A Meta-Analysis of the Effectiveness of the Disrupt-Then-Reframe Compliance Gaining Technique
نویسندگان
چکیده
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 moderator of the technique’s effectiveness such that the DTR was more effective in the nonprofit context (r1⁄4 .32, OR1⁄4 4.14) than in the sales context (r1⁄4 .20, OR1⁄4 2.46). A trim and fill test (Duval & Tweedie, 2000a, 2000b) found no evidence of publication bias.
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