Repeating information in favor of a decision can help bring others on board, according to a study led by Stefan Schulz-Hardt at Georg-August-University Goettingen. In two experiments, the researchers demonstrated that selectively repeating information in favor of a particular decision changed the listener’s preference ratings in favor of it and made the decision more likely. Two explanations are plausible for why a repetition bias has a decisional impact, say the researchers. First, repeating information might increase its salience: if someone selectively repeats information in favor of Alternative A, the recipient might selectively remember information in favor of A when making up their mind. Second, it is possible that a recipient who is exposed to selective repetitions in favor of Alternative A might infer that the sender has a preference for it, which might lead them to exhibit compliance or conversion.
Source: Preference-consistent information repetitions during discussion: Do they affect subsequent judgments and decisions?
