The DOI matches its Crossref record; 6 of the 6 references it cites were found in a registry or an index.
Persuasion: Empirical Evidence
Open accessAbstract
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? Third, what are persuaders' incentives, and what limits their ability to distort communications? Finally, what evidence exists on the way persuasion affects equilibrium outcomes in economics and politics?
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Citations
Cites
The Nature and Origins of Mass Opinion
Zaller, J. R. (1992) · doi:10.1017/cbo9780511818691 · Cited by 7,785 · cited 3×
“Also, non-informative dimensions may affect belief formation through channels such as framing, salience, and attention (Zaller 1992; Mullainathan, Schwarzstein, and Shleifer 2008), making the distinction between belief-based and preference-based models blurry.”
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Explaining voter turnout: A review of aggregate-level research
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“This may be driven by both irrational confirmatory bias (Lord et al.1979) and rational inferences about quality by consumers with heterogeneous priors (Gentzkow & Shapiro 2006).”
Self-citationList, J. A., & Lucking‐Reiley, D. (2002) · Journal of Political Economy · doi:10.1086/324392 · Cited by 535 · cited 1×
“Some have seen persuasion as a largely negative force, with citizens and consumers easily manipulated by those who hold political or economic power (Lippmann 1922, Robinson 1933, Galbraith 1967).”
Advertising, learning, and consumer choice in experience good markets: An empirical examination
Ackerberg, D. A. (2003) · International Economic Review · doi:10.1111/1468-2354.t01-2-00098 · Cited by 476
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Self-citationThe welfare effects of social media
Allcott, H., Braghieri, L., Eichmeyer, S., & Gentzkow, M. (2020) · American Economic Review · doi:10.1257/aer.20190658 · Cited by 857
Self-citationDoes Diversity Matter for Health? Experimental Evidence from Oakland
Alsan, M., Garrick, O., & Graziani, G. (2019) · American Economic Review · doi:10.1257/aer.20181446 · Cited by 676
Media and Political Persuasion: Evidence from Russia
Enikolopov, R., Petrova, M., & Zhuravskaya, E. (2011) · American Economic Review · doi:10.1257/aer.101.7.3253 · Cited by 568
Political Effects of the Internet and Social Media
Zhuravskaya, E., Petrova, M., & Enikolopov, R. (2020) · Annual Review of Economics · doi:10.1146/annurev-economics-081919-050239 · Cited by 560
Radio and the Rise of The Nazis in Prewar Germany *
Adena, M., Enikolopov, R., Petrova, M., Santarosa, V., & Zhuravskaya, E. (2015) · The Quarterly Journal of Economics · doi:10.1093/qje/qjv030 · Cited by 546
The Effect of Newspaper Entry and Exit on Electoral Politics
Gentzkow, M., Shapiro, J. M., & Sinkinson, M. (2011) · American Economic Review · doi:10.1257/aer.101.7.2980 · Cited by 497
Self-citationFanning the Flames of Hate: Social Media and Hate Crime
Müller, K., & Schwarz, C. (2021) · Journal of the European Economic Association · doi:10.1093/jeea/jvaa045 · Cited by 448
The Impact of Media Censorship: 1984 or Brave New World?
Chen, Y., & Yang, D. Y. (2019) · American Economic Review · doi:10.1257/aer.20171765 · Cited by 250
Personalization in Email Marketing: The Role of Noninformative Advertising Content
Sahni, N. S., Wheeler, S. C., & Chintagunta, P. (2018) · Marketing Science · doi:10.1287/mksc.2017.1066 · Cited by 303
Lewis, R. A., & Reiley, D. H. (2014) · Quantitative Marketing and Economics · doi:10.1007/s11129-014-9146-6 · Cited by 211
Protests as Strategic Games: Experimental Evidence from Hong Kong's Antiauthoritarian Movement*
Cantoni, D., Yang, D. Y., Yuchtman, N., & Zhang, Y. J. (2019) · The Quarterly Journal of Economics · doi:10.1093/qje/qjz002 · Cited by 209
Information and College Access: Evidence from a Randomized Field Experiment*
Oreopoulos, P., & Dunn, R. (2013) · The Scandinavian Journal of Economics · doi:10.1111/j.1467-9442.2012.01742.x · Cited by 192
A Framework for the Study of Persuasion
Druckman, J. N. (2022) · Annual Review of Political Science · doi:10.1146/annurev-polisci-051120-110428 · Cited by 126
Berg, G., & Zia, B. (2017) · Journal of the European Economic Association · doi:10.1093/jeea/jvw021 · Cited by 120
Bursztyn, L., & Yang, D. Y. (2022) · Annual Review of Economics · doi:10.1146/annurev-economics-051520-023322 · Cited by 117
A Tear in the Iron Curtain: The Impact of Western Television on Consumption Behavior
Bursztyn, L., & Cantoni, D. (2016) · Review of Economics and Statistics · doi:10.1162/rest_a_00522 · Cited by 116
The (minimal) persuasive advantage of political video over text
Wittenberg, C., Tappin, B. M., Berinsky, A. J., & Rand, D. G. (2021) · Proceedings of the National Academy of Sciences · doi:10.1073/pnas.2114388118 · Cited by 114
The Welfare Effects of Social Media
Allcott, H., Braghieri, L., Eichmeyer, S., & Gentzkow, M. (2019) · doi:10.3386/w25514 · Cited by 81
Self-citationThe Political Economy of Ideas: On Ideas Versus Interests in Policymaking
Mukand, S., & Rodrik, D. (2018) · doi:10.3386/w24467 · Cited by 63
Labor Market Shocks and the Demand for Trade Protection: Evidence from Online Surveys
Di Tella, R., & Rodrik, D. (2019) · doi:10.3386/w25705 · Cited by 21
Schechter, L., & Vasudevan, S. (2023) · Journal of Development Economics · doi:10.1016/j.jdeveco.2022.102976 · Cited by 12
Opinion dynamics via search engines (and other algorithmic gatekeepers)
Germano, F., & Sobbrio, F. (2020) · Journal of Public Economics · doi:10.1016/j.jpubeco.2020.104188 · Cited by 11
Metadata
- Authors
- DellaVigna, S., & Gentzkow, M.
- Venue
- Annual Review of Economics
- Publisher
- Annual Reviews
- Published
- 2010-09-04
- Volume
- 2
- Issue
- 1
- Pages
- 643-669
- ISSN
- 1941-1383 (ISSN-L)
- 1941-1391
- OpenAlex
- W2156209548
- Cited by
- 550
- References
- 6
- FWCI
- 1.44
- Type
- journal article
- Language
- en
- Open access
- green
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