Alliance University, Bengaluru
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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 | Size | Format | |
|---|---|---|---|
| The Role of the Need for Cognitive.pdf Restricted Access | 3.26 MB | Adobe PDF | View/Open Request a copy |
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