Persuasion: The Art of Changing Worldviews

Simone Galperti

American Economic Review, 2019, vol. 109, issue 3, 996-1031

Abstract: 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.

JEL-codes: D82 D83 D91 (search for similar items in EconPapers)
Date: 2019
Note: DOI: 10.1257/aer.20161441
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Citations: View citations in EconPapers (31)

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