Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/295066 
Year of Publication: 
2024
Series/Report no.: 
WZB Discussion Paper No. SP II 2023-301r
Publisher: 
Wissenschaftszentrum Berlin für Sozialforschung (WZB), Berlin
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.
Subjects: 
Narratives
beliefs
explanations
mental models
experiment
financial advice
JEL: 
D83
G40
G50
C90
Additional Information: 
January 2023 (revised April 2024)
Document Type: 
Working Paper

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