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The authors argued that its impact is generalizable across interpersonal influence situations. In addition, based on the thought-disruption hypothesis, the authors expected that disrupting the sales script not only increases the impact of the new reframing but also increases the effectiveness of other persuasive elements embedded in the influence setting. Study 1 showed that the DTR technique fostered compliance with both commercial and nonprofit sales scripts. The results of Study 2 replicated this finding and were in line with the thought-disruption hypothesis: A familiar brand embedded in a DTR context resulted in more compliance (higher purchase rates) than when paired with a regular sales script.<\/jats:p>","DOI":"10.1177\/0093650205285367","type":"journal-article","created":{"date-parts":[[2006,2,22]],"date-time":"2006-02-22T13:32:12Z","timestamp":1140615132000},"page":"136-151","source":"Crossref","is-referenced-by-count":11,"title":["Interpersonal Communication and Compliance"],"prefix":"10.1177","volume":"33","author":[{"given":"Bob M.","family":"Fennis","sequence":"first","affiliation":[{"name":"University of Twente, Enschede, Netherlands,"}],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Enny","family":"Das","sequence":"additional","affiliation":[{"name":"Vrije Universiteit, Amsterdam, Netherlands"}],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Ad Th.H.","family":"Pruyn","sequence":"additional","affiliation":[{"name":"University of Twente, Enschede, Netherlands"}],"role":[{"role":"author","vocabulary":"crossref"}]}],"member":"179","published-online":{"date-parts":[[2006,4,1]]},"reference":[{"key":"atypb1","doi-asserted-by":"publisher","DOI":"10.1037\/0021-9010.71.2.323"},{"key":"atypb2","doi-asserted-by":"publisher","DOI":"10.1086\/376800"},{"key":"atypb3","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.39.5.752"},{"key":"atypb4","volume-title":"Dual process theories in social psychology","author":"Chaiken, S.","year":"1999"},{"key":"atypb5","doi-asserted-by":"publisher","DOI":"10.2501\/JAR-42-3-33-43"},{"key":"atypb6","volume-title":"Influence: Science and practice","author":"Cialdini, R. 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