IDEAS home Printed from https://ideas.repec.org/a/oup/jconrs/v34y2007i3p377-385.html
   My bibliography  Save this article

The Role of the Need for Cognitive Closure in the Effectiveness of the Disrupt-Then-Reframe Influence Technique

Author

Listed:
  • Frank R. Kardes
  • Bob M. Fennis
  • Edward R. Hirt
  • Zakary L. Tormala
  • Brian Bullington

Abstract

The disrupt-then-reframe (DTR) influence technique involves confusing consumers with a disruptive message and then reducing ambiguity by reframing the message. Experiment 1 shows that the DTR technique increases retail sales in a supermarket setting. Experiment 2 shows that the DTR technique increases the willingness to pay to join a student interest group. Experiment 3 shows that the DTR technique increases student support for a tuition increase. The results also show that the DTR effect increases as the need for closure increases and that disruption motivates consumers to embrace a reframed message that facilitates closure by reducing ambiguity. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..

Suggested Citation

  • Frank R. Kardes & Bob M. Fennis & Edward R. Hirt & Zakary L. Tormala & Brian Bullington, 2007. "The Role of the Need for Cognitive Closure in the Effectiveness of the Disrupt-Then-Reframe Influence Technique," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(3), pages 377-385, May.
  • Handle: RePEc:oup:jconrs:v:34:y:2007:i:3:p:377-385
    DOI: 10.1086/518541
    as

    Download full text from publisher

    File URL: http://dx.doi.org/10.1086/518541
    File Function: link to full text
    Download Restriction: Access to full text is restricted to subscribers.

    File URL: https://libkey.io/10.1086/518541?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Ashwani Monga & Haipeng (Allan) Chen & Michael Tsiros & Mona Srivastava, 2012. "How buyers forecast: Buyer–seller relationship as a boundary condition of the impact bias," Marketing Letters, Springer, vol. 23(1), pages 31-45, March.
    2. Paul R. Steffens & Clinton S. Weeks & Per Davidsson & Lauren Isaak, 2014. "Shouting from the Ivory Tower: A Marketing Approach to Improve Communication of Academic Research to Entrepreneurs," Entrepreneurship Theory and Practice, , vol. 38(2), pages 399-426, March.
    3. Isabel Riquelme & Sergio Román, 2014. "The Influence of Consumers’ Cognitive and Psychographic Traits on Perceived Deception: A Comparison Between Online and Offline Retailing Contexts," Journal of Business Ethics, Springer, vol. 119(3), pages 405-422, February.
    4. Barsyte, Justina & Fennis, Bob M., 2023. "When innovation backfires: Preference for predictability moderates the spillover of functional food ambivalence to the entire parent category," Journal of Business Research, Elsevier, vol. 158(C).
    5. Strong, Carolyn A. & Martin, Brett A.S. & Jin, Hyun Seung & Greer, Dominique & O'Connor, Peter, 2019. "Why do consumers research their ancestry? Do self-uncertainty and the need for closure influence consumer's involvement in ancestral products?," Journal of Business Research, Elsevier, vol. 99(C), pages 332-337.
    6. Cho, Yoon-Na & Taylor, Charles R., 2020. "The role of ambiguity and skepticism in the effectiveness of sustainability labeling," Journal of Business Research, Elsevier, vol. 120(C), pages 379-388.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:oup:jconrs:v:34:y:2007:i:3:p:377-385. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: the person in charge (email available below). General contact details of provider: https://academic.oup.com/jcr .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.