Narrative premiums in policy persuasion

Survey experiments have shown mixed results about the effect of information provision on attitudes toward controversial policies. We argue that one reason is varied receptiveness to different modes of information. Prior research suggests that people selectively ignore factual, statistical information that contradicts prior beliefs but are more attentive to narrative information that describes individual experiences. We test this in the context of Japanese attitudes toward poverty relief programs, which are less popular than other welfare expenditures. Using a conjoint survey, we show that there is a "narrative premium": Respondents who are shown a narrative story about the plight of a single mother are more likely to support higher expenditures on poverty relief than those who are shown statistical information about the share of single parents living in poverty. This premium is particularly effective in strengthening the convictions of those who are already aware of levels of societal poverty.