Persuader-receiver neural coupling underlies persuasive messaging and predicts persuasion outcome
Abstract Opportunities to persuade and be persuaded are ubiquitous. What interpersonal neural pathway in real-world settings determining successful information propagation in naturalistic two-person persuasion scenarios? Hereby, we extended prior research on a naturalistic dyadic persuasion paradigm...
Published in: | Cerebral Cortex |
---|---|
Main Authors: | , , , |
Other Authors: | , , |
Format: | Article in Journal/Newspaper |
Language: | English |
Published: |
Oxford University Press (OUP)
2023
|
Subjects: | |
Online Access: | http://dx.doi.org/10.1093/cercor/bhad003 https://academic.oup.com/cercor/article-pdf/33/11/6818/50433852/bhad003.pdf |
id |
croxfordunivpr:10.1093/cercor/bhad003 |
---|---|
record_format |
openpolar |
spelling |
croxfordunivpr:10.1093/cercor/bhad003 2024-10-06T13:46:43+00:00 Persuader-receiver neural coupling underlies persuasive messaging and predicts persuasion outcome Li, Yangzhuo Luo, Xiaoxiao Wang, Keying Li, Xianchun National Natural Science Foundation of China Key Specialist Projects of Shanghai Municipal Commission of Health and Family Planning Programs Foundation of Shanghai Municipal Commission of Health and Family Planning 2023 http://dx.doi.org/10.1093/cercor/bhad003 https://academic.oup.com/cercor/article-pdf/33/11/6818/50433852/bhad003.pdf en eng Oxford University Press (OUP) https://academic.oup.com/journals/pages/open_access/funder_policies/chorus/standard_publication_model Cerebral Cortex volume 33, issue 11, page 6818-6833 ISSN 1047-3211 1460-2199 journal-article 2023 croxfordunivpr https://doi.org/10.1093/cercor/bhad003 2024-09-10T04:14:29Z Abstract Opportunities to persuade and be persuaded are ubiquitous. What interpersonal neural pathway in real-world settings determining successful information propagation in naturalistic two-person persuasion scenarios? Hereby, we extended prior research on a naturalistic dyadic persuasion paradigm (NDP) using dual-fNIRS protocol simultaneously measured the neural activity from persuader-receiver dyads while they engaged in a modified “Arctic Survival Task.” Investigating whether neural coupling between persuaders and receivers underpinning of persuading and predict persuasion outcomes (i.e., receiver’s compliance). Broadly, we indicated that the persuasive arguments increase neural coupling significantly compared to non-persuasive arguments in the left superior temporal gyrus-superior frontal gyrus and superior frontal gyrus-inferior frontal gyrus. G-causality indices further revealed the coupling directionality of information flows between the persuader and receiver. Critically, the neural coupling could be a better predictor of persuasion outcomes relative to traditional self-report measures. Eventually, temporal dynamics neural coupling incorporating video recording revealed neural coupling marked the micro-level processes in response to persuading messages and possibly reflecting the time that persuasion might occurs. The initial case of the arguments with targeted views is valuable as the first step in encouraging the receiver’s compliance. Our investigation represented an innovative interpersonal approach toward comprehending the neuroscience and psychology underlying complex and true persuasion. Article in Journal/Newspaper Arctic Oxford University Press Arctic Cerebral Cortex |
institution |
Open Polar |
collection |
Oxford University Press |
op_collection_id |
croxfordunivpr |
language |
English |
description |
Abstract Opportunities to persuade and be persuaded are ubiquitous. What interpersonal neural pathway in real-world settings determining successful information propagation in naturalistic two-person persuasion scenarios? Hereby, we extended prior research on a naturalistic dyadic persuasion paradigm (NDP) using dual-fNIRS protocol simultaneously measured the neural activity from persuader-receiver dyads while they engaged in a modified “Arctic Survival Task.” Investigating whether neural coupling between persuaders and receivers underpinning of persuading and predict persuasion outcomes (i.e., receiver’s compliance). Broadly, we indicated that the persuasive arguments increase neural coupling significantly compared to non-persuasive arguments in the left superior temporal gyrus-superior frontal gyrus and superior frontal gyrus-inferior frontal gyrus. G-causality indices further revealed the coupling directionality of information flows between the persuader and receiver. Critically, the neural coupling could be a better predictor of persuasion outcomes relative to traditional self-report measures. Eventually, temporal dynamics neural coupling incorporating video recording revealed neural coupling marked the micro-level processes in response to persuading messages and possibly reflecting the time that persuasion might occurs. The initial case of the arguments with targeted views is valuable as the first step in encouraging the receiver’s compliance. Our investigation represented an innovative interpersonal approach toward comprehending the neuroscience and psychology underlying complex and true persuasion. |
author2 |
National Natural Science Foundation of China Key Specialist Projects of Shanghai Municipal Commission of Health and Family Planning Programs Foundation of Shanghai Municipal Commission of Health and Family Planning |
format |
Article in Journal/Newspaper |
author |
Li, Yangzhuo Luo, Xiaoxiao Wang, Keying Li, Xianchun |
spellingShingle |
Li, Yangzhuo Luo, Xiaoxiao Wang, Keying Li, Xianchun Persuader-receiver neural coupling underlies persuasive messaging and predicts persuasion outcome |
author_facet |
Li, Yangzhuo Luo, Xiaoxiao Wang, Keying Li, Xianchun |
author_sort |
Li, Yangzhuo |
title |
Persuader-receiver neural coupling underlies persuasive messaging and predicts persuasion outcome |
title_short |
Persuader-receiver neural coupling underlies persuasive messaging and predicts persuasion outcome |
title_full |
Persuader-receiver neural coupling underlies persuasive messaging and predicts persuasion outcome |
title_fullStr |
Persuader-receiver neural coupling underlies persuasive messaging and predicts persuasion outcome |
title_full_unstemmed |
Persuader-receiver neural coupling underlies persuasive messaging and predicts persuasion outcome |
title_sort |
persuader-receiver neural coupling underlies persuasive messaging and predicts persuasion outcome |
publisher |
Oxford University Press (OUP) |
publishDate |
2023 |
url |
http://dx.doi.org/10.1093/cercor/bhad003 https://academic.oup.com/cercor/article-pdf/33/11/6818/50433852/bhad003.pdf |
geographic |
Arctic |
geographic_facet |
Arctic |
genre |
Arctic |
genre_facet |
Arctic |
op_source |
Cerebral Cortex volume 33, issue 11, page 6818-6833 ISSN 1047-3211 1460-2199 |
op_rights |
https://academic.oup.com/journals/pages/open_access/funder_policies/chorus/standard_publication_model |
op_doi |
https://doi.org/10.1093/cercor/bhad003 |
container_title |
Cerebral Cortex |
_version_ |
1812175052395773952 |