Emotional disrupt-then-reframe technique of social influence

Dariusz Doliński , Katarzyna Szczucka

Abstract

Davis 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.
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 seriesJournal of Applied Social Psychology, ISSN 0021-9029, (C 25 pkt)
Issue year2013
Vol43
Pages2031-2041
Publication size in sheets0
ASJC Classification3207 Social Psychology
DOIDOI:10.1111/jasp.12156
URL http://onlinelibrary.wiley.com/doi/10.1111/jasp.12156/abstract
Languageen angielski
File
Dolinski-Szczucka-JASP-2013.pdf of 14-09-2015
137.87 KB
JaSP.pdf of 14-09-2015
83.68 KB
Score (nominal)25
Publication indicators Scopus SNIP (Source Normalised Impact per Paper): 2013 = 0.884; WoS Impact Factor: 2013 = 0.747 (2) - 2013=1.243 (5)
Citation count*10 (2020-09-18)
Additional fields
Dorobek Naukowy - Preview URLhttp://dn.swps.edu.pl/Podglad.aspx?WpisID=14053
Dorobek Naukowy - Approve URLhttp://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=14053
Dorobek Naukowy - Preview URLhttp://dn.swps.edu.pl/Podglad.aspx?WpisID=14194
Dorobek Naukowy - Approve URLhttp://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=14194
Cite
Share Share

Get link to the record


* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.
Back
Confirmation
Are you sure?