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Persuasion: Empirical Evidence

  • Stefano DellaVigna
  • Matthew Gentzkow


    (Department of Economics, University of California, Berkeley, California 94720, and NBER
    Graduate School of Business, University of Chicago, Chicago, Illinois 60637, and NBER)

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? Third, what are persuaders' incentives, and what limits their ability to distort communications? Finally, what evidence exists on the way persuasion affects equilibrium outcomes in economics and politics?

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Article provided by Annual Reviews in its journal Annual Review of Economics.

Volume (Year): 2 (2010)
Issue (Month): 1 (09)
Pages: 643-669

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Handle: RePEc:anr:reveco:v:2:y:2010:p:643-669
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  1. repec:tpr:qjecon:v:122:y:2007:i:2:p:693-728 is not listed on IDEAS
  2. Ruben Enikolopov & Maria Petrova & Ekaterina Zhuravskaya, 2009. "Media and Political Persuasion: Evidence from Russia," Working Papers w0113, Center for Economic and Financial Research (CEFIR).
  3. Timothy Besley & Robin Burgess, 2000. "The Political Economy of Government Responsiveness: Theory and Evidence from India," STICERD - Development Economics Papers - From 2008 this series has been superseded by Economic Organisation and Public Policy Discussion Papers 28, Suntory and Toyota International Centres for Economics and Related Disciplines, LSE.
  4. repec:tpr:qjecon:v:122:y:2007:i:3:p:1187-1234 is not listed on IDEAS
  5. Roland G. Fryer & Matthew O. Jackson, 2002. "Categorical Cognition: A Psychological Model of Categories and Identification in Decision Making," Microeconomics 0211002, EconWPA.
  6. Stefano DellaVigna & Ethan Kaplan, 2006. "The Fox News Effect: Media Bias and Voting," NBER Working Papers 12169, National Bureau of Economic Research, Inc.
  7. Zwiebel, Jeffrey H. & Vayanos, Dimitri & DeMarzo, Peter M., 2001. "Persuasion Bias, Social Influence, and Uni-Dimensional Opinions," Research Papers 1719, Stanford University, Graduate School of Business.
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