Next Article in Journal
Conceptual Encoding and Advanced Management of Leonardo da Vinci’s Mona Lisa: Preliminary Results
Next Article in Special Issue
Investigation of the Moderating Effect of Culture on Users’ Susceptibility to Persuasive Features in Fitness Applications
Previous Article in Journal
Erratum: Yuan, J. et al. Review of the D2D Trusted Cooperative Mechanism in Mobile Edge Computing. Information 2019, 10, 259
Previous Article in Special Issue
Gender, Age and Subjective Well-Being: Towards Personalized Persuasive Health Interventions
Open AccessArticle

Psychophysiological Measures of Reactance to Persuasive Messages Advocating Limited Meat Consumption

1
Philips Research, 5656 Eindhoven, The Netherlands
2
Department of Industrial Engineering and Innovation Sciences, Eindhoven University of Technology, 5612 AZ Eindhoven, The Netherlands
*
Author to whom correspondence should be addressed.
Information 2019, 10(10), 320; https://doi.org/10.3390/info10100320
Received: 20 August 2019 / Revised: 14 October 2019 / Accepted: 16 October 2019 / Published: 17 October 2019
(This article belongs to the Special Issue Personalizing Persuasive Technologies)
Persuasive interventions can lose their effectiveness when a person becomes reactant to the persuasive messages—a state identified by feelings of anger and perceived threat to freedom. A person will strive to reestablish their threatened freedom, which is characterized by motivational arousal. Research suggests that the motivational state of psychological reactance can be observed in physiology. Therefore, the assessment of physiological reactions might help to identify reactance to persuasive messages and, thereby, could be an objective approach to personalize persuasive technologies. The current study investigates peripheral psychophysiological reactivity in response to persuasive messages. To manipulate the strength of the reactant response either high- or low-controlling language messages were presented to discourage meat consumption. The high-controlling language condition indeed evoked more psychological reactance, and sympathetic arousal did increase during persuasive messaging in heart rate and heart rate variability, although no clear relationship between physiological reactivity and self-reported psychological reactance was found. However, the evaluation of multiple linear models revealed that variance in self-reported psychological reactance was best explained by initial intentions in combination with cardiovascular reactivity. To conclude, considering physiological reactivity in addition to motivational state can benefit our understanding of psychological reactance. View Full-Text
Keywords: psychophysiology; cardiovascular arousal; electrodermal arousal; persuasion profiling; psychological reactance psychophysiology; cardiovascular arousal; electrodermal arousal; persuasion profiling; psychological reactance
Show Figures

Figure 1

MDPI and ACS Style

Spelt, H.; Dijk, E. .-V.; Ham, J.; Westerink, J.; IJsselsteijn, W. Psychophysiological Measures of Reactance to Persuasive Messages Advocating Limited Meat Consumption. Information 2019, 10, 320.

Show more citation formats Show less citations formats
Note that from the first issue of 2016, MDPI journals use article numbers instead of page numbers. See further details here.

Article Access Map by Country/Region

1
Back to TopTop