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2018 ; 55
(4
): 371-386
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Argument Strength and the Persuasiveness of Stories
#MMPMID29805322
Schreiner C
; Appel M
; Isberner MB
; Richter T
Discourse Process
2018[]; 55
(4
): 371-386
PMID29805322
show ga
Stories are a powerful means to change people's attitudes and beliefs. The aim of
the current work was to shed light on the role of argument strength (argument
quality) in narrative persuasion. The present study examined the influence of
strong versus weak arguments on attitudes in a low or high narrative context.
Moreover, baseline attitudes, interindividual differences in working memory
capacity, and recipients' transportation were examined. Stories with strong
arguments were more persuasive than stories with weak arguments. This main effect
was qualified by a two-way interaction with baseline attitude, revealing that
argument strength had a greater impact on individuals who initially were
particularly doubtful toward the story claim. Furthermore, we identified a
three-way interaction showing that argument strength mattered most for recipients
who were deeply transported into the story world in stories that followed a
typical narrative structure. These findings provide an important specification of
narrative persuasion theory.
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