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

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Fennis, Bob M. and Das, Enny H.H.J. and Pruyn, Ad Th.H. (2004) "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, 14 (3). pp. 280-290. ISSN 1057-7408

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Abstract: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.
Item Type:Article
Copyright:© 2004 Lawrence Erlbaum Associates
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Behavioural Sciences (BS)
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Link to this item:http://purl.utwente.nl/publications/58564
Official URL:http://dx.doi.org/10.1207/s15327663jcp1403_9
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