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Citation and Abstract
A disrupt-then-reframe technique of social influence.
Davis, Barbara Price; Knowles, Eric S.
Journal of Personality and Social Psychology, Vol 76(2), Feb 1999, 192-199.
Several theories of change imply that disrupting a person's understanding of an event will facilitate a new representation of that event. The authors created a new influence technique involving a small disruption (stating the price of a package of note cards in pennies rather than dollars) and a direct reframing (saying, "It's a bargain"). Four studies showed that a disrupt-then-reframe (DTR) technique was influential in getting household residents to purchase cards supporting a local charity. Studies 2 and 3 showed that the new technique required both the disruption and the new reframing in that sequence. Study 4 showed the effect when sellers learned 1 sales script and were blind to other scripts. These studies establish the DTR technique and demonstrate the subtlety of some social influence. (PsycINFO Database Record (c) 2012 APA, all rights reserved)