Narrative persuasion and overcoming resistance

Cin, Sonya Dal; Zanna, Mark P.; Fong, Geoffrey T.; Gibson, Bryan

doi:10.1037/e633872013-232

Cited by 238 publications

(328 citation statements)

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“…Although previous findings suggest that state transportation can affect beliefs, whereas prior beliefs are less likely to influence transportation (Dal Cin, Zanna, & Fong, 2004), a stricter test of the moderation hypothesis would involve an experimental manipulation of transportation.…”

Section: Discussionmentioning

confidence: 99%

Stories can influence the self-concept

Richter

Appel

Calio³

2013

Social Influence

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Section: Discussionmentioning

confidence: 99%

Stories can influence the self-concept

Richter

Appel

Calio³

2013

Social Influence

View full text Add to dashboard Cite

“…Narratives may also reduce resistance, because they are a relatively subtle form of persuasion (32). In many narratives, individuals may not be forewarned of the persuasive intent, and thus may not marshal their cognitive resources to defend against a potentially counterattitudinal message.…”

Section: Capabilities Of Narrative Overcoming Resistance To Cancer Prmentioning

confidence: 99%

Narrative communication in cancer prevention and control: A framework to guide research and application

et al. 2007

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Narrative forms of communication-including entertainment education, journalism, literature, testimonials, and storytelling-are emerging as important tools for cancer prevention and control. To stimulate critical thinking about the role of narrative in cancer communication and promote a more focused and systematic program of research to understand its effects, we propose a typology of narrative application in cancer control. We assert that narrative has four distinctive capabilities: overcoming resistance, facilitating information processing, providing surrogate social connections, and addressing emotional and existential issues. We further assert that different capabilities are applicable to different outcomes across the cancer control continuum (e.g., prevention, detection, diagnosis, treatment, survivorship). This article describes the empirical evidence and theoretical rationale supporting propositions in the typology, identifies variables likely to moderate narrative effects, raises ethical

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“…Psychologists differ regarding the mechanism governing this cognitive preference for narrative learning, but it seems likely that narratives derive their power from their use of important units of cognition (''schemas'') consisting of hierarchically organized set pieces in the mind (Mandler 1984). Complementary theories hold that narratives trigger existing knowledge in the listener's mind, reiterating consistent connections among events and objects (Schank and Berman 2002), or else that the listener more easily identifies with a narrated story and is thereby more affected by it Dal Cin et al 2004).…”

Section: Narratives Are the Most Directly Digestible Form Of Environmmentioning

confidence: 99%

Narratives Can Motivate Environmental Action: The Whiskey Creek Ocean Acidification Story

Kelly

Cooley

Klinger

2013

AMBIO

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Even when environmental data quantify the risks and benefits of delayed responses to rapid anthropogenic change, institutions rarely respond promptly. We propose that narratives complementing environmental datasets can motivate responsive environmental policy. To explore this idea, we relate a case study in which a narrative of economic loss due to regionally rapid ocean acidification-an anthropogenic change-helped connect knowledge with action. We pose three hypotheses to explain why narratives might be particularly effective in linking science to environmental policy, drawing from the literature of economics, environmental policy, and cognitive psychology. It seems that yet-untold narratives may hold similar potential for strengthening the feedback between environmental data and policy and motivating regional responses to other environmental problems.

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Narrative persuasion and overcoming resistance

Cited by 238 publications

References 0 publications

Stories can influence the self-concept

Stories can influence the self-concept

Narrative communication in cancer prevention and control: A framework to guide research and application

Narratives Can Motivate Environmental Action: The Whiskey Creek Ocean Acidification Story

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