Disrupt-Then-Reframe is in the Air: A French Replication and Refinement
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چکیده
منابع مشابه
The Disrupt-Then-Reframe Technique 1 Running head: THE DISRUPT-THEN-REFRAME TECHNIQUE Interpersonal Communication and Compliance: The Disrupt-Then-Reframe Technique in Dyadic Selling Situations
Two experiments tested the impact of the Disrupt-Then-Reframe (DTR) technique on compliance. This technique is comprised of a subtle, odd element in a typical scripted request, the “disruption”, followed by a persuasive phrase, the “reframing”. Based on the thought-disruption hypothesis (Petty & Wegener, 1999), we argued that its impact is generalizable across interpersonal selling situations a...
متن کاملA Disrupt-Then-Reframe Technique of Social Influence
Several theories of change imply that disrupting a person's understanding of an event will facilitate a new representation of that event. The authors created a new influence technique involving a small disruption (stating the price of a package of note cards in pennies rather than dollars) and a direct reframing (saying, "It's a bargain"). Four studies showed that a disrupt-then-reframe (DTR) t...
متن کاملA Meta-Analysis of the Effectiveness of the Disrupt-Then-Reframe Compliance Gaining Technique
The disrupt-then-reframe compliance gaining technique (DTR; Davis & Knowles, 1999) uses confusing language and then follows it with an additional reason to comply. The effectiveness of the DTR was meta-analyzed by calculating the weighted mean correlation coefficient (r1⁄4 .28) and the weighted mean odds ratio (OR1⁄4 3.47). Using the DTR in a sales context versus a nonprofit context was a moder...
متن کاملThe Role of the Need for Cognitive Closure in the Effectiveness of the Disrupt-Then-Reframe Influence Technique
The disrupt-then-reframe (DTR) influence technique involves confusing consumers with a disruptive message and then reducing ambiguity by reframing the message. Experiment 1 shows that the DTR technique increases retail sales in a supermarket setting. Experiment 2 shows that the DTR technique increases the willingness to pay to join a student interest group. Experiment 3 shows that the DTR techn...
متن کامل“If You Can’t Dazzle Them with Brilliance, Baffle Them with Nonsense”: Extending the Impact of the Disrupt-Then-Reframe Technique of Social Influence
Three experiments extended earlier findings on the impact of the Disrupt-Then-Reframe (DTR) technique on compliance. This technique is comprised of a subtle, odd element in a typical scripted request, the “disruption,” followed by a persuasive phrase, the “reframing.” Based on the thought-disruption hypothesis (Petty & Wegener, 1999), we argue that its impact is generalizable across situations ...
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ژورنال
عنوان ژورنال: Psychology of Language and Communication
سال: 2015
ISSN: 2083-8506
DOI: 10.1515/plc-2015-0010