Question

Jason, a new salesperson at a shoe store, followed the customers around the store. He kept talking to them about all the products in the store even after a significant number of customers asked him to leave them alone. Ultimately, most of the customers left and went to the adjacent shoe store. The customers' reaction in this case is an example of:


(A) compliance.

(B) congruity.

(C) reactance.

(D) conformity.

(E) valence.

Answer 1

Answer: (C) reactance.

Explanation:

Reactance is the human inclination to do the opposite of what a rule, person or business has to offer because a restriction to their individual's freedom is perceived. It's a coping mechanism triggered by the feeling of having choices taken away, a counterforce prompted by suspicion of losing self-determination.