Persuasion: The Art of Changing Worldviews
论文研究了说服者改变听众世界观的约束、机会和权衡，找到了最优说服的必要和充分条件，并揭示了何时以及如何隐藏反面证据、利用听众现有世界观。
Persuaders often face the task of changing their listeners’ world-view, which may involve conveying evidence that disconfirms that view. It has been shown, however, that people are often reluctant to change their worldviews. These aspects of persuasion cannot be captured in the standard Bayesian framework. The paper identifies the constraints, opportunities, and trade-offs of persuading people to change worldview. It finds necessary and sufficient conditions under which it is optimal for persuaders to do so. It also shows when and how they conceal disconfirming evidence and take advantage of their listener’s existing worldview.