Haochi Zhang

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Andres Santos1
Stefano Dellavigna1
1Andres Santos
1Stefano Dellavigna
1John Beshears
1Erica Ng
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  • Lucas Coffman, Paul Niehaus, John Beshears, Sanford Braver, Katherine Coffman, Stefano Dellavigna +11 others
  • 2015
While economic theories of persuasion emphasize self-interest, others posit an important role for other-regard. For example, a salesperson might describe product features but also try to build rapport. We study these two mechanisms within a simple but rich experimental framework in which sellers, in a free-form conversation, try to convince buyers to raise(More)
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