An Examination of the But-You-Are-Free (BYAF) Technique Effectiveness

• In Event: Persuasion I: Strategies

Abstract

The “but-you-are-free” technique (BYAF) consists of a direct request with an added phrase that emphasizes the target’s freedom to comply or not. Prior research suggests that BYAF is more effective in individualist countries where personal freedom is important, as compared to collectivist countries where personal freedom is less emphasized (Pascual et al., 2012). Three studies were conducted to assess the effectiveness of the technique in the United States (US), an individualist country. Study 1 simply sought to replicate the BYAF effect in the US. Results indicated that the BYAF and a direct request did not differ in effectiveness. Study 2 sought to attempt another replication, however, with a slight variation to the type of request. Results indicated that the BYAF’s effectiveness was moderated by gender of participants. Study 3 was conducted in order to assess whether the type of request, the topic of the request, or the placement of the BYAF phrase affected BYAF effectiveness. Results indicated that there were no differences in effectiveness between the BYAF and a direct request. Implications for the BYAF and future research are discussed.

Authors

• Allison Zorzie Shaw, University at Buffalo-SUNY

• Tanuka Mukherjee, U of Buffalo - SUNY

• Erik Messerschmidt, U at Buffalo

• Emily A. Dolan, U of Buffalo - SUNY

• Kenton Bruce Anderson, U of Buffalo - SUNY