Fear-then-relief-then argument: How to sell goods using the EDTR technique of social influence
Dariusz Doliński , Katarzyna Szczucka
AbstractIn 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.
|Journal series||Social Influence, ISSN 1553-4510, (C 25 pkt)|
|Publication size in sheets||0|
|Publication indicators||: 2014 = 0.592; : 2012 = 0.41 (2) - 2013=0.989 (5)|
|Citation count*||5 (2020-10-23)|
|Dorobek Naukowy - Preview URL||http://dn.swps.edu.pl/Podglad.aspx?WpisID=9217|
|Dorobek Naukowy - Approve URL||http://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=9217|
|Dorobek Naukowy - Preview URL||http://dn.swps.edu.pl/Podglad.aspx?WpisID=9531|
|Dorobek Naukowy - Approve URL||http://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=9531|
* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.