The persuasiveness of a disregard for the truth

Bullshitting and persuasion: The persuasiveness of a disregard for the truth. John V. Petrocelli. British Journal of Social Psychology, February 16 2021. https://doi.org/10.1111/bjso.12453

Abstract: Although generally viewed as a common and undesirable social behaviour, very little is known about the nature of bullshitting (i.e., communicating with little to no regard for evidence or truth; Raritan Q Rev 6, 1986, 81); its consequences; and its potential communicative utility. Specifically, it is hypothesized that bullshitting may be may be relatively influential under specified conditions. Experiment 1 participants were exposed to a traditional persuasion paradigm, receiving either strong or weak arguments in either an evidence‐based or bullshit frame. Experiment 2 also incorporated a manipulation of a peripheral route cue (i.e., source attractiveness). Findings demonstrate that bullshitting can be an effective means of influence when arguments are weak, yet undermine persuasive attempts when arguments are strong. Results also suggest that bullshit frames may cue peripheral route processing of persuasive information relative to evidence‐based frames that appear to cue central route processing. Results are discussed in light of social perception and attitude change.