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Persuading an Inattentive and Privately Informed Receiver

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Abstract

This paper studies the persuasion of a receiver who accesses information only if she exerts costly attention effort. A sender designs an experiment to persuade the receiver to take a specific action. The experiment affects the receiver’s attention effort, that is, the probability that she updates her beliefs. As an implication, persuasion has two margins: extensive (effort) and intensive (action). The receiver’s utility exhibits a supermodularity property in information and effort. By leveraging this property, we establish a general equivalence between experiments and persuasion mechanisms à la Kolotilin et al. (2017). In applications, the sender’s optimal strategy involves censoring favorable states.

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  • Pietro Dall’Ara, 2025. "Persuading an Inattentive and Privately Informed Receiver," CSEF Working Papers 766, Centre for Studies in Economics and Finance (CSEF), University of Naples, Italy.
    • Handle: RePEc:sef:csefwp:766
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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
    • D91 - Microeconomics - - Micro-Based Behavioral Economics - - - Role and Effects of Psychological, Emotional, Social, and Cognitive Factors on Decision Making

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