disrupt-then-reframe technique

a persuasion technique for enhancing compliance in which one uses an odd request to surprise or confuse another person before following up with a new framing of the same request. In the original investigations of this technique, sellers offered potential buyers a set of note cards for 300 pennies (the odd request) and then broke in on the buyers’ confusion about the price in pennies with a reframed pitch (“that’s $3. It’s a bargain”). The studies reported that nearly twice as many people bought the cards after experiencing the disrupt-and-reframe approach as did those who received only a standard pitch in which the cards were offered for $3. [introduced by U.S. psychologists Barbara Price Davis and Eric S. Knowles (1941– )]

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Psychology term of the day

May 8th 2024

extremely low birth weight (ELBW)

Sorry, "extremely-low-birth-weight-elbw" is not in the Dictionary of Psychology. Please report to APA if you believe this is an error.