Testing increased friendliness as an explanation of the evoking freedom compliance-gaining technique [Articol]

Abstract

It was hypothesized that the enhanced compliance rate associated with the use of the “evoking freedom” technique of compliance-gaining may be explained by a causal model in which the use of the technique causes the target to perceive the requester as friendlier, which increases the target’s likelihood of compliance. A research question explored the extent to which targets of the evoking freedom request had to recall hearing the key phrase for the effect to occur. These issues were examined using previously unreported measures from a larger data collection of a series of 6 studies. Averaging the effects across the studies (N = 720), weak fit was found for the three-variable model. Targets who recalled the phrase complied more than those who did not.