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Journal articles
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.
Cited literature [24 references]
https://hal.univ-rennes2.fr/hal-01960623
Contributor : Laurence Leroux <>
Submitted on : Wednesday, December 19, 2018 - 2:56:19 PM
Last modification on : Friday, March 6, 2020 - 4:03:54 PM
Document(s) archivé(s) le : Wednesday, March 20, 2019 - 11:08:54 PM
Contributor : Laurence Leroux <>
Submitted on : Wednesday, December 19, 2018 - 2:56:19 PM
Last modification on : Friday, March 6, 2020 - 4:03:54 PM
Document(s) archivé(s) le : Wednesday, March 20, 2019 - 11:08:54 PM
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