Working Paper: NBER ID: w15298
Authors: 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?
Keywords: persuasion; communication; beliefs
JEL Codes: D03; D11; D21; G14; L00
Edges that are evidenced by causal inference methods are in orange, and the rest are in light blue.
| Cause | Effect |
|---|---|
| Increasing the number of catalogs sent to consumers (M31) | Significant increase in purchases (D12) |
| Doortodoor canvassing (L81) | Raise voter turnout significantly (K16) |
| Personal solicitations (D64) | Lead to a persuasion rate of 297% during fundraising campaigns (D79) |
| Introduction of Fox News (Y20) | Correlates with a 0.5% increase in Republican vote share (D79) |