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Helping Made Easy: Ease of Argument Generation Enhances Intentions to Help

Müller, Barbara C. N. and van Someren, Daniël H. and Gloudemans, Renate T. M. and Van Leeuwen, Matthijs L. and Greifeneder, Rainer. (2017) Helping Made Easy: Ease of Argument Generation Enhances Intentions to Help. Social Psychology, 48 (2). pp. 113-121.

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Official URL: http://edoc.unibas.ch/52785/

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Abstract

Previous work has shown that self-generating arguments is more persuasive than reading arguments provided by others, particularly if self-generation feels easy. The present study replicates and extends these findings by providing evidence for fluency effects on behavioral intention in the realm of helping. In two studies, participants were instructed to either self-generate or read two versus ten arguments about why it is good to help. Subsequently, a confederate asked them for help. Results show that self-generating few arguments is more effective than generating many arguments. While this pattern reverses for reading arguments, easy self-generation is the most effective strategy compared to all other conditions. These results have important implications for fostering behavioral change in all areas of life.
Faculties and Departments:07 Faculty of Psychology > Departement Psychologie > Forschungsbereich Sozial-, Wirtschafts- und Entscheidungspsychologie > Sozialpsychologie (Greifeneder)
UniBasel Contributors:Greifeneder, Rainer
Item Type:Article, refereed
Article Subtype:Research Article
Publisher:Hogrefe
ISSN:1864-9335
e-ISSN:2151-2590
Note:Publication type according to Uni Basel Research Database: Journal article
Language:English
Identification Number:
Last Modified:08 Oct 2018 10:55
Deposited On:28 Sep 2017 10:05

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