Skip to main content
Have a personal or library account? Click to login
Disrupt-Then-Reframe is in the Air: A French Replication and Refinement Cover

Disrupt-Then-Reframe is in the Air: A French Replication and Refinement

Psychology of Language and Communication
Volume 19 (2015): Issue 2 (October 2015)
By: ,  ,   and    
Open Access
|Oct 2015
Read online
References

References

  1. Aaker, J.L. (2000). Accessibility or diagnosticity? Disentangling the infl uence of culture on persuasion processes and att itudes. Journal of Consumer Research, 26 (4), 340-357.10.1086/209567
    Open DOISearch in Google Scholar
  2. Aaker, J.L. & Williams, P. (1998). Empathy versus pride: Th e infl uence of emotional appeals across cultures. Journal of Consumer Research, 25, 241-261.10.1086/209537
    Open DOISearch in Google Scholar
  3. Carpenter, C.J. & Boster, F.J. (2009). Meta-analysis of the eff ectiveness of the disrupt-then-reframe compliance gaining technique. Communication Reports, 22 (2), 55-62. 10.1080/08934210903092590
    Open DOISearch in Google Scholar
  4. Chaiken, S. (1980). Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology, 39 (5), 752-766.10.1037/0022-3514.39.5.752
    Open DOISearch in Google Scholar
  5. Cialdini, R., Wosinska, W., Barrett , D., Butner, J., & Gornik-Durose, M. (1999). Compliance with a request in two cultures: Th e differential influence of social proof and commitment/consistency on collectivists and individualists. Personality and Social Psychology Bulletin, 25 (10), 1242-1253.10.1177/0146167299258006
    Open DOISearch in Google Scholar
  6. Courbet, D. & Marchioli, A. (in press). Risques et communication de sante publique en contexte mediterraneen. Deux experimentations en region PACA. In F. Bernard & M. Durampart (Eds.), Savoirs en action, cultures et réseaux méditerranéens. Paris: CNRS editions.
    Search in Google Scholar
  7. Davis, B.P. & Knowles, E.S. (1999). A disrupt-then-reframe technique of social infl uence. Journal of Personality and Social Psychology, 76 (2), 192-199.10.1037/0022-3514.76.2.192
    Open DOISearch in Google Scholar
  8. Dolinski, D. & Szczucka, K. (2012). Fear-then-relief-then argument: How to sell goods using the EDTR technique of social infl uence. Social Infl uence, 7 (3), 251-267.10.1080/15534510.2012.669987
    Open DOISearch in Google Scholar
  9. Dolinski, D. & Szczucka, K. (2013). Emotional disrupt-then-reframe technique of social infl uence. Journal of Applied Social Psychology, 43 (10), 2031-2041.10.1111/jasp.12156
    Open DOISearch in Google Scholar
  10. Fayol, M. & Monteil, J.-M. (1988). Th e notion of script: From general to developmental and social psychology. Cahiers de Psychologie Cognitive/Current Psychology of Cognition, 8 (4), 335-361.
    Search in Google Scholar
  11. Fennis, B.M., Das, E.H.H.J., & Pruyn, A.T.H. (2004). “If you can’t dazzle them with brilliance, baffl e them with nonsense”: Extending the impact of the disruptthen- reframe technique of social infl uence. Journal of Consumer Psychology, 14 (3), 280-290.10.1207/s15327663jcp1403_9
    Open DOISearch in Google Scholar
  12. Fennis, B.M., Das, E.H.H.J., & Pruyn, A.T.H. (2006). Interpersonal communication and compliance: The disrupt-then-reframe technique in dyadic infl uence settings. Communication Research, 33 (2), 136-151.10.1177/0093650205285367
    Open DOISearch in Google Scholar
  13. Freedman, J.L. & Fraser, S.C. (1966). Compliance without pressure: Th e foot-inthe- door technique. Journal of Personality and Social Psychology, 4 (2), 196-202.
    Search in Google Scholar
  14. Guéguen, N. & Pascual, A. (2000). Evocation of freedom and compliance: Th e “but you are free of… ” technique. Current Research in Social Psychology, 5 (18), 264-270.
    Search in Google Scholar
  15. Han, S. & Shavitt , S. (1994). Persuasion and culture: Advertising appeals in individualistic and collectivistic societies. Journal of Experimental Social Psychology, 30 (4), 326-350.10.1006/jesp.1994.1016
    Open DOISearch in Google Scholar
  16. Hofstede, G. (1980). Culture’s consequences: International diff erences in work-related values (Abridged). Beverly Hills, CA: Sage.
    Search in Google Scholar
  17. Howell, D.C. (2008). Donnees categorielles et khi-carre. In D.C. Howell (Ed.), Méthodes statistiques en sciences humaines (pp. 139-172). Brussels: DeBoeck.
    Search in Google Scholar
  18. Kardes, F.R., Fennis, B.M., Hirt, E.R., Tormala, Z.L., & Bullington, B. (2007). The role of the need for cognitive closure in the eff ectiveness of the disrupt-thenreframe influence technique. Journal of Consumer Research, 34, 377-385. 10.1086/518541
    Open DOISearch in Google Scholar
  19. Kleinke, C. (1977). Compliance to requests made by gazing and touching experimenters in fi eld sett ings. Journal of Experimental Social Psychology, 13 (3), 218-223.10.1016/0022-1031(77)90044-0
    Open DOISearch in Google Scholar
  20. Kraut, R.E. (1973). Eff ects of social labelling on giving to charity. Journal of Experimental Social Psychology, 9 (6), 551-562.10.1016/0022-1031(73)90037-1
    Open DOISearch in Google Scholar
