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Updated: Jun 14, 2025

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Self-persuasion does not imply self-deception.

Yunhao Zhang1, David G Rand2

  • 1University of California, Berkeley, USA.

Cognition
|June 12, 2025
PubMed
Summary
This summary is machine-generated.

The self-persuasion effect, where people change beliefs to persuade others, may not stem from self-deception. Instead, it arises from exposure to goal-aligned information, challenging existing theories.

Keywords:
Experts' forecastSelf-deceptionSelf-persuasion

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Area of Science:

  • Psychology
  • Social Psychology
  • Cognitive Science

Background:

  • Existing theory posits self-persuasion arises from self-deception driven by the motive to persuade.
  • This perspective suggests individuals alter beliefs to align with persuasion goals.

Purpose of the Study:

  • To propose and empirically test an alternative explanation for the self-persuasion effect.
  • To investigate whether preferential exposure to goal-aligned arguments drives self-persuasion, rather than a motive to persuade.

Main Methods:

  • Two pre-registered experiments (N=1609 and N=2399) were conducted.
  • Participants were assigned to either an incentivized persuasion task or an incentivized summary task.
  • Study 2 included a condition where participants completed a summary task before the persuasion task.

Main Results:

  • Both studies found equivalent levels of self-persuasion in both persuasion and summary task conditions.
  • Completing a summary task prior to a persuasion task significantly reduced the self-persuasion effect by fivefold.
  • Results indicate self-persuasion is linked to information exposure, not the motive to persuade.

Conclusions:

  • The self-persuasion effect is primarily driven by exposure to goal-aligned information, not self-deception or the motive to persuade.
  • Conventional wisdom regarding the mechanisms of self-persuasion needs revision.
  • The motive to persuade is not essential when utilizing the self-persuasion effect as a technique.