• Publications
  • Influence
Bayesian Persuasion
When is it possible for one person to persuade another to change her action? We take a mechanism design approach to this question. Taking preferences and initial beliefs as given, we introduce theExpand
Gender Identity and Relative Income within Households
We examine causes and consequences of relative income within households. We show the distribution of the share of income earned by the wife exhibits a sharp drop to the right of 1/2, where the wife'sExpand
Gender Differences in Mate Selection: Evidence From a Speed Dating Experiment
We study dating behavior using data from a Speed Dating experiment where we generate random matching of subjects and create random variation in the number of potential partners. Our design allows usExpand
Costly Persuasion
We study the design of informational environments in settings where generating information is costly. We assume that the cost of a signal is proportional to the expected reduction in uncertainty. WeExpand
Suspense and Surprise
We model demand for noninstrumental information, drawing on the idea that people derive entertainment utility from suspense and surprise. A period has more suspense if the variance of the nextExpand
Behavioral Economics and Psychology of Incentives
Monetary incentives can backfire while nonstandard interventions, such as framing, can be effective in influencing behavior. I review the empirical evidence on these two sets of anomalies. Paying forExpand
Man's search for meaning: The case of Legos
We investigate how perceived meaning influences labor supply. In a laboratory setting, we manipulate the perceived meaning of simple, repetitive tasks and find a strong influence on subjects’ laborExpand
Contextual Inference in Markets: On the Informational Content of Product Lines
Context can influence decisions. This malleability of choice is usually invoked as evidence that people do not maximize stable preference orderings. In a market equilibrium, however, context conveysExpand
Competition in Persuasion
TLDR
We identify a condition on the information environment (i.e., the set of signals available to each sender) that is necessary and sufficient for equilibrium outcomes to be no less informative than the collusive outcome, regardless of preferences. Expand
Racial Preferences in Dating
We examine racial preferences in dating. We employ a Speed Dating experiment that allows us to directly observe individual decisions and thus infer whose preferences lead to racial segregation inExpand
...
1
2
3
4
5
...