Targeting in quantum persuasion problem

DOI10.1016/J.JMATECO.2018.04.005MaRDI QIDQ1800980zbMATH OpenOpenAlexFDO

Authors Vladimir I. Danilov, Ariane Lambert-Mogiliansky

Publication date 26 October 2018

Published in Journal of Mathematical Economics (Search for Journal in Brave)

Full work available at URL https://arxiv.org/abs/1709.02595

zbMATH Keywords

beliefpersuasionupdatingquantum-likesubjective representation

Mathematics Subject Classification ID

Decision theory (91B06) Applications of statistical and quantum mechanics to economics (econophysics) (91B80) Quantum logic (03G12) Logical foundations of quantum mechanics; quantum logic (quantum-theoretic aspects) (81P10)

Abstract: In this paper we investigate the potential for persuasion arising from the quantum indeterminacy of a decision-maker's beliefs, a feature that has been proposed as a formal expression of well-known cognitive limitations. We focus on a situation where an agent called Sender only has few opportunities to influence the decision-maker called Receiver. We do not address the full persuasion problem but restrict attention to a simpler one that we call targeting, i.e. inducing a specific belief state. The analysis is developed within the frame of a n-dimensional Hilbert space model. We find that when the prior is known, Sender can induce a targeted belief with a probability of at least 1/n when using two sequential measurements. This figure climbs to 1/2 when both the target and the belief are known pure states. A main insight from the analysis is that a well-designed strategy of distraction can be used as a first step to confuse Receiver. We thus find that distraction rather than the provision of relevant arguments is an effective means to achieve persuasion. We provide an example from political decision-making.

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Cites work

• scientific article; zbMATH DE number 3771591 (Why is no real title available?)
• Contextuality from Quantum Physics to Psychology
• Dynamic consistency of expected utility under non-classical (quantum) uncertainty
• Expected utility theory under non-classical uncertainty
• Inequalities: theory of majorization and its applications

Cited in

(2)

• Preparing a (quantum) belief system
• Influence modeling: mathematical programming representations of persuasion under either risk or uncertainty

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