Persuasion Through Selective Disclosure: Implications for Marketing, Campaigning, and Privacy Regulation

Florian Hoffmann, Roman Inderst and Marco Ottaviani

No 16901, CEPR Discussion Papers from C.E.P.R. Discussion Papers

Abstract: This paper characterizes equilibrium persuasion through selective disclosure based on the personal information that senders acquire about the preferences and orientations of receivers, with applications to strategic marketing and campaigning. We derive positive and normative implications depending on: the extent of competition among senders, whether receivers are wary of senders collecting personalized data, and whether firms are able to personalize prices. Privacy laws requiring senders to obtain consent to acquire information are beneficial when there is little or asymmetric competition among senders, when receivers are unwary, and when firms caprice discriminate. Otherwise, policy intervention has unintended negative welfare consequences.

Keywords: Selective disclosure; Hypertargeting; Limited attention; Privacy regulation (search for similar items in EconPapers)
JEL-codes: D83 M31 (search for similar items in EconPapers)
Date: 2022-01
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Journal Article: Persuasion Through Selective Disclosure: Implications for Marketing, Campaigning, and Privacy Regulation (2020)
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