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Credibility and determinism in a game of persuasion

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  • Sher, Itai

Abstract

This paper studies a game of persuasion. A speaker attempts to persuade a listener to take an action by presenting evidence. Glazer and Rubinstein (2006) showed that when the listener's decision is binary, neither randomization nor commitment have any value for the listener, and commented that the binary nature of the decision was important for the commitment result. In this paper, I show that concavity is the critical assumption for both results: no value to commitment and no value to randomization. Specifically, the key assumption is that the listener's utility function is a concave transformation of the speaker's utility function. This assumption holds vacuously in the binary model. The result that concavity implies credibility allows us to dispense with the assumption that the listener's decision is binary and significantly broadens the scope of the model.

Suggested Citation

  • Sher, Itai, 2011. "Credibility and determinism in a game of persuasion," Games and Economic Behavior, Elsevier, vol. 71(2), pages 409-419, March.
  • Handle: RePEc:eee:gamebe:v:71:y:2011:i:2:p:409-419
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    References listed on IDEAS

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    1. Glazer, Jacob & Rubinstein, Ariel, 2001. "Debates and Decisions: On a Rationale of Argumentation Rules," Games and Economic Behavior, Elsevier, vol. 36(2), pages 158-173, August.
    2. Paul Milgrom & John Roberts, 1986. "Relying on the Information of Interested Parties," RAND Journal of Economics, The RAND Corporation, vol. 17(1), pages 18-32, Spring.
    3. H.S. Shin, 1994. "News Management and the Value of Firms," RAND Journal of Economics, The RAND Corporation, vol. 25(1), pages 58-71, Spring.
    4. Hyun Song Shin, 2003. "Disclosures and Asset Returns," Econometrica, Econometric Society, vol. 71(1), pages 105-133, January.
    5. Sher, Itai, 2014. "Persuasion and dynamic communication," Theoretical Economics, Econometric Society, vol. 9(1), January.
    6. Jacob Glazer & Ariel Rubinstein, 2004. "On Optimal Rules of Persuasion," Econometrica, Econometric Society, vol. 72(6), pages 1715-1736, November.
    7. Crawford, Vincent P & Sobel, Joel, 1982. "Strategic Information Transmission," Econometrica, Econometric Society, vol. 50(6), pages 1431-1451, November.
    8. Paul R. Milgrom, 1981. "Good News and Bad News: Representation Theorems and Applications," Bell Journal of Economics, The RAND Corporation, vol. 12(2), pages 380-391, Autumn.
    9. Rubinstein, Ariel & Glazer, Jacob, 2006. "A study in the pragmatics of persuasion: a game theoretical approach," Theoretical Economics, Econometric Society, vol. 1(4), pages 395-410, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
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    Cited by:

    1. Sergiu Hart & Ilan Kremer & Motty Perry, 2017. "Evidence Games: Truth and Commitment," American Economic Review, American Economic Association, vol. 107(3), pages 690-713, March.
    2. Sher, Itai & Vohra, Rakesh, 2015. "Price discrimination through communication," Theoretical Economics, Econometric Society, vol. 10(2), May.
    3. Ariane Lambert-Mogiliansky, 2014. "Social Accountability: Persuasion and Debate to Contain Corruption," Working Papers halshs-00922092, HAL.
    4. Jeanne Hagenbach & Frédéric Koessler, 2017. "Simple versus rich language in disclosure games," Review of Economic Design, Springer;Society for Economic Design, vol. 21(3), pages 163-175, September.
    5. Sher, Itai, 2014. "Persuasion and dynamic communication," Theoretical Economics, Econometric Society, vol. 9(1), January.
    6. Hakenes, Hendrik & Schnabel, Isabel, 2013. "Regulatory Capture by Sophistication," Annual Conference 2013 (Duesseldorf): Competition Policy and Regulation in a Global Economic Order 79991, Verein für Socialpolitik / German Economic Association.
    7. Ayça Özdoðan, 2016. "A Survey of Strategic Communication and Persuasion," Bogazici Journal, Review of Social, Economic and Administrative Studies, Bogazici University, Department of Economics, vol. 30(1), pages 1-21.
    8. Chen, Ying & Olszewski, Wojciech, 2011. "Effective persuasion," Discussion Paper Series In Economics And Econometrics 1310, Economics Division, School of Social Sciences, University of Southampton.
    9. repec:eee:gamebe:v:107:y:2018:i:c:p:345-363 is not listed on IDEAS
    10. Midjord, Rune, 2012. "Competitive Pressure and Job Interview Lying: A Game Theoretical Analysis," DFAEII Working Papers 2012-14, University of the Basque Country - Department of Foundations of Economic Analysis II.
    11. Ariane Lambert-Mogiliansky, 2014. "Social Accountability: Persuasion and Debate to Contain Corruption," PSE Working Papers halshs-00922092, HAL.

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