적 심리반응에 관한 연구)

  • Jeong, Yun Hee
    • Asia Marketing Journal
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    • v.14 no.1
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    • pp.131-157
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    • 2012
  • Despite the voluminous research on switching barriers, the notion that they can generate negative responses has not been investigated. Further, a critical question is what determines the strength of such negative responses. To address this question, the classic theory of psychological reactance is briefly reviewed, and the idea of switching barrier is advanced. This study attempts to suggest a model on the negative effects of switching- frustrated situation, based on the studies on psychological reactance. According to psychological reactance theory(Brehm 1966), whenever a freedom is threatened or removed, individuals are motivated, at least temporarily, to restore their freedom. For example, if individuals think they are free to engage in behaviors .v, y, or z, then threatening their freedom to engage in x would cause psychological reactance. This reactance could be reduced by an increase in the perceived attractiveness of engaging in, the threatened behavior(Kivetz 2005). This investigation seeks to extend existing switching barrier research in three important ways. First, while the past research has emphasized only positive role of switching barrier, this study address negative role of it by applying psychological reactance theory. Second, to find negative results of switching barrier, I suggest negative psychological response including regret to the past choice, resentment to the present provider, and strong desire to the alternative provider. Third, I suggest the perceived severity of the switching barriers, the attractiveness of the alternative as switching-frustrated situation which can lead to negative results. And, in addition to these relationships, I added moderated effects of perceived justice for better explanation. So this study includes the following hypotheses. H1-1 ~ H1-3: The attractiveness of the alternative has a positive effect regret to the past choice (h1-1), resentment to the present provider (h1-2), and strong desire to the alternative provider (h1-3). H2-1 ~ H2-3 : The perceived severity of the switching barrier has a positive effect regret to the past choice (h2-1), resentment to the present provider (h2-2), and strong desire to the alternative provider (h2-3). H3-1 ~ H3-3 : The positive relationships between the attractiveness of the alternative and consumer' negative responses will be stronger at low level of perceived justice than at high level of perceived justice. H4-1 ~ H4-3 : The positive relationships between the perceived severity of the switching barrier and consumer' negative responses will be stronger at low level of perceived justice than at high level of perceived justice. Survey research is employed to test hypotheses involving perceived severity of the switching barrier(Hess 2008), attractiveness of the alternative(Anderson and Narus 1990; Ohanian 1990),regret(Glovich and Medvec 1995), resentment, strong desire(Alcohol Urge Questionaire: Bohn et al. 1995), perceived justice(Bies and Moag 1986; Clemmer 1993; Lind and Tyler 1998). Previous researches, such as reactance theory, emotion and service failure, have been referenced to measure constructs. All items were measured on a 7-point Likert scale ranging from "strongly disagree" to "strongly agree". We collected data involving various service field, and used 249 respondents to analyze these data using the moderated regression. The results of our analysis suggest, as expected, that the perceived severity of the switching barrier had positive effects on regret to the past choice(b = .197, p< .01), resentment to the present provider(b = .214, p< .01), and strong desire to the alternative provider(b = .254, p< .001). And the attractiveness of the alternative had positive effects on regret to the past choice(b = .353, p<.001), resentment to the present provider(b = .174, p< .01), and strong desire to the alternative provider(b = .265, p< .001). However, our findings indicate perceived justice partly moderates relationship between switching-frustrated situation and psychological negative response. The study has brought to light a number of insights between switching barriers and consumer' negative responses that have been subject to little prior research. In particular, this study adds to the existing understanding of the psychological responses to switching barriers in switching- frustrated situation. This research therefore has significance to marketers for strategic marketing programs, particularly in terms of customer retention and switching barrier strategies. Since consumers could exhibit negative responses to switching barrier, companies would be able to lose their customer when they thoughtlessly use switching barrier for remaining customer. Although the study has these contributions, there are several limitations including unsupported hypotheses and research method. So, we need to make up for these limitations in the future researches.

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