SOCIAL INFLUENCE

The straw man technique takes place when an opponent’s argument or position is distorted or oversimplified so that it can easily be refuted. Two experiments assessed the technique’s effectiveness. Participants read two passages ostensibly written by two people competing for a public office, the second of which did or did not include a straw man argument. In Experiment 1, participants led to believe that the office was of low personal relevance were more persuaded by the straw man technique. In Experiment 2, participants low in need for structure were less persuaded when a candidate used the technique. Our research therefore suggests that whereas the straw man may be effective when motivation to elaborate is low, the technique may be unsuccessful or even backfire when such motivation is high