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Abstract
The term soft power is entrenched in the theory and practice of American foreign policy,
yet scholars have not yet developed, or empirically tested, a theory about the conditions
under which governments can use soft power to their advantage—and that makes good
policy hard to design. Drawing on research from the fields of communications, social
psychology, and international relations theory, we develop a theory about the conditions
under which state efforts to employ soft power will be most likely to succeed. We argue
that to apply soft power effectively states must communicate to an intended target
in a functioning marketplace of ideas, persuade the target to change its attitude on
a relevant political issue, and ensure that the target's newly held attitude influences
international political outcomes. We probe the plausibility of our theoretical claims
through an examination of U.S. attempts to use soft power in the Iraq War, the war
on terror, and democracy promotion. In conclusion, we set forth an agenda for future
research on soft power and provide insights for policymakers interested in using soft
power as a tool of foreign policy.
