Consensus Building: How to Persuade a Group

Bernard Caillaud () and Jean Tirole
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Bernard Caillaud: PJSE - Paris-Jourdan Sciences Economiques - ENS-PSL - École normale supérieure - Paris - PSL - Université Paris Sciences et Lettres - EHESS - École des hautes études en sciences sociales - ENPC - École nationale des ponts et chaussées - CNRS - Centre National de la Recherche Scientifique, PSE - Paris School of Economics - UP1 - Université Paris 1 Panthéon-Sorbonne - ENS-PSL - École normale supérieure - Paris - PSL - Université Paris Sciences et Lettres - EHESS - École des hautes études en sciences sociales - ENPC - École nationale des ponts et chaussées - CNRS - Centre National de la Recherche Scientifique - INRAE - Institut National de Recherche pour l’Agriculture, l’Alimentation et l’Environnement

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Abstract: The paper explores strategies that the sponsor of a proposal may employ to convince a qualified majority of members in a group to approve the proposal. Adopting a mechanism design approach to communication, it emphasizes the need to distill information selectively to key group members and to engineer persuasion cascades in which members who are brought on board sway the opinion of others. The paper shows that higher congruence among group members benefits the sponsor. The extent of congruence between the group and the sponsor, and the size and the governance of the group, are also shown to condition the sponsor's ability to get his project approved.

Date: 2007-12
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Citations: View citations in EconPapers (69)

Published in American Economic Review Papers and Proceedings, 2007, 97 (5), pp.1877-1900. ⟨10.1257/aer.97.5.1877⟩

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Related works:
Journal Article: Consensus Building: How to Persuade a Group (2007)
Working Paper: Consensus Building: How to Persuade a Group (2007)
Working Paper: Consensus Building: How to Persuade a Group (2007)
Working Paper: Consensus building: How to persuade a group (2006)
Working Paper: Consensus building: How to persuade a group (2006)
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Persistent link: https://EconPapers.repec.org/RePEc:hal:pseptp:halshs-00754650

DOI: 10.1257/aer.97.5.1877

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