Persuasion under ambiguity
Jonas Hedlund (),
T. Florian Kauffeldt () and
Malte Lammert ()
Additional contact information
Jonas Hedlund: University of Texas at Dallas
T. Florian Kauffeldt: Heilbron University
Malte Lammert: University of California
Theory and Decision, 2021, vol. 90, issue 3, No 7, 455-482
Abstract This paper introduces a receiver who perceives ambiguity in a binary model of Bayesian persuasion. The sender has a well-defined prior, while the receiver considers an interval of priors and maximizes a convex combination of worst and best expected payoffs ( $$\alpha $$ α -maxmin preferences). We characterize the sender’s optimal signal and find that the receiver’s payoff differences across states given each action (sensitivities), play a fundamental role in the characterization and the comparative statics. If the sender’s preferred action is the least (most) sensitive one, then the sender’s equilibrium payoff, as well as the sender’s preferred degree of receiver ambiguity, is increasing (decreasing) in the receiver’s pessimism. We document a tendency for ambiguity-sensitive receivers to be more difficult to persuade.
Keywords: Persuasion; Ambiguity; Signaling; Information transmission (search for similar items in EconPapers)
References: View references in EconPapers View complete reference list from CitEc
Citations: Track citations by RSS feed
Downloads: (external link)
http://link.springer.com/10.1007/s11238-020-09764-2 Abstract (text/html)
Access to full text is restricted to subscribers.
This item may be available elsewhere in EconPapers: Search for items with the same title.
Export reference: BibTeX
RIS (EndNote, ProCite, RefMan)
Persistent link: https://EconPapers.repec.org/RePEc:kap:theord:v:90:y:2021:i:3:d:10.1007_s11238-020-09764-2
Ordering information: This journal article can be ordered from
http://www.springer. ... ry/journal/11238/PS2
Access Statistics for this article
Theory and Decision is currently edited by Mohammed Abdellaoui
More articles in Theory and Decision from Springer
Bibliographic data for series maintained by Sonal Shukla () and Springer Nature Abstracting and Indexing ().