@techreport{BarronFries, type = {Working Paper}, author = {Barron, Kai and Fries, Tilman}, title = {Narrative Persuasion}, series = {Berlin School of Economics Discussion Papers}, journal = {Berlin School of Economics Discussion Papers}, edition = {No. 39}, doi = {10.48462/opus4-5426}, url = {http://nbn-resolving.de/urn:nbn:de:kobv:b1570-opus4-54266}, pages = {95}, abstract = {We study how one person may shape the way another person interprets objective information. They do this by proposing a sense-making explanation (or narrative). Using a theory-driven experiment, we investigate the mechanics of such narrative persuasion. Our results reveal several insights. First, narratives are persuasive: We find that they systematically shift beliefs. Second, narrative fit (coherence with the facts) is a key determinant of persuasiveness. Third, this fit-heuristic is anticipated by narrative-senders, who systematically tailor their narratives to the facts. Fourth, the features of a competing narrative predictably influence both narrative construction and adoption.}, language = {en} }