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“Free to Say No”: Evoking freedom increased compliance in two field experiments

“Free to Say No”: Evoking freedom increased compliance in two field experiments The evoking freedom or “but you are free” (BYAF) technique is a social influence tactic that offers recipients the freedom to accept or decline a request. This research tested the effectiveness of the evoking freedom technique in two field experiments. Participants were asked either to complete a survey (Experiment 1) or to allow a stranger to borrow their mobile phone to make a call (Experiment 2) on an urban university campus. Half of the requests involved language that evoked freedom, and half of the requests were direct. In both experiments, results showed significantly greater compliance in the evoking freedom condition. This research extends previous work by demonstrating the effectiveness of the technique using a high-stakes request and in a culture other than that of France, where the majority of evoking freedom studies have been conducted. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png The Journal of Social Psychology Taylor & Francis

“Free to Say No”: Evoking freedom increased compliance in two field experiments

“Free to Say No”: Evoking freedom increased compliance in two field experiments

The Journal of Social Psychology , Volume 159 (4): 8 – Jul 4, 2019

Abstract

The evoking freedom or “but you are free” (BYAF) technique is a social influence tactic that offers recipients the freedom to accept or decline a request. This research tested the effectiveness of the evoking freedom technique in two field experiments. Participants were asked either to complete a survey (Experiment 1) or to allow a stranger to borrow their mobile phone to make a call (Experiment 2) on an urban university campus. Half of the requests involved language that evoked freedom, and half of the requests were direct. In both experiments, results showed significantly greater compliance in the evoking freedom condition. This research extends previous work by demonstrating the effectiveness of the technique using a high-stakes request and in a culture other than that of France, where the majority of evoking freedom studies have been conducted.

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References (34)

Publisher
Taylor & Francis
Copyright
© 2018 Taylor & Francis
ISSN
1940-1183
eISSN
0022-4545
DOI
10.1080/00224545.2018.1505707
Publisher site
See Article on Publisher Site

Abstract

The evoking freedom or “but you are free” (BYAF) technique is a social influence tactic that offers recipients the freedom to accept or decline a request. This research tested the effectiveness of the evoking freedom technique in two field experiments. Participants were asked either to complete a survey (Experiment 1) or to allow a stranger to borrow their mobile phone to make a call (Experiment 2) on an urban university campus. Half of the requests involved language that evoked freedom, and half of the requests were direct. In both experiments, results showed significantly greater compliance in the evoking freedom condition. This research extends previous work by demonstrating the effectiveness of the technique using a high-stakes request and in a culture other than that of France, where the majority of evoking freedom studies have been conducted.

Journal

The Journal of Social PsychologyTaylor & Francis

Published: Jul 4, 2019

Keywords: BYAF; compliance technique; evoking freedom; reactance theory; social influence

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