“Nur noch wenige Exemplare verfügbar!” – Die Reaktanztheorie in der Konsumentenpsychologie

//“Nur noch wenige Exemplare verfügbar!” – Die Reaktanztheorie in der Konsumentenpsychologie

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Eigentlich schützt uns Reaktanz (Widerspenstigkeit) wie ein Schutzschild gegen Beeinflussungsversuche. Denn wann immer uns jemand etwas aufschwatzen möchte, reagieren wir in der Regel mit Abwehr. Wir wollen nicht das tun, was andere für uns vorgesehen haben, sondern wir wollen uns frei entscheiden.

Leider kann unsere Freiheitsliebe auch ausgenutzt werden…


Keywords: Psychologie – Werbepsychologie – Manipulation – Beeinflussung – Reaktanz – Knappheit

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