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Narrative persuasion

Author

Listed:
  • Barron, Kai
  • Fries, Tilman

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.

Suggested Citation

  • Barron, Kai & Fries, Tilman, 2024. "Narrative persuasion," Discussion Papers, Research Unit: Economics of Change SP II 2023-301r, WZB Berlin Social Science Center.
    • Handle: RePEc:zbw:wzbeoc:295066
    Note: January 2023 (revised April 2024)
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    More about this item

    Keywords

    Narratives; beliefs; explanations; mental models; experiment; financial advice;
    All these keywords.

    JEL classification:

    • D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness
    • G40 - Financial Economics - - Behavioral Finance - - - General
    • G50 - Financial Economics - - Household Finance - - - General
    • C90 - Mathematical and Quantitative Methods - - Design of Experiments - - - General

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