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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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File URL: http://www.annualreviews.org/doi/abs/10.1146/annurev.economics.102308.124309
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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. Besley, Timothy J. & Burgess, Robin, 2001. "The Political Economy of Government Responsiveness: Theory and Evidence from India," CEPR Discussion Papers 2721, C.E.P.R. Discussion Papers.
  2. Enikolopov, Ruben & Petrova, Maria & Zhuravskaya, Ekaterina, 2009. "Media and Political Persuasion: Evidence from Russia," CEPR Discussion Papers 7257, C.E.P.R. Discussion Papers.
  3. Roland G. Fryer, Jr. & Matthew O. Jackson, 2003. "Categorical Cognition: A Psychological Model of Categories and Identification in Decision Making," NBER Working Papers 9579, National Bureau of Economic Research, Inc.
  4. Stefano DellaVigna & Ethan Kaplan, 2006. "The Fox News Effect: Media Bias and Voting," NBER Working Papers 12169, National Bureau of Economic Research, Inc.
  5. 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.
  6. Thomas Eisensee & David Strömberg, 2007. "News Droughts, News Floods, and U. S. Disaster Relief," The Quarterly Journal of Economics, Oxford University Press, vol. 122(2), pages 693-728.
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