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Abstract
The first part of the paper delineates nine variables in hypnotic induction procedures that give rise to heightened responsiveness to test-suggestions: (a) defining the situation as hypnosis; (b) removing fears and misconceptions; (c) securing cooperation; (d) asking the subject to keep his eyes closed; (e) suggesting relaxation, sleep, and hypnosis; (f) maximizing the phrasing and vocal characteristics of suggestions; (g) coupling suggestions with naturally-occurring events; (h) stimulating goal-directed imagining; and (i) preventing or reinterpreting the failure of suggestions. Data are presented to support the theory that the nine variables augment responsiveness to test-suggestions by giving rise to positive attitudes, motivations, and expectancies which, in turn, tend to produce a willingness to think with and vividly imagine those things that are suggested. The second part of the paper specifies situational variables and variables involved in induction procedures that produce a trance-like appearance, changes in body feelings, and reports of having been hypnotized.