Emotional disrupt-then-reframe technique of social influence
Dariusz Doliński , Katarzyna Szczucka
AbstractDavis and Knowles proposed a social influence technique, which they named disrupt-then-reframe (DTR). In a series of four experiments, they demonstrated that compliance could be increased by a subtle disruption to the sales request, 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 three experiments presented in this article, it is shown that a similar effect can be obtained when the fear-then-relief state, which could be seen as an emotional disruption, is followed by an argument.
|Journal series||Journal of Applied Social Psychology, ISSN 0021-9029, (C 25 pkt)|
|Publication size in sheets||0|
|Publication indicators||: 2013 = 0.884; : 2013 = 0.747 (2) - 2013=1.243 (5)|
|Citation count*||10 (2020-09-18)|
|Dorobek Naukowy - Preview URL||http://dn.swps.edu.pl/Podglad.aspx?WpisID=14053|
|Dorobek Naukowy - Approve URL||http://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=14053|
|Dorobek Naukowy - Preview URL||http://dn.swps.edu.pl/Podglad.aspx?WpisID=14194|
|Dorobek Naukowy - Approve URL||http://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=14194|
* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.