Persuasion: Empirical Evidence / Stefano DellaVigna, Matthew Gentzkow.

Format:

Book

Author/Creator:

DellaVigna, Stefano.

Contributor:

National Bureau of Economic Research.

Gentzkow, Matthew.

Series:

Working Paper Series (National Bureau of Economic Research) no. w15298.

NBER working paper series no. w15298

Language:

English

Physical Description:

1 online resource: illustrations (black and white);

Other Title:

Persuasion

Place of Publication:

Cambridge, Mass. National Bureau of Economic Research 2009.

Summary:

We provide a selective survey of empirical evidence on the effects as well as the drivers of persuasive communication. We consider persuasion directed at consumers, voters, donors, and investors. We organize our review around four questions. First, to what extent does persuasion affect the behavior of each of these groups? Second, what models best capture the response to persuasive communication? In particular, we distinguish information-based models from preference-based models. Third, what are persuaders' incentives and what limits their ability to distort communications? Finally, what evidence exists on the equilibrium outcomes of persuasion in economics and politics?

Notes:

Print version record

August 2009.