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  • January 2021
  • Article

Using Models to Persuade

By: Joshua Schwartzstein and Adi Sunderam
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... View Details
Keywords: Model Persuasion; Analytics and Data Science; Forecasting and Prediction; Mathematical Methods; Framework
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  • Article

Coarse Thinking and Persuasion

By: Sendhil Mullainathan, Joshua Schwartzstein and Andrei Shleifer
We present a model of uninformative persuasion in which individuals "think coarsely": they group situations into categories and apply the same model of inference to all situations within a category. Coarse thinking exhibits two features that persuaders take advantage... View Details
Keywords: Cognition and Thinking; Brands and Branding
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    "Using Models to Persuade"

    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.... View Details
    • 18 Sep 2019
    • Working Paper Summaries

    Using Models to Persuade

    Keywords: by Joshua Schwartzstein and Adi Sunderam
    • 18 Oct 2012
    • News

    Three Methods of Persuasion You Can Copy From Obama and Romney (and one from Joe Biden that you should not copy)

    • January 2023
    • Article

    The Dark Side of Machiavellian Rhetoric: Signaling in Reward-Based Crowdfunding Performance

    By: Goran Calic, Rene Arseneault and Maryam Ghasemaghaei
    In this study, we explore the impact of Machiavellian rhetoric on fundraising within the increasingly important context of online crowdfunding. The “all-or-nothing” funding model used by the world’s largest crowdfunding platform, Kickstarter, may be an attractive... View Details
    Keywords: Crowdfunding; Communication Strategy; Entrepreneurial Finance; Behavior
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    • 12 Oct 1999
    • Research & Ideas

    Building Bridges: New Dimensions in Negotiation

    MBA course in negotiation as well as advanced dealmaking electives and Executive Education programs), has developed a model with former HBS faculty member David A. Lax called "three-dimensional negotiation." In a course note... View Details
    Keywords: by Anita M. Harris
    • 2009
    • Working Paper

    Social Influence Given (Partially) Deliberate Matching: Career Imprints in the Creation of Academic Entrepreneurs

    By: Pierre Azoulay, Christopher C. Liu and Toby E. Stuart
    Actors often match with associates on a small set of dimensions that matter most for the particular relationship at hand. In so doing, they are exposed to unanticipated social influences because counterparts have more interests, attitudes, and preferences than would-be... View Details
    Keywords: Entrepreneurship; Patents; Marketplace Matching; Mathematical Methods; Science-Based Business; Power and Influence; Social and Collaborative Networks; Biotechnology Industry
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    • 10 Nov 2009
    • First Look

    First Look: Nov. 10

    for all titles released by a sample of over 200 artists. I analyze sales dynamics from January 2005 to April 2007—a period in which the share of unbundled units jumped from roughly one-third to two-thirds of total unit sales. My modeling... View Details
    Keywords: Martha Lagace
    • 25 Mar 2014
    • First Look

    First Look: March 25

    effects of monetary policy parameters and macroeconomic shocks on nominal bond risks, using a New Keynesian model with habit formation and discrete regime shifts in 1979 and 1997. The increase in bond risks after 1979 is attributed... View Details
    Keywords: Sean Silverthorne
    • 20 Sep 2017
    • Research & Ideas

    The Three Types of Leaders Who Create Radical Change

    Influence in Society.” Without leaders who can lay out a persuasive path of innovation, a movement will never make it past the agitation stage, Battilana argues. Innovators sometimes draw on existing, proven approaches to create... View Details
    Keywords: by Carmen Nobel
    • 16 Jun 2009
    • First Look

    First Look: June 16

    decisions that are simultaneously powerful, popular, and pragmatic. Authority versus Persuasion Author:Eric J. Van den Steen Publication:American Economic Review Papers and Proceedings 99, no. 2 (May 2009): 448-453 Abstract This paper... View Details
    Keywords: Martha Lagace
    • 28 Jan 2020
    • Book

    Advanced Leadership Requires More Than Outside-The-Box Thinking

    Skills in persuasion are vital, because for problems requiring advanced leadership, such as climate change, with so many stakeholders and sectors involved, no single leader can order anyone to do anything. It’s all a matter of lining up... View Details
    Keywords: by Sean Silverthorne
    • 19 Jan 2024
    • News

    The Values and Virtues of a Quick Fix

    leave features off the laptop. But in services. We have to not do some things well, and that can be even, that can be emotionally more challenging. In this airline, the, you know, iconic founder, Herb Kelleher, he gets this email from this very View Details
    • 01 Dec 2006
    • News

    Man with a Mission

    Chris Howard (MBA ’03), once securely on the fast track at GE, today is associate vice president at the University of Oklahoma, thanks to the persuasive powers of OU president David Boren. According to the Oklahoman (September 5, 2006),... View Details
    Keywords: Colleges, Universities, and Professional Schools; Educational Services
    • 01 Jun 2002
    • News

    Ads Improve Consumer Decisions

    in 1995. Linking this with Nielsen viewer panel data on over fifteen hundred individuals, Anand and Shachar developed a model to determine how well TV viewers' choices of programming “matched” their likely viewing preferences (based upon... View Details
    Keywords: Laura Singleton (MBA 1988)
    • Web

    Dream Realities - The High Art of Photographic Advertising - Baker Library | Bloomberg Center

    themselves epitomized style, luxury, and the key to a more fulfilling life. In the studio, models were visually transformed into members of an elite class of enviable sophistication and taste—an ideal with which the consumer could... View Details
    • 29 Jun 2007
    • First Look

    First Look: June 29, 2007

    Abstract Stigmatized minorities may have an advantage in persuading majority group members during some face-to-face interactions due to the greater self-presentational demands such interactions elicit. In contrast to models which predict... View Details
    Keywords: Martha Lagace
    • 13 Sep 2011
    • First Look

    First Look: September 13

    prosocial behavior associated with licensing. The results of a laboratory experiment and a large field experiment converge to support our account. Read the paper: http://www.people.hbs.edu/mnorton/gneezy%20et%20al%20in%20press.pdf The View Details
    Keywords: Sean Silverthorne
    • 03 Feb 2009
    • First Look

    First Look: February 3, 2009

    Persuasion Author: Eric J. Van den Steen Abstract This paper studies a principal's trade-off between using persuasion versus using interpersonal authority to get the agent to "do the right thing"... View Details
    Keywords: Martha Lagace