text stringlengths 4 512 | source_url stringclasses 8
values | source_title stringclasses 8
values | source_domain stringclasses 8
values | license_type stringclasses 2
values | attribution_required bool 1
class | attribution_text stringclasses 1
value | license_url stringclasses 1
value | relevance_score float64 0.27 0.68 | quality_score float64 0.48 0.9 | topics stringlengths 2 80 | character_count int64 4 512 | subject_name stringclasses 1
value | subject_type stringclasses 1
value | extraction_date stringlengths 26 26 | embedding listlengths 384 384 |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
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 | [
-0.010191601701080799,
-0.007176148239523172,
-0.027842411771416664,
-0.021876320242881775,
0.008741441182792187,
0.006655522156506777,
0.057738713920116425,
0.03467512130737305,
0.079338937997818,
-0.06950823962688446,
-0.01928761415183544,
0.05759827047586441,
-0.048522863537073135,
-0.0... | ||
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 | [
0.04124899208545685,
-0.00424097990617156,
0.017408978193998337,
-0.021968860179185867,
0.009333495050668716,
0.06289660930633545,
0.026557549834251404,
0.042049337178468704,
0.008121655322611332,
-0.05813101679086685,
0.07360288500785828,
0.0561981275677681,
0.003113912884145975,
-0.03602... | ||
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 | [
0.002358166268095374,
0.06581301987171173,
0.013239175081253052,
0.03849419578909874,
0.04344377666711807,
0.04742825776338577,
0.021599428728222847,
0.009933041408658028,
0.09404140710830688,
-0.05725486949086189,
0.009972392581403255,
0.039805054664611816,
-0.016403071582317352,
-0.01604... | ||
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 | [
0.037583597004413605,
-0.01856839284300804,
-0.04280268773436546,
-0.05933261290192604,
-0.0010440697660669684,
-0.01626141369342804,
0.09513421356678009,
0.05388597398996353,
0.09698817133903503,
0.005159937776625156,
-0.00022662121045868844,
0.05363653600215912,
0.03346727043390274,
0.04... | ||
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 | [
0.04981983080506325,
-0.019892964512109756,
-0.03712700307369232,
-0.03763413056731224,
-0.01811668463051319,
-0.01248322892934084,
0.1306711733341217,
0.07139791548252106,
0.10143698006868362,
-0.0011497074738144875,
-0.000999370706267655,
-0.026170842349529266,
0.006563134957104921,
0.05... | ||
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 | [
-0.034223902970552444,
-0.0011541163548827171,
-0.010829615406692028,
-0.030313361436128616,
-0.054865941405296326,
0.005534647032618523,
0.08742670714855194,
0.09752673655748367,
0.09746307879686356,
0.009559523314237595,
0.039892543107271194,
0.0002699672768358141,
0.023134946823120117,
... | ||
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 | [
-0.0021836203522980213,
0.02116689644753933,
0.056454602628946304,
-0.01570567488670349,
-0.03998881205916405,
-0.0018726972630247474,
0.03121895343065262,
0.03356598690152168,
-0.02430717647075653,
-0.00816896092146635,
0.019908482208848,
0.0019847501534968615,
0.005417816806584597,
-0.00... | ||
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 | [
0.0957041084766388,
0.017118994146585464,
0.0015933840768411756,
-0.05682510882616043,
-0.018784914165735245,
0.019367190077900887,
0.08813689649105072,
0.04396592453122139,
0.09369183331727982,
0.0051208860240876675,
-0.012354114092886448,
0.07929497212171555,
0.011596824042499065,
0.0267... | ||
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 | [
0.025869695469737053,
0.03661641106009483,
-0.06496009975671768,
-0.05809988081455231,
-0.014463888481259346,
-0.013432428240776062,
0.07477068156003952,
0.09936236590147018,
0.10464592278003693,
0.06157020851969719,
0.001790346810594201,
-0.0010053347796201706,
0.0074714478105306625,
0.06... | ||
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 | [
0.034634318202733994,
0.026985017582774162,
-0.021463975310325623,
-0.03395313397049904,
-0.0029437532648444176,
0.01274777203798294,
0.15715640783309937,
0.08343082666397095,
0.08642058819532394,
-0.09799028933048248,
-0.000039969592762645334,
0.006609176751226187,
0.061051443219184875,
-... | ||
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 | [
0.0804394781589508,
0.02190978452563286,
-0.04391925781965256,
-0.019231189042329788,
-0.022621987387537956,
0.04553987830877304,
0.14944739639759064,
0.051203396171331406,
0.08438841253519058,
0.038856614381074905,
0.014156573452055454,
-0.04059344530105591,
0.021111495792865753,
0.016342... | ||
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 | [
0.0666295737028122,
-0.026375753805041313,
-0.016275325790047646,
0.02564302645623684,
0.01390843279659748,
0.03717043250799179,
0.07032612711191177,
0.12773694097995758,
0.05107969418168068,
0.04684223234653473,
0.02764086425304413,
0.029802899807691574,
0.03623189032077789,
0.01804339140... | ||
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 | [
0.0015989907551556826,
0.015169508755207062,
-0.01555513497442007,
-0.019889675080776215,
0.05455141142010689,
-0.01632138527929783,
0.11966564506292343,
0.07005689293146133,
0.06822828948497772,
-0.008505893871188164,
0.013238854706287384,
0.04928000643849373,
0.027880176901817322,
0.0582... | ||
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 | [
0.028640536591410637,
0.014046471565961838,
-0.014542301185429096,
-0.043518926948308945,
-0.02688705548644066,
0.022718099877238274,
0.0846605971455574,
0.05982254445552826,
