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首页> 外文期刊>Frontiers in Psychology >Cognitive Structuring and Its Cognitive-Motivational Determinants as an Explanatory Framework of the Fear-Then-Relief Social Influence Strategy
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Cognitive Structuring and Its Cognitive-Motivational Determinants as an Explanatory Framework of the Fear-Then-Relief Social Influence Strategy

机译：认知结构及其认知动机决定因素是恐惧-缓解社会影响力策略的解释框架

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According to the fear-then-relief technique of social influence, people who experience anxiety whose source is abruptly withdrawn usually respond positively to various requests and commands addressed to them. This effect is usually explained by the fact that fear invokes a specific program of action, and that when the source of this emotion is suddenly and unexpectedly removed, the program is no longer operative, but the person has not yet invoked a new program. This specific state of disorientation makes compliance more likely. In this paper, an alternative explanation of the fear-then-relief effect is offered. It is assumed that the rapid change of emotions is associated with feelings of uncertainty and confusion. The positive response to the request is a form of coping with uncertainty. In line with this reasoning, while individuals with a high need for closure (NFC) should comply with a request after a fear-then-relief situation, low NFC individuals who are less threatened by uncertainty should not. This assumption was confirmed in the experiment.
机译：根据社会影响的“恐惧-然后-缓解”技术，经历焦虑的人突然撤出其资源，通常会对他们提出的各种要求和命令做出积极反应。通常通过以下事实来解释这种影响：恐惧会调用特定的行动程序，并且突然而意外地消除了这种情绪的来源时，该程序将不再起作用，但该人尚未调用新的程序。这种迷失方向的特定状态使顺从性更可能发生。在本文中，提供了“恐惧-然后-缓解”效应的另一种解释。假定情绪的快速变化与不确定感和混乱感相关。对请求的积极回应是应对不确定性的一种形式。符合这种推理，尽管在恐惧后缓解的情况下，需要高度关闭（NFC）的个人应遵守要求，但受到不确定性威胁较小的低NFC个人则不应这样做。实验中证实了这一假设。

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