Coarse Thinking and Persuasion

By Sendhil Mullainathan, Joshua Schwartzstein, A. Shleifer. 2008

408 citations recorded by the source corpus.

Subfields: Management Science and Operations Research, Safety Research, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/14a1401d48b11314ce801092ba4b30565fee2892

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Management Science and Operations Research

In Safety Research

In Sociology and Political Science

Citations in the corpus

Catering to Investors Through Security Design: Headline Rate and Complexity (2017, background): “Financial institutions appear to rely frequently on analogies and powerful metaphors in the marketing material of retail structured products, with the probable goal of making the headline rate more salient, facilitating the association of positive attributes with structured products by exploiting in”
Bayesian networks and boundedly rational expectations (2016, background): “Let 0 1 2 denote the DM’s consumption decision, state of health and chemical level, respectively.”
Psychologists at the Gate: A Review of Daniel Kahneman's Thinking, Fast and Slow (2012, background): “Second, the standard economic view that persuasion is conveyance of information seems to run into a rather basic problem that advertising is typically emotional, associative, and misleading – yet nonetheless effective (Bertrand et al. 2010, Della Vigna and Gentzkow 2010, Mullainathan et al. 2008).”
Simplicity Creates Inequity: Implications for Fairness, Stereotypes, and Interpretability (2018, background): “To the extent that human beings think in categories, these categories can be viewed as coarse simpliﬁcations and our results also apply to them [29, 30].”
CATEGORIZE THEN CHOOSE: BOUNDEDLY RATIONAL CHOICE AND WELFARE (2012, background): “Notably, Mullainathan [32], and Mullainathan, Schwartzstein and Schleifer [33] study the way categorisation affects the inferences made by the agents, and how such non-Bayesian’ inferences can be exploited by other economic actors.”
Is No News (Perceived As) Bad News? An Experimental Investigation of Information Disclosure (2015, neutral): “Unraveling can fail to occur when customers do not understand the implications of shrouded or missing information (Eyster and Rabin 2005, Gabaix and Laibson 2006, Mullainathan, Schwartzstein, and Shleifer 2008, Heidhues, Koszegi, and Murooka forthcoming).”
Toward a Behavioral Theory of Strategy (2012, background): “This form of reasoning, which has recently been dubbed “coarse thinking” (Mullainathan et al., 2008), is common and useful in everyday life: it reduces the evaluation of new, hard-to-interpret situations to comparisons with familiar ones, thereby”
What's Advertising Content Worth? Evidence from a Consumer Credit Marketing Field Experiment (2010, background): “For example, see Mullainathan, Schwartzstein, and Shleifer (2008) for evidence on the prevalence of persuasive content in mutual fund advertisements.”