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...

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Main Authors:	Maio, Gregory R., Hahn, Ulrike, Frost, John-Mark, Kuppens, Toon, Rehman, Nadia, Kamble, Shanmukh
Format:	Online
Language:	English
Published:	Frontiers Media S.A. 2014
Online Access:	https://www.ncbi.nlm.nih.gov/pmc/articles/PMC4124278/

id	pubmed-4124278
recordtype	oai_dc
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 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.
repository_type	Open Access Journal
institution_category	Foreign Institution
institution	US National Center for Biotechnology Information
building	NCBI PubMed
collection	Online Access
language	English
format	Online
author	Maio, Gregory R. Hahn, Ulrike Frost, John-Mark Kuppens, Toon Rehman, Nadia Kamble, Shanmukh
spellingShingle	Maio, Gregory R. Hahn, Ulrike Frost, John-Mark Kuppens, Toon Rehman, Nadia Kamble, Shanmukh Social values as arguments: similar is convincing
author_facet	Maio, Gregory R. Hahn, Ulrike Frost, John-Mark Kuppens, Toon Rehman, Nadia Kamble, Shanmukh
author_sort	Maio, Gregory R.
title	Social values as arguments: similar is convincing
title_short	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_sort	social values as arguments: similar is convincing
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.
publisher	Frontiers Media S.A.
publishDate	2014
url	https://www.ncbi.nlm.nih.gov/pmc/articles/PMC4124278/
_version_	1613121762607759360

Social values as arguments: similar is convincing

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