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首页> 外文期刊>Social influence >Fear-then-relief-then argument: How to sell goods using the EDTR technique of social influence
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Fear-then-relief-then argument: How to sell goods using the EDTR technique of social influence

机译：恐惧-再救济-再争论：如何使用具有社会影响力的EDTR技术销售商品

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摘要

In 1999 Davis and Knowles proposed a social influence technique which they named disrupt-then-reframe (DTR). They demonstrated that compliance could be increased by a subtle disruption to the sales pitch, followed immediately by a reframing that provided additional reasons for purchasing the goods. The DTR technique is strictly cognitive in nature: the person, hearing simple argumentation during the short state of her or his cognitive disorganization, becomes more inclined to fulfill the requests made of her or him. In two field studies presented in this article it is shown that a similar effect can be obtained when the fear-then-relief state, which could be viewed as an emotional disruption, is followed by an argument.
机译：戴维斯（Davis）和诺尔斯（Knowles）在1999年提出了一种社会影响力技术，他们将其命名为“先破坏后重建（DTR）”。他们证明，可以通过微妙地破坏销售渠道来提高合规性，然后立即进行重新框架，从而提供购买商品的其他原因。 DTR技术本质上是严格认知的：在认知功能紊乱的短暂状态中听到简单论证的人，更倾向于满足其要求。在本文介绍的两个现场研究中，表明了当恐惧-然后释放状态（可以看作是一种情感破坏）后跟着一个论点时，可以获得类似的效果。

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