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Talking to influence

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  • Dell’Era, Michele

Abstract

I study expert advice when an expert benefits from being perceived as influential. A paradox arises: the stronger is a client’s expected need of advice, the worse is expert advice. The reason is that the expert’s benefit from influence engenders an incentive to misreport information which makes quality of expert advice depend negatively on the client’s expected need of advice.

Suggested Citation

  • Dell’Era, Michele, 2020. "Talking to influence," Economics Letters, Elsevier, vol. 192(C).
    • Handle: RePEc:eee:ecolet:v:192:y:2020:i:c:s0165176520301403
    DOI: 10.1016/j.econlet.2020.109190
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    References listed on IDEAS

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    1. Ricardo Alonso & Wouter Dessein & Niko Matouschek, 2008. "When Does Coordination Require Centralization? Corrigendum," American Economic Review, American Economic Association, vol. 98(3), pages 1195-1196, June.
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    More about this item

    Keywords

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    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

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