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Social values as arguments: similar is convincing
Politicians, philosophers, and rhetors engage in co-value argumentation: appealing to one value in order to support another value (e.g., “equality leads to freedom”). Across four experiments in the United Kingdom and India, we found that the psychological relatedness of values affects the persuasive...
Autores principales: | , , , , , |
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Formato: | Online Artículo Texto |
Lenguaje: | English |
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Frontiers Media S.A.
2014
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Materias: | |
Acceso en línea: | https://www.ncbi.nlm.nih.gov/pmc/articles/PMC4124278/ https://www.ncbi.nlm.nih.gov/pubmed/25147529 http://dx.doi.org/10.3389/fpsyg.2014.00829 |
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author | Maio, Gregory R. Hahn, Ulrike Frost, John-Mark Kuppens, Toon Rehman, Nadia Kamble, Shanmukh |
author_facet | Maio, Gregory R. Hahn, Ulrike Frost, John-Mark Kuppens, Toon Rehman, Nadia Kamble, Shanmukh |
author_sort | Maio, Gregory R. |
collection | PubMed |
description | Politicians, philosophers, and rhetors engage in co-value argumentation: appealing to one value in order to support another value (e.g., “equality leads to freedom”). Across four experiments in the United Kingdom and India, we found that the psychological relatedness of values affects the persuasiveness of the arguments that bind them. Experiment 1 found that participants were more persuaded by arguments citing values that fulfilled similar motives than by arguments citing opposing values. Experiments 2 and 3 replicated this result using a wider variety of values, while finding that the effect is stronger among people higher in need for cognition and that the effect is mediated by the greater plausibility of co-value arguments that link motivationally compatible values. Experiment 4 extended the effect to real-world arguments taken from political propaganda and replicated the mediating effect of argument plausibility. The findings highlight the importance of value relatedness in argument persuasiveness. |
format | Online Article Text |
id | pubmed-4124278 |
institution | National Center for Biotechnology Information |
language | English |
publishDate | 2014 |
publisher | Frontiers Media S.A. |
record_format | MEDLINE/PubMed |
spelling | pubmed-41242782014-08-21 Social values as arguments: similar is convincing Maio, Gregory R. Hahn, Ulrike Frost, John-Mark Kuppens, Toon Rehman, Nadia Kamble, Shanmukh Front Psychol Psychology Politicians, philosophers, and rhetors engage in co-value argumentation: appealing to one value in order to support another value (e.g., “equality leads to freedom”). Across four experiments in the United Kingdom and India, we found that the psychological relatedness of values affects the persuasiveness of the arguments that bind them. Experiment 1 found that participants were more persuaded by arguments citing values that fulfilled similar motives than by arguments citing opposing values. Experiments 2 and 3 replicated this result using a wider variety of values, while finding that the effect is stronger among people higher in need for cognition and that the effect is mediated by the greater plausibility of co-value arguments that link motivationally compatible values. Experiment 4 extended the effect to real-world arguments taken from political propaganda and replicated the mediating effect of argument plausibility. The findings highlight the importance of value relatedness in argument persuasiveness. Frontiers Media S.A. 2014-08-07 /pmc/articles/PMC4124278/ /pubmed/25147529 http://dx.doi.org/10.3389/fpsyg.2014.00829 Text en Copyright © 2014 Maio, Hahn, Frost, Kuppens, Rehman and Kamble. http://creativecommons.org/licenses/by/3.0/ This is an open-access article distributed under the terms of the Creative Commons Attribution License (CC BY). The use, distribution or reproduction in other forums is permitted, provided the original author(s) or licensor are credited and that the original publication in this journal is cited, in accordance with accepted academic practice. No use, distribution or reproduction is permitted which does not comply with these terms. |
spellingShingle | Psychology Maio, Gregory R. Hahn, Ulrike Frost, John-Mark Kuppens, Toon Rehman, Nadia Kamble, Shanmukh Social values as arguments: similar is convincing |
title | Social values as arguments: similar is convincing |
title_full | Social values as arguments: similar is convincing |
title_fullStr | Social values as arguments: similar is convincing |
title_full_unstemmed | Social values as arguments: similar is convincing |
title_short | Social values as arguments: similar is convincing |
title_sort | social values as arguments: similar is convincing |
topic | Psychology |
url | https://www.ncbi.nlm.nih.gov/pmc/articles/PMC4124278/ https://www.ncbi.nlm.nih.gov/pubmed/25147529 http://dx.doi.org/10.3389/fpsyg.2014.00829 |
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