Final answer:
Individuals with low self-esteem are more persuadable because they may judge others as better decision-makers, rely more on heuristics instead of engaging deeply with arguments, and not be as invested in arguments, making them more open to external influence and susceptible to cognitive dissonance reduction.
Step-by-step explanation:
People with low self-esteem may be more persuadable due to several interlinked psychological factors. Firstly, individuals with lower self-esteem may judge others as better in decision-making, making them more susceptible to external influence. Secondly, they may rely more on heuristics, which are simple, efficient rules that people often use to form judgments and make decisions, rather than engaging deeply with the central message of an argument. Thirdly, they may not be as invested in arguments or have strong convictions, making them more open to persuasion. These factors contribute to their higher susceptibility to persuasive messages, especially if those messages come from individuals who seem credible or are associated with positivity or expertise.
Another aspect that affects persuasion is the cognitive dissonance people experience when their actions do not align with their beliefs. Those with low self-esteem might change their attitudes more easily to align with new information or persuasive arguments to reduce this discomfort. Moreover, individuals with low self-efficacy might avoid confronting persuasive arguments that challenge their abilities and instead defer to the judgment of others perceived to be more capable or authoritative.