<abstract xmlns="http://www.w3.org/1999/xhtml"><p> Initiated by Davis and Knowles (1999), the-disrupt-then-reframe technique is based on the linking of two moments in time. First of all, slipping an unexpected element into a communication situation that is likely to provoke a disruption in communication. Once this disruption has been achieved, proposing a target behaviour by insisting on the benefit that the individual could derive from it. We wanted to verify that this technique, effective in American, Dutch, and Polish contexts and naturally dependent on the culture of individuals and the communication norms which prevail there, could be effective in a French context. In accordance with the literature, our results show that when the two phases of the technique are linked, a greater persuasive effect is observed. A theoretically interesting way to interpret the effectiveness of the technique is proposed.</p></abstract>

Initiated by Davis and Knowles (1999), the-disrupt-then-reframe technique is based on the linking of two moments in time. First of all, slipping an unexpected element into a communication situation that is likely to provoke a disruption in communication. Once this disruption has been achieved, proposing a target behaviour by insisting on the benefit that the individual could derive from it. We wanted to verify that this technique, effective in American, Dutch, and Polish contexts and naturally dependent on the culture of individuals and the communication norms which prevail there, could be effective in a French context. In accordance with the literature, our results show that when the two phases of the technique are linked, a greater persuasive effect is observed. A theoretically interesting way to interpret the effectiveness of the technique is proposed.

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

University of Lorraine, PErSEUs, UFR SHS, Ile du Saulcy, BP 30309, 57 000 Metz, France

Psychology of Language and Communication

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License.

{"article-title":"Disrupt-Then-Reframe is in the Air: A French Replication and Refinement"}

Initiated by Davis and Knowles (1999), the-disrupt-then-reframe technique is based on the linking of two moments in time. First of all, slipping an unexpected...

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

Publié en ligne: 29 oct. 2015

Pages: 162 - 173

DOI: https://doi.org/10.1515/plc-2015-0010

Mots clés
disrupt-then-reframe, compliance, communication, cross cultural differences, construal-level theory

© by Roxane Saint-Bauzel

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License.

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

Publié en ligne: 29 oct. 2015

Pages: 162 - 173

DOI: https://doi.org/10.1515/plc-2015-0010

Mots clésdisrupt-then-reframe, compliance, communication, cross cultural differences, construal-level theory

© by Roxane Saint-Bauzel

This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License.

Mots clés
disrupt-then-reframe, compliance, communication, cross cultural differences, construal-level theory