Testing the reactance vs. the reciprocity of politeness explanations for the effectiveness of the "but you are free" compliance-gaining technique. (2nd April 2016)

• Record Type: Journal Article
• Authors: Carpenter, Christopher J.; Pascual, Alexandre
• Is Part Of: Social influence. Volume 11:Number 2(2016)
• Page Start: 101
• Page End: 110
• Publication Date: 2016-04-02
• Subjects: Compliance-gaining -- social influence -- reactance -- politeness -- field study; Social influence -- Periodicals; 302.13
• DOI: 10.1080/15534510.2016.1156569
• Languages: English
• ISSNs: 1553-4510

Abstract

Abstract: Two studies were conducted to assess whether reactance or politeness offers a better explanation of the effectiveness of the "but you are free" (BYAF) technique of gaining compliance. The first was conducted with an online survey in the US ( N = 131) and found that the BYAF was associated with lower perceived freedom threat than a control or polite request. The second was a field study and collected data in France ( N = 372), Norway ( N = 360), and the US ( N = 108) to test a 3 (direct request, polite request, or BYAF) × 2 (requester benefits or 3rd party group benefits) design. The BYAF was associated with higher compliance than the other two messages.