Paper – The Persuasive Power of Knowledge: Testing the Confidence Heurist

Pulford, B. D., Colman, A. M., Buabang, E. K., & Krockow, E. M. (2018). The persuasive power of knowledge: Testing the confidence heuristic. [free full text PDF] Journal of Experimental Psychology: General. Advance online publication. “According to the confidence heuristic, people are confident when they know they are right, and their confidence makes them persuasive. Previous experiments have investigated the confidence–persuasiveness aspect of the heuristic but not the integrated knowledge–confidence–persuasiveness hypothesis. We report 3 experiments to test the heuristic using incentivized interactive decisions with financial outcomes in which pairs of participants with common interests attempted to identify target stimuli after conferring, only 1 pair member having strong information about the target. Experiment 1, through the use of a facial identification task, confirmed the confidence heuristic. Experiment…

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