Heterogeneous response across genders to tonal variation in messaging: Experimental evidence

Vincenzo Galasso, Tommaso Nannicini 22 September 2013

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Persuasion is an art which is critical to success in politics, business, and a personal career. ’Persuasive communication‘ – as defined by DellaVigna and Gentzkow (2010) – is used, for example, to convince:

  • Customers to purchase a new product.
  • A recruiting committee to award a promotion.
  • Citizens to vote for a candidate.

Most often this persuasion is exerted by individuals, firms or political parties who send competing messages to potential receivers.

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Topics:  Gender

Tags:  gender, experimental economics, advertising, persuasive communication

Advertising and consumer prices

Ferdinand Rauch 13 November 2012

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There is an old debate in economic theory, which goes back at least to Marshall (1919), about whether advertising increases or decreases the prices of consumer goods. Some have argued that advertising provides information to consumers, such as information on prices or the existence of products (for example Butters 1977 or Stahl 1989). This information increases the degree of competition in a market, and thereby lowers consumer prices.

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Topics:  Microeconomic regulation Taxation

Tags:  tax, consumer prices, advertising

The invisible hand meets the invisible gorilla: The economics and psychology of scarce attention

Diane Coyle 03 December 2011

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Since the financial crisis, many commentators have asked why so many economists failed to predict it – or even whether economics played a part in causing the crisis. A group of UK experts in 2009 attributed this failure to predict to a “psychology of denial” that had gripped the financial world as a whole.1

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Topics:  Frontiers of economic research Global crisis

Tags:  media, psychology, Behavioural economics, advertising

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