The Pique Then Reframe Technique: Replication and Extension of the Pique Technique

Abstract : This study examined the pique technique associated with a reframing sentence. Passersby in the street were asked for money, either for a common amount of change (control) or 37 cents (pique technique). In half of the cases, the requester added a direct reframing sentence at the end of the request. Results showed that the pique technique increased compliance with the request. Adding a reframing sentence to the pique did not increase compliance rate with the request but increased the amount of money given by the participants. These results support the theoretical explanation that a reframing sentence could reduce the influence of the script of refusal activated by the money request.
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Nicolas Guéguen, Sébastien Meineri, Alexandre Pascual, Fabien Girandola. The Pique Then Reframe Technique: Replication and Extension of the Pique Technique. Communication Research Reports, Taylor & Francis (Routledge), 2015, 32 (2), pp.143-148. ⟨10.1080/08824096.2015.1016151⟩. ⟨hal-01960623⟩

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