The Role of the Need for Cognitive Closure in the Effectiveness of the Disrupt-Then-Reframe Influence Technique
Table 1
Bibliographic Data
| ID | 2220060 |
|---|---|
| Authors | Frank R Kardes (0000-0002-5000-8065), Bob M Fennis (0000-0003-4738-7524), Edward R Hirt (0000-0002-5346-9748, Indiana University Bloomington), Zakary L Tormala, Brian Bullington |
| Year | 2007 |
| Volume | 34 |
| Issue | 3 |
| Pages | 377-385 |
| Publication date | 2007-10-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/518541 |
| OpenAlex | W2027548234 |
| Language | EN |
| Citations received | 8 |
| References cited | 30 |
The disrupt-then-reframe (DTR) influence technique involves confusing consumers with a disruptive message and then reducing ambiguity by reframing the message. Experiment 1 shows that the DTR technique increases retail sales in a supermarket setting. Experiment 2 shows that the DTR technique increases the willingness to pay to join a student interest group. Experiment 3 shows that the DTR technique increases student support for a tuition increase. The results also show that the DTR effect increases as the need for closure increases and that disruption motivates consumers to embrace a reframed message that facilitates closure by reducing ambiguity
Ambiguity · Closure (psychology) · Cognition · Cognitive reframing · Economics · Table (database) · Behavioral Health and Interventions · Computer Science · Psychology · Psychology of Social Influence · Social Psychology
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| Unique citing works | 8 |
|---|---|
| Citations per year | 0,47 |
| Citation span | 2009 - 2024 (16) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 7 |