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Please use this identifier to cite or link to this item: https://gnanaganga.inflibnet.ac.in:8443/jspui/handle/123456789/13949
Title: The Role of the Need for Cognitive Closure in the Effectiveness of the Disrupt-Then-Reframe Influence Technique
Authors: Frank R. Kardes
Bob M. Fennis
Keywords: willingness
Cognitive Closure
Reframe Influence Technique.
Issue Date: 2007
Publisher: Journal of Consumer Research
Abstract: The disrupt-then-reframe (OTA) influence technique involves confusing consumers with a disruptive message and then reducing ambiguity by reframing the message. Experiment 1 shows that the OTA technique increases retail sales in a supermarket setting. Experiment 2 shows that the OTA technique increases the willingness to pay to join a student interest group.
URI: http://gnanaganga.inflibnet.ac.in:8080/jspui/handle/123456789/13949
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