Consensus building: How to persuade a group

Bernard Caillaud*, Jean Tirole

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

42 Scopus citations

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.

Original languageEnglish (US)
Pages (from-to)1877-1900
Number of pages24
JournalAmerican Economic Review
Volume97
Issue number5
DOIs
StatePublished - Dec 2007

ASJC Scopus subject areas

  • Economics and Econometrics

Fingerprint Dive into the research topics of 'Consensus building: How to persuade a group'. Together they form a unique fingerprint.

Cite this