Pathways of persuasion

• 成果类型: Article
• 署名作者: Coffman, Lucas; Niehaus, Paul
• 署名单位: Boston College; University of California System; University of California San Diego; National Bureau of Economic Research; University of California System; University of California San Diego
• 刊物名称: GAMES AND ECONOMIC BEHAVIOR
• ISSN/ISSBN: 0899-8256
• DOI: 10.1016/j.geb.2020.08.008
• 发表日期: 2020
• 页码: 239-253
• 关键词: Experiments; Behavioral; persuasion; Other regard

摘要

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 selfinterest 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. (c) 2020 Elsevier Inc. All rights reserved.