Persuasion: The Art of Changing Worldviews

• 成果类型: Article
• 署名作者: Galperti, Simone
• 署名单位: University of California System; University of California San Diego
• 刊物名称: AMERICAN ECONOMIC REVIEW
• ISSN/ISSBN: 0002-8282
• DOI: 10.1257/aer.20161441
• 发表日期: 2019
• 页码: 996-1031
• 关键词: information

摘要

Persuaders often face the task of changing their listeners' worldview, which may involve conveying evidence that disconfirms that view. It has been shown, however, that people are often reluctant to change their worldviews. These aspects of persuasion cannot be captured in the standard Bayesian framework. The paper identifies the constraints, opportunities, and trade-offs of persuading people to change worldview. It finds necessary and sufficient conditions under which it is optimal for persuaders to do so. It also shows when and how they conceal disconfirming evidence and take advantage of their listener's existing worldview.