TY - RPRT A1 - Barron, Kai A1 - Fries, Tilman T1 - Narrative Persuasion T2 - Berlin School of Economics Discussion Papers N2 - 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. T3 - Berlin School of Economics Discussion Papers - 39 Y1 - 2024 UR - http://nbn-resolving.de/urn/resolver.pl?urn:nbn:de:kobv:b1570-opus4-54266 UR - https://berlinschoolofeconomics.de/insights/discussion-papers ET - No. 39 ER -