“If You Can't Dazzle Them with Brilliance, Baffle Them with Nonsense”: Extending the Impact of the Disrupt‐Then‐Reframe Technique of Social Influence

Journal of Consumer Psychology - Tập 14 Số 3 - Trang 280-290 - 2004
Bob M. Fennis1, Enny Das1, Adriaan T.H. Pruyn2
1University of Twente, The Netherlands
2University of Twente, The Netherlands and ESADE, Barcelona, Spain

Tóm tắt

Three experiments extended earlier findings on the impact of the Disrupt‐Then‐Reframe (DTR) technique on compliance. This technique is comprised of a subtle, odd element in a typical scripted request, the “disruption,” followed by a persuasive phrase, the “reframing.” Based on the thought‐disruption hypothesis (Petty & Wegener, 1999), we argue that its impact is generalizable across situations and that disrupting a conventional sales script not only increases the impact of the new reframing, but also increases susceptibility to influence resulting from other (congruence‐based) persuasion techniques embedded in the influence setting. Three experiments provided support for our expectations. Specifically, the DTR technique reduced the extent of counter‐argumentation to a sales script and boosted the impact of two other persuasion techniques: the continued questions procedure and message‐goal congruence. The theoretical and practical implications of these findings are discussed.

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Thông tin xuất bản

Journal of Consumer Psychology

Tập 14 Số 3

280-290

Thông tin tác giả