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Using Models to Persuade

Author

Listed:
  • Joshua Schwartzstein
  • Adi Sunderam
Abstract
We present a framework where "model persuaders" influence receivers' beliefs by proposing models that organize past data to make predictions. Receivers are assumed to find models more compelling when they better explain the data, fixing receivers' prior beliefs. Model persuaders face a trade-off: better-fitting models induce less movement in receivers' beliefs. Consequently, a receiver exposed to the true model can be most misled by persuasion when that model fits poorly, competition between persuaders tends to neutralize the data by pushing toward better-fitting models, and a persuader facing multiple receivers is more effective when he can send tailored, private messages.

Suggested Citation

  • Joshua Schwartzstein & Adi Sunderam, 2021. "Using Models to Persuade," American Economic Review, American Economic Association, vol. 111(1), pages 276-323, January.
    • Handle: RePEc:aea:aecrev:v:111:y:2021:i:1:p:276-323
    DOI: 10.1257/aer.20191074
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    More about this item

    JEL classification:

    • C50 - Mathematical and Quantitative Methods - - Econometric Modeling - - - General
    • D82 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Asymmetric and Private Information; Mechanism Design
    • D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness

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