Fear-then-relief-then argument: How to sell goods using the EDTR technique of social influence

Dariusz Doliński , Katarzyna Szczucka


In 1999 Davis and Knowles proposed a social influence technique which they named disrupt-then-reframe (DTR). They demonstrated that compliance could be increased by a subtle disruption to the sales pitch, followed immediately by a reframing that provided additional reasons for purchasing the goods. The DTR technique is strictly cognitive in nature: the person, hearing simple argumentation during the short state of her or his cognitive disorganization, becomes more inclined to fulfill the requests made of her or him. In two field studies presented in this article it is shown that a similar effect can be obtained when the fear-then-relief state, which could be viewed as an emotional disruption, is followed by an argument. Keywords: Social influence; Fear-then-relief technique; Disrupt-then-reframe technique; Compliance; Sales pitch.
Author Dariusz Doliński (Wydział Zamiejscowy we Wrocławiu)
Dariusz Doliński,,
- Wydział Zamiejscowy we Wrocławiu
, Katarzyna Szczucka (Wydział Zamiejscowy we Wrocławiu)
Katarzyna Szczucka,,
- Wydział Zamiejscowy we Wrocławiu
Journal seriesSocial Influence, ISSN 1553-4510, (C 25 pkt)
Issue year2012
Publication size in sheets0
ASJC Classification3207 Social Psychology
URL http://dx.doi.org/10.1080/15534510.2012.669987
Languageen angielski
Dolinski-Szczucka-SI.pdf of 14-09-2015
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Dolinski-Szczucka-SI.pdf of 14-09-2015
200.15 KB
Score (nominal)15
Publication indicators Scopus SNIP (Source Normalised Impact per Paper): 2014 = 0.592; WoS Impact Factor: 2012 = 0.41 (2) - 2013=0.989 (5)
Citation count*5 (2021-01-18)
Additional fields
Dorobek Naukowy - Preview URLhttp://dn.swps.edu.pl/Podglad.aspx?WpisID=9217
Dorobek Naukowy - Approve URLhttp://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=9217
Dorobek Naukowy - Preview URLhttp://dn.swps.edu.pl/Podglad.aspx?WpisID=9531
Dorobek Naukowy - Approve URLhttp://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=9531
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* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.
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