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Abstract
In 1999 Davis and Knowles proposed a social influence technique which they named disrupt-then-reframe (DTR). They demonstrated that compliance could be increased by a subtle disruption to the sales pitch, 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 two field studies presented in this article it is shown that a similar effect can be obtained when the fear-then-relief state, which could be viewed as an emotional disruption, is followed by an argument.
Notes
1 Eight zloty and fifty grosz is equivalent to approximately 3 US$.
2 Only two participants bought more than one package.
3 Six zloty is equivalent to approximately 2 US$.
4 Only four participants bought more than one container.