Kardes-Understanding the Disrupt-Then-Reframe Technique

What is the main purpose of the disrupt-then-reframe (DTR) technique?

• To confuse the buyer permanently

• To create temporary confusion and then clarify

• To increase the price of a product

• To make the product seem more expensive

According to Kardes et al. (2007), what percentage of supermarket shoppers were more likely to add a discounted box of candy to their basket when the DTR technique was used?

• 10%

• 21%

• 30%

• 50%

In the context of the DTR technique, what does NFCC stand for?

• Need for Cognitive Clarity

• Need for Cognitive Closure

• Need for Cognitive Confusion

• Need for Cognitive Control

Which group of people is more likely to comply with the DTR technique according to Kardes et al. (2007)?

• People with low NFCC

• People with high NFCC

• People who dislike bargains

• People who enjoy ambiguity

What was the main aim of Experiment 2 conducted by Kardes et al. (2007)?

• To test the effectiveness of the DTR technique in a laboratory setting

• To investigate the extent to which the effectiveness of the DTR technique is moderated by the need for cognitive closure

• To compare the DTR technique with other sales techniques

• To measure the long-term effects of the DTR technique

What was the percentage of students in the DTR group who agreed to pay the 3 Euro membership fee?

• 13%

• 30%

• 43%

• 50%

Which statement is true regarding the control group in Kardes et al.'s experiment?

• They received a disrupt message only

• They received a reframe message only

• They received both disrupt and reframe messages

• They received no message at all

What is a possible explanation for the success of the DTR technique according to Kardes et al. (2007)?

• The technique is confusing and leads to frustration

• The technique satisfies the need for cognitive closure by resolving ambiguity

• The technique is more expensive and thus more appealing

• The technique is only effective in laboratory settings

What is the effect of high NFCC on the effectiveness of the DTR technique?

• It decreases the effectiveness

• It has no effect

• It increases the effectiveness

• It makes the technique irrelevant

Which of the following is a situational factor that affects the need for cognitive closure?

• Individual's cultural background

• Time pressure

• Personal preferences

• Educational level