Self-referencing and persuasion¶
Escalas, J. E. (2007). Self-referencing and persuasion: Narrative transportation versus analytical elaboration. Journal of Consumer Research, 33(4), 421-429.
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Primes¶
- Narrative Persuasion
- The historical shift from "feature lists" to "brand stories" is a deliberate move from the argumentative route to narrative persuasion, a move Escalas (2007) documents experimentally by showing that narrative self-referencing transports consumers and renders persuasion insensitive to weak-argument scrutiny in ways analytical self-referencing does not.
This sourceExperimental demonstration: narrative self-referencing persuades via transportation (absorption into story-like thoughts) and renders persuasion insensitive to argument strength, while analytical self-referencing operates through conventional elaboration and shows the standard strong-vs-weak-argument effect; ad skepticism moderates narrative transportation.
- The historical shift from "feature lists" to "brand stories" is a deliberate move from the argumentative route to narrative persuasion, a move Escalas (2007) documents experimentally by showing that narrative self-referencing transports consumers and renders persuasion insensitive to weak-argument scrutiny in ways analytical self-referencing does not.
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