Persuasion: Empirical Evidence

54 Pages Posted: 31 Aug 2009 Last revised: 5 Oct 2009

See all articles by Stefano DellaVigna

Stefano DellaVigna

University of California, Berkeley; National Bureau of Economic Research (NBER)

Matthew Gentzkow

University of Chicago - Booth School of Business; National Bureau of Economic Research (NBER)

Multiple version iconThere are 2 versions of this paper

Date Written: August 2009

Abstract

We provide a selective survey of empirical evidence on the effects as well as the drivers of persuasive communication. We consider persuasion directed at consumers, voters, donors, and investors. We organize our review around four questions. First, to what extent does persuasion affect the behavior of each of these groups? Second, what models best capture the response to persuasive communication? In particular, we distinguish information-based models from preference-based models. Third, what are persuaders' incentives and what limits their ability to distort communications? Finally, what evidence exists on the equilibrium outcomes of persuasion in economics and politics?

Suggested Citation

DellaVigna, Stefano and Gentzkow, Matthew Aaron, Persuasion: Empirical Evidence (August 2009). NBER Working Paper No. w15298. Available at SSRN: https://ssrn.com/abstract=1463891

Stefano DellaVigna (Contact Author)

University of California, Berkeley ( email )

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Matthew Aaron Gentzkow

University of Chicago - Booth School of Business ( email )

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United States

National Bureau of Economic Research (NBER)

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Cambridge, MA 02138
United States

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