Narrative Persuasion
- 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.
Document Type: | Working Paper |
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Language: | English |
Author(s): | Kai Barron, Tilman Fries |
Parent Title (English): | Berlin School of Economics Discussion Papers |
Hertie Collections (Serial Number): | Berlin School of Economics Discussion Papers (39) |
Publication year: | 2024 |
Publishing Institution: | Hertie School |
Number pages: | 95 |
Related URL: | https://berlinschoolofeconomics.de/insights/discussion-papers |
DOI: | https://doi.org/10.48462/opus4-5426 |
Release Date: | 2024/05/08 |
Edition: | No. 39 |
Hertie School Research: | BerlinSchoolOfEcon_Discussion_Papers |
Licence of document (German): | Creative Commons - CC BY - 4.0 International |