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
Appears in Collections:Articles to be qced

Files in This Item:
File SizeFormat 
The Role of the Need for Cognitive.pdf
  Restricted Access
3.26 MBAdobe PDFView/Open Request a copy


Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.