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Persuasion: Empirical Evidence

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  • Stefano DellaVigna
  • Matthew Gentzkow

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

  • Stefano DellaVigna & Matthew Gentzkow, 2009. "Persuasion: Empirical Evidence," NBER Working Papers 15298, National Bureau of Economic Research, Inc.
    • Handle: RePEc:nbr:nberwo:15298
    Note: AP IO LS PE POL
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    References listed on IDEAS

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    More about this item

    JEL classification:

    • D03 - Microeconomics - - General - - - Behavioral Microeconomics: Underlying Principles
    • D11 - Microeconomics - - Household Behavior - - - Consumer Economics: Theory
    • D21 - Microeconomics - - Production and Organizations - - - Firm Behavior: Theory
    • G14 - Financial Economics - - General Financial Markets - - - Information and Market Efficiency; Event Studies; Insider Trading
    • L00 - Industrial Organization - - General - - - General

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