Reactance to Recommendations: When Unsolicited Advice Yields Contrary Responses

By Gavan J. Fitzsimons, Donald R. Lehmann. 2004

599 citations recorded by the source corpus.

Subfields: Economics and Econometrics, General Decision Sciences, Safety Research

View Paper: https://www.semanticscholar.org/paper/9ee7bd1ed06f64f418e00f4f59daab1c04094136

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Citations in the corpus

How Language Shapes Word of Mouth's Impact (2017, background): “…recommendations have been described as a decision “surrogate” (Duhan et al. 1997) that helps remove less attractive alternatives from consideration (Ariely, Lynch, and Aparicio 2004; Fitzsimons and Lehmann 2004) and advance decision tasks from search to choice (Delleart and Haubl 2012).”
To Trust or to Think (2021, background): “There is evidence that showing unsolicited advice that contradicts a person’s initial idea may trigger reactance (resistance to the advice) [21].”
WOM and social media: Presaging future directions for research and practice (2014, background): “Similarly, other studies have found evidence of a reactance effect, whereby people become more committed to a favored brand in the face of negative advice (Fitzsimons and Lehmann 2004; Wilson and Peterson 1989).”
E-Commerce Product Recommendation Agents: Use, Characteristics, and Impact (2007, background): “Prior research has recognized the importance of source credibility in determining users’ acceptance of the advice from consultative knowledge based systems (Fitzsimons and Lehmann 2004; Mak and Lyytinen 1997; Pornpitakpan 2004).”
Nonconscious relationship reactance: When significant others prime opposing goals (2007, background): “For instance, interest in viewing violent entertainment is increased by reading labels that warn of violent content (Bushman & Stack, 1996), and choice of unhealthy food products is increased after reading recommendations for healthier alternative brands (Fitzsimons & Lehmann, 2004).”
Content or Community? A Digital Business Strategy for Content Providers in the Social Age (2013, background): “However, researchers have stressed that this may result in lower perceived value of the free content, causing lower demand levels (Brynjolfsson et al. 2003; Fitzsimons and Lehmann 2004; for opposing results see Zeithaml 1988), as well as slower growth of the consumer base for the free service (Pauwe”