  21. Lee, A.Y. & Labroo, A.A. (2004). Th e eff ect of conceptual and perceptual fl uency on brand evaluation. Journal of Marketing Research, 41 (2), 151-165.10.1509/jmkr.41.2.151.28665
    Open DOISearch in Google Scholar
  22. Liberman, N. & Trope, Y. (1998). Th e role of feasibility and desirability considerations in near and distant future decisions: A test of temporal construal theory. Journal of Personality and Social Psychology, 75 (1), 5-18.10.1037/0022-3514.75.1.5
    Open DOISearch in Google Scholar
  23. Meng, H. (2008). Social script theory and cross-cultural communication. Intercultural Communication Studies, 12 (1), 132-138.
    Search in Google Scholar
  24. Mitchell, A. & Valenzuela, A. (2005). How banner ads aff ect brand choice without click-through. In C.P. Haugtveldt, K.A. Machleit, & R.F. Yalch (Eds.), Online consumer psychology: understanding and influencing consumer behaviour in the virtual world (pp. 125-142). Mahwah: Erlbaum.
    Search in Google Scholar
  25. Morling, B. & Lamoreaux, M. (2008). Measuring culture outside the head: A metaanalysis of individualism-collectivism in cultural products. Personality and Social Psychology Review, 12, 199-221.10.1177/1088868308318260
    Open DOISearch in Google Scholar
  26. Pascual, A. & Guéguen, N. (2004). Cultural differences in altruistic behaviour: Quasi-replication of Uranowitz’ foot-in-the-door with implicit demand. Psychological Reports, 94 (3), 767-770.10.2466/pr0.94.3.767-770
    Open DOISearch in Google Scholar
  27. Pascual, A., Oteme, C., Samson, L., Wang, Q., Halimi-Falkowicz, S., Souchet, L., Girandola, F., Gueguen, N., & Joule, R.-V. (2012). Cross cultural investigation of compliance without pressure: the “you are free to… ” technique in France, Ivory Coast, Romania, Russia and China. Cross-Cultural Research: Th e Journal of Comparative Social Science, 46 (4), 394-416.10.1177/1069397112450859
    Open DOISearch in Google Scholar
  28. Petrova, P.K., Cialdini, R.B., & Sills, S.J. (2007). Consistency-based compliance across cultures. Journal of Experimental Social Psychology, 43 (1), 104-111.10.1016/j.jesp.2005.04.002
    Open DOISearch in Google Scholar
  29. Ranney, S. (1992). Learning a new script: An explanation of sociolinguistic competence. Applied Linguistics, 13 (1), 25-50.10.1093/applin/13.1.25
    Open DOISearch in Google Scholar
  30. Schank, R.C. & Abelson, R.P. (1977). Scripts, plans, goals and understanding: An Inquiry into human knowledge structures. Hillsdale: Erlbaum.
    Search in Google Scholar
  31. Schwarz, N. & Clore, G.L. (1983). Mood, misatt ribution, and judgements of wellbeing: informative and directive functions of aff ective states. Journal of Personality and Social Psychology, 45 (3), 513-523.10.1037/0022-3514.45.3.513
    Open DOISearch in Google Scholar
  32. St Clair, R.N., Th ome-Williams, A.C., & Su, L. (2005). Th e role of social script theory in cognitive blending. Intercultural Communication Studies, 15 (2), 58-76.
    Search in Google Scholar
  33. St. Clair, R.N. (2006). Th e framing of culture: Interdisciplinary essays on culture theory. Course available through Blackboard for Beijing Foreign Studies University students, University of Louisville, Louisville, KY.
    Search in Google Scholar
  34. Trope, Y. & Liberman, N. (2003). Temporal Construal. Psychological Review, 110 (3), 403-421. Vallacher, R.R. & Selz, K. (1991). Who’s to blame? Action identification in allocating responsibility for alleged rape. Social Cognition, 9 (2), 194-219.
    Search in Google Scholar
  35. Vallacher, R.R., & Wegner, D.M. (1985). A theory of action identifi cation. Hillsdale: Erlbaum.
    Search in Google Scholar
  36. Vallacher, R.R. & Wegner, D.M. (2012). Action identifi cation theory. In P.A.M.
    Search in Google Scholar
  37. Van Lange, A.W. Kruglanski, & E.T. Higgins (Eds.), Handbook of Th eories of Social Psychology (pp. 327-348). Th ousand Oaks, CA: Sage.
    Search in Google Scholar
  38. Wegner, D.M., Vallacher, R.R., Kiersted, G.W., & Dizadji, D. (1986). Action identifi cation in the emergence of social behaviour. Social Cognition, 4 (1), 18-38.10.1521/soco.1986.4.1.18
    Open DOISearch in Google Scholar
  39. Wegner, D.M., Vallacher, R.R., Macomber, G., Wood, R., & Arps, K. (1984). Th e emergence of action. Journal of Personality and Social Psychology, 46 (2), 269-279. 10.1037/0022-3514.46.2.269
    Open DOISearch in Google Scholar
DOI: https://doi.org/10.1515/plc-2015-0010 | Journal eISSN: 2083-8506 (formerly 1234-2238) | Journal ISSN: 1234-2238
Journal RSS Feed
Language: English
Page range: 162 - 173
Published online: Oct 29, 2015
Published in print: Oct 1, 2015
Published by: Faculty of Psychology, University of Warsaw
In partnership with: Paradigm Publishing Services
Keywords:
disrupt-then-reframe,
compliance,
communication,
cross cultural differences,
construal-level theory
Related subjects:
Social sciences,
Psychology,
Applied psychology

© 2015 Roxane Saint-Bauzel, Audrey Pelt, Laura Barbier, Valérie Fointiat, published by Faculty of Psychology, University of Warsaw
This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License.

Volume 19 (2015): Issue 2 (October 2015)
Previous article