When is Statistical Evidence Superior to Anecdotal Evidence in Supporting Probability Claims? The Role of Argument Type

Under certain conditions, statistical evidence is more persuasive than anecdotal evidence in supporting a claim about the probability that a certain event will occur. In three experiments, it is shown that the type of argument is an important condition in this respect. If the evidence is part of an argument by generalization, statistical evidence is more persuasive compared with anecdotal evidence (Experiments 1 and 2). In the case of argument by analogy, statistical and anecdotal evidences are equally persuasive (Experiments 2 and 3). However, if the case in the anecdotal evidence is dissimilar from the case in the claim, statistical evidence is again more persuasive (Experiment 3). The implications of these results for the concept of argument quality are discussed.

[1]  Dolf Zillmann,et al.  Exemplification Theory: Judging the Whole by Some of Its Parts , 1999 .

[2]  William J. McGuire,et al.  Standing on the Shoulders of Ancients: Consumer Research, Persuasion, and Figurative Language , 2000 .

[3]  Hans Hoeken,et al.  Anecdotal, Statistical, and Causal Evidence: Their Perceived and Actual Persuasiveness , 2001 .

[4]  S. Shyam Sundar,et al.  Impression-formation effects of printed news varying in descriptive precision and exemplifications. , 1992 .

[5]  Tina M. Lowrey The Effects of Syntactic Complexity on Advertising Persuasiveness , 1998 .

[6]  Hans Hoeken,et al.  The Impact of Exemplars on Responsibility Stereotypes in Fund-Raising Letters , 2007, Commun. Res..

[7]  Daniel J. O'Keefe,et al.  The Search for Reliable Generalizations about Messages: A Comparison of Research Strategies. , 1988 .

[8]  D. O’Keefe Persuasion : theory & research , 2002 .

[9]  Billi Randall,et al.  The processing of English regular inflections: Phonological cues to morphological structure , 2008, Cognition.

[10]  Richard J. Lutz,et al.  The Role of Argument Quality in the Elaboration Likelihood Model , 1988 .

[11]  S. Chaiken The heuristic model of persuasion. , 1987 .

[12]  K. Forster,et al.  More on the language-as-fixed-effect fallacy: Monte Carlo estimates of error rates for F1,F2,F′, and min F′ , 1976 .

[13]  Douglas Walton,et al.  Fundamentals Of Argumentation Theory , 1996 .

[14]  E. Das,et al.  What works best: objective statistics or a personal testimonial? An assessment of the persuasive effects of different types of message evidence on risk perception. , 2008, Health psychology : official journal of the Division of Health Psychology, American Psychological Association.

[15]  Martin Fishbein,et al.  Acceptance yielding and impact: cognitive processes in persuasion. , 1981 .

[16]  Laura C. Dilley,et al.  Distal prosodic context affects word segmentation and lexical processing , 2008 .

[17]  Hans Hoeken,et al.  Cultural Differences in the Persuasiveness of Evidence Types and Evidence Quality , 2007 .

[18]  J.A.L. Hoeken,et al.  Argument quality in the Elaboration Likelihood Model: An empirical study of strong and weak arguments in a persuasive message , 2006 .

[19]  J. A. Blair,et al.  Anyone who has a view : theoretical contributions to the study of argumentation , 2003 .

[20]  Dolf Zillmann,et al.  Exemplification Effects in the Promotion of Safety and Health , 2006 .

[21]  Thomas Hugh Feeley,et al.  Reactions to Narrative and Statistical Written Messages Promoting Organ Donation , 2006 .

[22]  Lettica Hustinx,et al.  The influence of additional information on the persuasiveness of flawed arguments by analogy , 2007 .

[23]  P. Schellens,et al.  Argumentation Schemes in Persuasive Brochures , 2004 .

[24]  Hans Hoeken Convincing citizens: The role of argument quality , 2001 .

[25]  Arch G. Woodside,et al.  Testing consumers' motivation and linguistic ability as moderators of advertising readability , 2003 .

[26]  Mike Allen,et al.  Testing the persuasiveness of evidence: Combining narrative and statistical forms , 2000 .

[27]  Joohn C. Reinard The Empirical Study of the Persuasive Effects of Evidence The Status After Fifty Years of Research , 1988 .

[28]  J Baron,et al.  The Inclusion of Patient Testimonials in Decision Aids , 2001, Medical decision making : an international journal of the Society for Medical Decision Making.

[29]  Edward Krupat,et al.  Generalizing From Atypical Cases: How General a Tendency? , 1997 .

[30]  T. Levine,et al.  The Effects of Argument Quality and Involvement Type on Attitude Formation and Attitude Change: A Test of Dual-Process and Social Judgment Predictions , 2007 .

[31]  Hans-Bernd Brosius,et al.  The Utility of Exemplars in Persuasive Communications , 1994 .

[32]  Blair T. Johnson,et al.  Communication and Attitude Change: Causes, Processes, and Effects , 2005 .

[33]  R. V. E. Dijk,et al.  The Concept of Argument Quality in the Elaboration Likelihood Model , 2003 .

[34]  P. Ubel,et al.  Reducing the Influence of Anecdotal Reasoning on People’s Health Care Decisions: Is a Picture Worth a Thousand Statistics? , 2005, Medical decision making : an international journal of the Society for Medical Decision Making.

[35]  Daniël Janssen,et al.  Reading and Writing Public Documents , 2001 .

[36]  Thomas R. Koballa Persuading Teachers to Reexamine the Innovative Elementary Science Programs of Yesterday: The Effect of Anecdotal Versus Data-Summary Communications. , 1986 .

[37]  Matthias Scheutz,et al.  Effects of morphosyntactic gender features in bilingual language processing , 2004 .

[38]  M. Slater,et al.  Value-Affirmative and Value-Protective Processing of Alcohol Education Messages That Include Statistical Evidence or Anecdotes , 1996 .

[39]  Judee K. Burgoon,et al.  The Temporal Effects of Story and Statistical Evidence on Belief Change , 1994 .

[40]  Richard D. Rieke,et al.  Argumentation and the decision making process , 1984 .

[41]  Franziska Marquart,et al.  Communication and persuasion : central and peripheral routes to attitude change , 1988 .

[42]  Raymond W. Preiss,et al.  Comparing the persuasiveness of narrative and statistical evidence using meta‐analysis , 1997 .