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Consensus Building: How to Persuade a Group

Listed author(s):
  • Bernard Caillaud

    (PSE - Paris-Jourdan Sciences Economiques - ENS Paris - École normale supérieure - Paris - EHESS - École des hautes études en sciences sociales - ENPC - École des Ponts ParisTech - CNRS - Centre National de la Recherche Scientifique, PSE - Paris School of Economics)

  • Jean Tirole

    (Economics department - Massachussetts Institute of Technology, IDEI - Institut d'économie industrielle - UT1 - Université Toulouse 1 Capitole)

The paper explores strategies that the sponsor of a proposal may employ to convince a qualified majority of members in a group to approve the proposal. Adopting a mechanism design approach to communication, it emphasizes the need to distill information selectively to key group members and to engineer persuasion cascades in which members who are brought on board sway the opinion of others. The paper shows that higher congruence among group members benefits the sponsor. The extent of congruence between the group and the sponsor, and the size and the governance of the group, are also shown to condition the sponsor's ability to get his project approved.

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Paper provided by HAL in its series Post-Print with number halshs-00754650.

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Length:
Date of creation: Dec 2007
Publication status: Published in American Economic Review Papers and Proceedings, 2007, 97 (5), pp.1877-1900. <10.1257/aer.97.5.1877>
Handle: RePEc:hal:journl:halshs-00754650
DOI: 10.1257/aer.97.5.1877
Note: View the original document on HAL open archive server: https://hal-pjse.archives-ouvertes.fr/halshs-00754650
Contact details of provider: Web page: https://hal.archives-ouvertes.fr/

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  1. repec:hoo:wpaper:e-89-7 is not listed on IDEAS
  2. Nikolay Nenovsky & S. Statev, 2006. "Introduction," Post-Print halshs-00260898, HAL.
  3. Bull, Jesse & Watson, Joel, 2007. "Hard evidence and mechanism design," Games and Economic Behavior, Elsevier, vol. 58(1), pages 75-93, January.
  4. Klaas J. Beniers, 2004. "On the Composition of Committees," Journal of Law, Economics and Organization, Oxford University Press, vol. 20(2), pages 353-378, October.
  5. David Spector, 2000. "Rational Debate and One-Dimensional Conflict," The Quarterly Journal of Economics, Oxford University Press, vol. 115(1), pages 181-200.
  6. Michael J. Fishman & Kathleen M. Hagerty, 1990. "The Optimal Amount of Discretion to Allow in Disclosure," The Quarterly Journal of Economics, Oxford University Press, vol. 105(2), pages 427-444.
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