Pathways of persuasion
| Autor: | Paul Niehaus, Lucas C. Coffman |
|---|---|
| Rok vydání: | 2020 |
| Předmět: |
Economics and Econometrics
Persuasion media_common.quotation_subject 05 social sciences TheoryofComputation_GENERAL Microeconomics Variation (linguistics) 0502 economics and business Economics ComputingMilieux_COMPUTERSANDSOCIETY 050206 economic theory Conversation 050207 economics Finance media_common Simple (philosophy) |
| Zdroj: | Games and Economic Behavior. 124:239-253 |
| ISSN: | 0899-8256 |
| DOI: | 10.1016/j.geb.2020.08.008 |
| Popis: | While economic theories of persuasion emphasize the role of self-interest, others emphasize other-regard. To study these pathways, we introduce a simple experimental framework where sellers use free-form conversation to convince buyers to raise their valuations for objects. We find sellers more frequently target buyers' self-interest, and changes in self-interest explain more variation in persuasion overall. Additionally, sellers' gains along one pathway come at a considerable cost along the other. However, when sellers target other-regard, they are at their most persuasive. |
| Databáze: | OpenAIRE |
| Externí odkaz: |
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