Testing the reactance vs. the reciprocity of politeness explanations for the effectiveness of the “but you are free” compliance-gaining technique

IF 1.8 3区心理学 Q3 PSYCHOLOGY, SOCIAL

Social Influence Pub Date : 2016-03-14 DOI:10.1080/15534510.2016.1156569

Christopher J. Carpenter, A. Pascual

引用次数: 4

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.

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测试“但是你是自由的”顺从获取技巧在礼貌解释中的有效性的抗拒性和互惠性

摘要:本文通过两项研究来评估“但是你有空”(BYAF)技巧在获得服从的有效性中，是抗拒还是礼貌更有效。第一个是在美国进行的一项在线调查(N = 131)，发现与控制或礼貌的请求相比，BYAF与更低的感知自由威胁相关。第二项是实地研究，在法国(N = 372)、挪威(N = 360)和美国(N = 108)收集数据，以测试3(直接请求、礼貌请求或BYAF) × 2(请求者福利或第三方团体福利)设计。与其他两个消息相比，BYAF具有更高的遵从性。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Social Influence PSYCHOLOGY, SOCIAL-

CiteScore

1.50

自引率

0.00%

发文量

期刊介绍： Social Influence is a journal that provides an integrated focus for research into this important, dynamic, and multi-disciplinary field. Topics covered include: conformity, norms, social influence tactics such as norm of reciprocity, authority, scarcity, interpersonal influence, persuasion, power, advertising, mass media effects, political persuasion, propaganda, comparative influence, compliance, minority influence, influence in groups, cultic influence, social movements, social contagions, rumors, resistance to influence, influence across cultures, and the history of influence research.