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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.

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Metadaten
Document Type:Working Paper
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
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