Testing the Reactance vs. the Reciprocity of Politeness Explanations for the Effectiveness of the “But You Are Free” Compliance-Gaining Technique

• In Event: Persuasion, Compliance, and Attitude Change

Abstract

The “but you are free” (BYAF) technique of gaining compliance was designed to increase compliance by reducing reactance aroused by the request. This study collected data in France (N = 372) and the US (N = 240) to test a 3 (direct request, polite request, or BYAF) X 2 (requester benefits or 3rd party group benefits) design. The study was designed to offer a critical test of the reactance and the reciprocal politeness explanations of the technique. The French sample replicated the effectiveness of the technique and was consistent with the reactance explanation. The American sample did not replicate the technique but found an increase in compliance for the polite request, but only when the requester was the beneficiary. Possible explanations for the discrepant findings are discussed.

Authors

• Christopher John Carpenter, Western Illinois U

• Alexandre Pascual, U of Bordeaux 2