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Emotional disrupt‐then‐reframe technique of social influence
Author(s) -
Dolinski Dariusz,
Szczucka Katarzyna
Publication year - 2013
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/jasp.12156
Subject(s) - cognitive reframing , psychology , argumentation theory , argument (complex analysis) , purchasing , social psychology , cognition , compliance (psychology) , cognitive psychology , epistemology , economics , chemistry , neuroscience , philosophy , biochemistry , operations management
D avis and K nowles 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.