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American Economic Review: Vol. 97 No. 5 (December 2007)
AER Volume. 97, Issue 5 | 
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Consensus Building: How to Persuade a Group
Article Citation
Caillaud, Bernard, and
Jean Tirole. 2007. "Consensus Building: How to Persuade a Group."
American Economic Review,
97(5): 1877-1900.
DOI: 10.1257/aer.97.5.1877
DOI: 10.1257/aer.97.5.1877
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. (JEL D71, D72, D83)
Article Full-Text Access
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Link to Appendix (88.37 KB)
Authors
Caillaud, Bernard
Tirole, Jean
Tirole, Jean
