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Annu Rev Psychol . Author manuscript; available in PMC: 2025 Jun 18. Published in final edited form as: Annu Rev Psychol. 2017 Sep 27;69:329–356. doi: 10.1146/annurev-psych-122216-011821 Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience Emily Falk Emily Falk 1 Annenberg School fo... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.62 | 0.828 | ["education", "communication", "philosophy", "rhetoric"] | 511 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.552525 | [
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lphia, Pennsylvania 19104 3 Marketing Department, The Wharton School, University of Pennsylvania, Philadelphia, Pennsylvania 19104 Find articles by Emily Falk 1, 2, 3 , Christin Scholz Christin Scholz 1 Annenberg School for Communication, University of Pennsylvania, Philadelphia, Pennsylvania 19104; Find articles by Ch... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.578 | 0.682 | ["education", "communication", "philosophy"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.553077 | [
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vania, Philadelphia, Pennsylvania 19104; 2 Department of Psychology, University of Pennsylvania, Philadelphia, Pennsylvania 19104 3 Marketing Department, The Wharton School, University of Pennsylvania, Philadelphia, Pennsylvania 19104 ✉ Email: falk@asc.upenn.edu Issue date 2018 Jan 4. PMC Copyright notice PMCID: PMC121... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.606 | 0.828 | ["education"] | 503 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.553221 | [
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ties to persuade and be persuaded are ubiquitous. What determines whether influence spreads and takes hold? This review provides an overview of evidence for the central role of subjective valuation in persuasion and social influence for both propagators and receivers of influence. We first review evidence that decision... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.667 | 0.828 | ["communication", "decision_making", "philosophy", "rhetoric"] | 432 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.553397 | [
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alue a communicator expects to gain from sharing. We next review evidence that the effects of social influence and persuasion on receivers, in turn, arise from changes in the receiver’s subjective valuation of objects, ideas, and behaviors. We then review evidence that self-related and social considerations are two key... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.619 | 0.85 | ["rhetoric"] | 511 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.553567 | [
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ivers as a mechanism through which perceptions of value can be transmitted. Keywords: persuasion, social influence, communication, value, neuroscience, fMRI 1. INTRODUCTION People’s preferences and behaviors are strongly influenced by others. A daughter encourages her parent to stop smoking. A coach shares an inspirati... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.613 | 0.856 | ["communication", "management", "motivation", "ethics", "rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.553713 | [
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with her sporty colleague, let’s call her Christin, than if she is with colleagues who prefer the elevator. Knowing that Emily respects Christin’s healthy lifestyle would also increase Christin’s willingness to actively encourage Emily because she can expect Emily to think more positively of her and respond with apprec... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.38 | 0.858 | ["salary"] | 511 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.553854 | [
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stair taking more salient to Emily than the ease of taking the elevator. In this review, we argue that the diverse set of thought processes that determine what information communicators share (e.g., facts about smoking, an inspirational news article, encouragement to take the stairs) and whether receivers are influence... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.438 | 0.846 | ["motivation", "philosophy"] | 460 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.553977 | [
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on pathway, namely subjective value maximization. Valuation involves explicitly and implicitly weighing perceived costs and benefits to derive the value of choices or actions and has been conceptualized as a motivating force for action ( Bartra et al. 2013 , Levy & Glimcher 2012 ). In other words, people make choices t... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.432 | 0.87 | ["decision_making", "salary", "philosophy"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.554110 | [
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s to share information ( Section 2.1 ) and susceptibility to influence in information receivers ( Section 2.2 ). Among multiple person-level, social, and environmental factors, we highlight self-relevance ( Section 3.1 ) and social relevance ( Section 3.2 ) as inputs to the value computation and neural coupling ( Secti... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.572 | 0.846 | ["philosophy"] | 452 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.554238 | [
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nicators and receivers (see Figure 1 ). Figure 1. Open in a new tab Overview of persuasion and social influence from the perspectives of communicators and receivers. The brain image depicts the ventral striatum and parts of ventromedial prefrontal cortex from an automated meta-analysis of studies that involve the term ... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.61 | 0.85 | ["decision_making", "rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.554368 | [
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ighted average of differently valued choice-relevant dimensions (d): SV(c) = Σweight d × value d Our argument is grounded in social science research on active forms of persuasion (e.g., trying to convince a loved one to quit smoking or being persuaded by a public service announcement; for a review, see Albarracin & Sha... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.573 | 0.868 | ["philosophy", "rhetoric", "decision_making"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.554503 | [
