Self-Persuasion: Evidence from Field Experiments at International Debating Competitions

• 成果类型: Article
• 署名作者: Schwardmann, Peter; Tripodi, Egon; van der Weele, Joel J.
• 署名单位: Carnegie Mellon University; University of Essex; University of Amsterdam; Tinbergen Institute
• 刊物名称: AMERICAN ECONOMIC REVIEW
• ISSN/ISSBN: 0002-8282
• DOI: 10.1257/aer.20200372
• 发表日期: 2022
• 页码: 1118-1146
• 关键词: measuring social preferences; cognitive-dissonance; BIASED JUDGMENTS; polarization; fairness; consumption; identification; CONSEQUENCES; arguments; beliefs

摘要

Laboratory evidence shows that when people have to argue for a given position, they persuade themselves about the position's factual and moral superiority. Such self-persuasion limits the potential of communication to resolve conflict and reduce polarization. We test for this phenomenon in a field setting, at international debating competitions that randomly assign experienced and motivated debaters to argue one side of a topical motion. We find self-persuasion in factual beliefs and confidence in one's position. Effect sizes are smaller than in the laboratory, but robust to a one-hour exchange of arguments and a tenfold increase in incentives for accuracy.