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Pathways of persuasion

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  • Coffman, Lucas
  • Niehaus, Paul

Abstract

While economic theories of persuasion emphasize the role of self-interest, others emphasize other-regard. To study these pathways, we introduce a simple experimental framework where sellers use free-form conversation to convince buyers to raise their valuations for objects. We find sellers more frequently target buyers' self-interest, and changes in self-interest explain more variation in persuasion overall. Additionally, sellers' gains along one pathway come at a considerable cost along the other. However, when sellers target other-regard, they are at their most persuasive.

Suggested Citation

  • Coffman, Lucas & Niehaus, Paul, 2020. "Pathways of persuasion," Games and Economic Behavior, Elsevier, vol. 124(C), pages 239-253.
    • Handle: RePEc:eee:gamebe:v:124:y:2020:i:c:p:239-253
    DOI: 10.1016/j.geb.2020.08.008
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    More about this item

    Keywords

    Experiments; Behavioral; Persuasion; Other regard;
    All these keywords.

    JEL classification:

    • C90 - Mathematical and Quantitative Methods - - Design of Experiments - - - General
    • C92 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Group Behavior
    • D03 - Microeconomics - - General - - - Behavioral Microeconomics: Underlying Principles

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