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in 2004 ) and interpersonal contagion (e.g., sharing an inspiring news article; for a review, see Berger 2014 ). Core aspects of prior theories in each of these domains have implicitly focused on people’s attempts to maximize subjective value when making decisions about sharing information or being influenced. We highl... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.585 | 0.836 | ["decision_making", "philosophy"] | 439 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.554635 | [
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ore general class of value-based decision making. This conceptualization creates a bridge across prior theories, as well as a concrete link to the previously disconnected literature on neuroscientific underpinnings of subjective valuation, which has served as a guiding force in understanding a more general set of choic... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.535 | 0.852 | ["decision_making"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.554763 | [
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e in service of decision making (see Bartra et al. 2013 , Clithero & Rangel 2014 , Levy & Glimcher 2012 ). This neural perspective suggests that brain systems that calculate subjective value represent a final common pathway or common currency through which different decision alternatives (e.g., sharing one piece of inf... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.531 | 0.862 | ["decision_making", "philosophy"] | 496 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.554891 | [
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s ( Bartra et al. 2013 , Kable & Glimcher 2009 ). As such, conceptualizing persuasion and social influence in terms of value-based decision making complements and extends prior theorizing in fruitful ways. Persuasion: changes in preferences or behaviors in information receivers conforming to active attempts by a commun... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.673 | 0.846 | ["philosophy", "rhetoric", "decision_making"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.555017 | [
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inferences about others’ perspectives, and broader social norms Value-based decision making: choice selection based on the extent to which each option is positively or negatively valued There are several other advantages to linking psychological and economic models of persuasion, social influence, and successful commun... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.599 | 0.692 | ["decision_making", "communication", "networking", "rhetoric"] | 511 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.555166 | [
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etween inputs to the subjective value calculation and the resulting decisions and actions. For example, expectancy value models of behavior change ( Fishbein & Ajzen 2011 ) suggest that the overall probability of choosing a particular option is determined by the average value of the expected consequences of each choice... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.469 | 0.866 | ["decision_making"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.555299 | [
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positive outcome, such as bonding with Christin or positive downstream health effects, are highly probable results of taking the stairs. In contrast, she will be unlikely to take the stairs if she expects the result to be arriving late and sweaty at a meeting on the fifth floor. Given the wide range of dimensions that ... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.426 | 0.862 | ["decision_making", "crisis", "salary", "philosophy"] | 475 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.555434 | [
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n the exact processes that lead to their choices. Neuroimaging provides a method of simultaneously measuring and quantifying a wide range of possible input dimensions to the subjective value calculation and, thereby, provides a different perspective on decision making processes. Measurement occurs in real time, as peop... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.526 | 0.848 | ["decision_making", "philosophy"] | 510 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.555567 | [
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to his or her decisions, preferences, or actions. Therefore, this neural evidence is agnostic to whether or not the processes in question are consciously accessible to the participant ( Lieberman 2007 ); this is important because, as with many fundamental processes ( Krumpal 2011 , Wilson & Nisbett 1978 , Wilson & Scho... | https://pmc.ncbi.nlm.nih.gov/articles/PMC12175252/ | Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience - PMC | pmc.ncbi.nlm.nih.gov | public_domain | false | 0.57 | 0.722 | ["decision_making", "motivation", "education", "rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.555695 | [
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End of preview. Expand in Data Studio
Persuasion Influence Without Authority — Theory
This corpus was automatically generated by the Deku Corpus Builder for use in RAG-based AI applications.
Dataset Structure
Each record contains:
text: The content textsource_url: Original source URLsource_title: Title of the source documentsource_domain: Domain of the sourcelicense_type: License classification (e.g.public_domain,cc_by,cc_by_sa)attribution_required: Boolean — True for CC BY / CC BY-SA and other attribution-required licensesattribution_text: Formatted Creative Commons attribution string (empty if not required)license_url: URL to the CC license deed (empty if not required)relevance_score: Relevance to the subject (0-1)quality_score: Content quality score (0-1)topics: JSON array of detected topicscharacter_count: Length of the textsubject_name: The subject this content relates tosubject_type: "personality" or "topic"extraction_date: When the content was extractedembedding: Pre-computed 384-dimensional embedding vector
Attribution
0 of 341 chunks in this corpus require attribution under their source license.
When building lessons from these chunks, the attribution_text field must be surfaced
in the lesson output per the Legend Leadership Attribution Tracking Spec.
Usage
from datasets import load_dataset
dataset = load_dataset("PhillyMac/Persuasion_Influence_Without_Authority_Theory")
# Access attribution-required chunks
for item in dataset["train"]:
if item["attribution_required"]:
print(item["attribution_text"])
Integration with RAG
This dataset is designed to be integrated with existing embedded corpuses. The embeddings use the sentence-transformers/all-MiniLM-L6-v2 model, compatible with FAISS indexing.
License
Content is sourced from public domain and Creative Commons licensed materials.
See individual license_type fields for per-chunk licensing details.
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