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Persuasion: The Art of Changing Worldviews

Author

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  • Simone Galperti

Abstract

Persuaders often face the task of changing their listeners' worldview, which may involve conveying evidence that disconfirms that view. It has been shown, however, that people are often reluctant to change their worldviews. These aspects of persuasion cannot be captured in the standard Bayesian framework. The paper identifies the constraints, opportunities, and trade-offs of persuading people to change worldview. It finds necessary and sufficient conditions under which it is optimal for persuaders to do so. It also shows when and how they conceal disconfirming evidence and take advantage of their listener's existing worldview.

Suggested Citation

  • Simone Galperti, 2019. "Persuasion: The Art of Changing Worldviews," American Economic Review, American Economic Association, vol. 109(3), pages 996-1031, March.
    • Handle: RePEc:aea:aecrev:v:109:y:2019:i:3:p:996-1031
    Note: DOI: 10.1257/aer.20161441
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    Citations

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    Cited by:

    1. Evan Sadler, 2021. "A Practical Guide to Updating Beliefs From Contradictory Evidence," Econometrica, Econometric Society, vol. 89(1), pages 415-436, January.
    2. Cheng, Ing-Haw & Hsiaw, Alice, 2022. "Distrust in experts and the origins of disagreement," Journal of Economic Theory, Elsevier, vol. 200(C).
    3. Shiri Alon & Sarah Auster & Gabi Gayer & Stefania Minardi, 2023. "Persuasion With Limited Data: A Case-Based Approach," CRC TR 224 Discussion Paper Series crctr224_2023_443, University of Bonn and University of Mannheim, Germany.
    4. Eliaz, Kfir & Spiegler, Ran & Thysen, Heidi C., 2021. "Persuasion with endogenous misspecified beliefs," European Economic Review, Elsevier, vol. 134(C).
    5. Marek Jenöffy, 2023. "Can the Seesaw Model Depict the Certainty Effect?," Working Papers hal-04136569, HAL.
    6. Marek Jenöffy, 2023. "A Seesaw Model of Choices," Working Papers hal-04136550, HAL.
    7. Cuimin Ba, 2021. "Robust Misspecified Models and Paradigm Shifts," Papers 2106.12727, arXiv.org, revised Aug 2023.
    8. Jetter, Michael & Molina, Teresa, 2022. "Persuasive agenda-setting: Rodrigo Duterte’s inauguration speech and drugs in the Philippines," Journal of Development Economics, Elsevier, vol. 156(C).
    9. Onuchic, Paula & Ray, Debraj, 2023. "Conveying value via categories," Theoretical Economics, Econometric Society, vol. 18(4), November.
    10. Piermont, Evan, 2021. "Unforeseen evidence," Journal of Economic Theory, Elsevier, vol. 193(C).
    11. Marek Jenöffy-Lochau, 2023. "The Impact of a Photo on Decisions," Working Papers hal-04136560, HAL.
    12. Ran Spiegler, 2023. "Behavioral Causal Inference," Papers 2305.18916, arXiv.org.
    13. , & Frechette, Guilaume & Perego, Jacopo, 2019. "Rules and Commitment in Communication," CEPR Discussion Papers 14085, C.E.P.R. Discussion Papers.
    14. Arnaud Wolff, 2019. "On the Function of Beliefs in Strategic Social Interactions," Working Papers of BETA 2019-41, Bureau d'Economie Théorique et Appliquée, UDS, Strasbourg.
    15. Adam Dominiak & Matthew Kovach & Gerelt Tserenjigmid, 2022. "Ordered Surprises and Conditional Probability Systems," Papers 2208.02533, arXiv.org, revised Aug 2022.
    16. Marek Jenöffy-Lochau, 2023. "Preference Formation and Economic Theory," Working Papers hal-04139498, HAL.
    17. Maxim Senkov & Toygar T. Kerman, 2024. "Changing Simplistic Worldviews," Papers 2401.02867, arXiv.org.
    18. Eliaz, Kfir & Spiegler, Ran & Thysen, Heidi C., 2021. "Persuasion with endogenous misspecified beliefs," LSE Research Online Documents on Economics 109842, London School of Economics and Political Science, LSE Library.
    19. Alessandro Ispano, 2022. "The perils of a coherent narrative," THEMA Working Papers 2022-13, THEMA (THéorie Economique, Modélisation et Applications), Université de Cergy-Pontoise.
    20. Rastislav Rehak & Maxim Senkov, 2021. "Form of Preference Misalignment Linked to State-Pooling Structure in Bayesian Persuasion," CERGE-EI Working Papers wp708, The Center for Economic Research and Graduate Education - Economics Institute, Prague.
    21. Astaiza-Gómez, José Gabriel, 2021. "The Effects of Investors' Information Acquisition On Sell-Side Analysts Forecast Bias," MPRA Paper 110059, University Library of Munich, Germany.
    22. Giampaolo Bonomi, 2023. "The Disagreement Dividend," Papers 2308.06607, arXiv.org, revised Jan 2024.
    23. Bowen, T. Renee & Galperti, Simone & Dmitriev, Danil, 2021. "Learning from Shared News: When Abundant Information Leads to Belief Polarization," CEPR Discussion Papers 15789, C.E.P.R. Discussion Papers.
    24. Chen, Jaden Yang, 2022. "Biased learning under ambiguous information," Journal of Economic Theory, Elsevier, vol. 203(C).

    More about this item

    JEL classification:

    • D82 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Asymmetric and Private Information; Mechanism Design
    • D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness
    • D91 - Microeconomics - - Micro-Based Behavioral Economics - - - Role and Effects of Psychological, Emotional, Social, and Cognitive Factors on Decision Making

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