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Narrative persuasion
[working paper]
dc.contributor.author | Barron, Kai | de |
dc.contributor.author | Fries, Tilman | de |
dc.date.accessioned | 2024-05-15T13:25:19Z | |
dc.date.available | 2024-05-15T13:25:19Z | |
dc.date.issued | 2024 | de |
dc.identifier.uri | https://www.ssoar.info/ssoar/handle/document/94128 | |
dc.description.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. | de |
dc.language | en | de |
dc.subject.ddc | Psychologie | de |
dc.subject.ddc | Psychology | en |
dc.subject.other | narratives; beliefs; experiment; explanations; financial advice; mental models | de |
dc.title | Narrative persuasion | de |
dc.description.review | begutachtet | de |
dc.description.review | reviewed | en |
dc.source.volume | SP II 2023-301r | de |
dc.publisher.country | DEU | de |
dc.publisher.city | Berlin | de |
dc.source.series | Discussion Papers / Wissenschaftszentrum Berlin für Sozialforschung, Forschungsschwerpunkt Markt und Entscheidung, Abteilung Ökonomik des Wandels | |
dc.subject.classoz | angewandte Psychologie | de |
dc.subject.classoz | Applied Psychology | en |
dc.rights.licence | Deposit Licence - Keine Weiterverbreitung, keine Bearbeitung | de |
dc.rights.licence | Deposit Licence - No Redistribution, No Modifications | en |
ssoar.contributor.institution | WZB | de |
internal.status | formal und inhaltlich fertig erschlossen | de |
dc.type.stock | monograph | de |
dc.type.document | Arbeitspapier | de |
dc.type.document | working paper | en |
dc.source.pageinfo | 95 | de |
internal.identifier.classoz | 10709 | |
internal.identifier.document | 3 | |
dc.contributor.corporateeditor | Wissenschaftszentrum Berlin für Sozialforschung gGmbH | |
internal.identifier.corporateeditor | 381 | |
internal.identifier.ddc | 150 | |
dc.description.pubstatus | Veröffentlichungsversion | de |
dc.description.pubstatus | Published Version | en |
internal.identifier.licence | 3 | |
internal.identifier.pubstatus | 1 | |
internal.identifier.review | 2 | |
internal.identifier.series | 920 | |
internal.dda.reference | https://www.econstor.eu/oai/request@@oai:econstor.eu:10419/295066 | |
dc.identifier.handle | https://hdl.handle.net/10419/295066 | de |
ssoar.urn.registration | false | de |
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angewandte Psychologie
Applied Psychology