0.0931299477815628,
0.06835755705833435,
-0.03550407290458679,
-0.036135781556367874,
-0.044180985540151596,
0.0304... | ||
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 | [
0.007415014784783125,
-0.016600456088781357,
-0.044054098427295685,
-0.04298005998134613,
-0.026262223720550537,
0.024879537522792816,
0.08300787955522537,
0.05752219632267952,
0.13668441772460938,
0.07411385327577591,
-0.002247823867946863,
-0.003134282073006034,
-0.0027150134555995464,
0... | ||
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 | [
0.030076969414949417,
-0.03665882349014282,
-0.04361995309591293,
-0.057627979665994644,
0.032268911600112915,
0.03491286188364029,
0.1401495635509491,
0.07192202657461166,
0.04367339238524437,
0.05726388469338417,
-0.007418107707053423,
0.06605541706085205,
0.0668753907084465,
0.032966002... | ||
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 | [
0.036267515271902084,
-0.04515902325510979,
-0.03163399547338486,
-0.04082426801323891,
0.01686614751815796,
0.08252221345901489,
0.08971855789422989,
0.07413560152053833,
0.09440500289201736,
0.006235979031771421,
-0.011486684903502464,
0.019344016909599304,
-0.00204836274497211,
0.022439... | ||
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 | [
-0.019561177119612694,
-0.03177553787827492,
0.014506720006465912,
-0.012761258520185947,
-0.008669610135257244,
0.0318332239985466,
0.0410468727350235,
0.12119905650615692,
0.10716461390256882,
0.01591966114938259,
0.058022454380989075,
-0.05761348456144333,
0.010049153119325638,
0.037906... | ||
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 | [
-0.02346787415444851,
0.0978594720363617,
0.026678502559661865,
0.05224568396806717,
-0.022776855155825615,
0.019437076523900032,
0.004953989293426275,
0.05371997877955437,
0.08260273933410645,
-0.015859760344028473,
0.0360710546374321,
0.029843246564269066,
-0.012265263125300407,
0.013032... | ||
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 | [
0.047133687883615494,
-0.04111005365848541,
-0.03449225425720215,
-0.0070268819108605385,
-0.005452924873679876,
0.013463294133543968,
0.08917073905467987,
0.047379132360219955,
0.12171542644500732,
0.05317045748233795,
-0.0205070860683918,
-0.04203175753355026,
-0.03832557052373886,
0.022... | ||
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 | [
-0.019297976046800613,
-0.09132567793130875,
-0.04356463998556137,
-0.008005019277334213,
0.06110120564699173,
0.10672203451395035,
0.045356929302215576,
0.03870738670229912,
0.0757610872387886,
0.03234477713704109,
-0.014887903816998005,
0.06786557286977768,
-0.034272678196430206,
0.00848... | ||
ce ( Cialdini & Goldstein 2004 ) often occur automatically, outside of conscious awareness. Within this context, we refer to communicators who may intentionally seek to persuade (e.g., by trying to convince a parent to quit smoking), may share without explicitly identifying persuasion as a motive (e.g., by sending an i... | 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 | 0.488 | 0.706 | ["war_conflict", "motivation", "rhetoric"] | 508 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.555832 | [
0.04216485843062401,
-0.01549089141190052,
-0.04167437180876732,
0.015995437279343605,
0.05956406891345978,
0.014427966438233852,
0.11789437383413315,
0.05131550133228302,
0.1067538931965828,
-0.004901471547782421,
0.034436989575624466,
-0.00924901757389307,
0.03988208249211311,
-0.0094269... | ||
without thinking about influencing a colleague). In parallel, we refer to receivers who may or may not be consciously aware of the communicator’s influence on them (e.g., actively considering the merits of an argument versus following a colleague up the stairs without explicitly thinking about it). 2. THE ROLE OF VALUA... | 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 | 0.463 | 0.846 | ["communication", "rhetoric", "decision_making", "war_conflict", "philosophy"] | 487 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.555969 | [
0.08771724253892899,
0.017449241131544113,
-0.08191148936748505,
-0.04823189601302147,
-0.02757015824317932,
-0.02842744253575802,
0.10203371942043304,
0.07624129205942154,
0.09426093846559525,
0.004920605104416609,
0.016352636739611626,
-0.010249465703964233,
0.05293875187635422,
0.015572... | ||
of others centrally involve subjective valuation. Within the brain, activity within the ventromedial prefrontal cortex (VMPFC) and ventral striatum (VS) integrates multiple different inputs from other parts of the brain into a common value signal. This signal offers a means for comparison between different choices on a... | 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 | 0.328 | 0.856 | ["decision_making", "philosophy"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.556116 | [
0.13415436446666718,
-0.06905648857355118,
-0.05997778847813606,
-0.04572846367955208,
0.02214042656123638,
0.09684929996728897,
-0.03857826441526413,
0.028568856418132782,
0.12654317915439606,
0.0011350970016792417,
-0.03631250560283661,
-0.11038070917129517,
-0.08168141543865204,
0.00555... | ||
timuli or choices and scales reliably with how much a person values a wide range of stimuli, including both primary (e.g., food, sex) and secondary (e.g., financial) rewards ( Bartra et al. 2013 , Chib et al. 2009 , Levy & Glimcher 2012 , McNamee et al. 2013 ). By putting the universe of inputs on a common scale, the b... | 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 | 0.357 | 0.736 | ["decision_making", "ethics", "war_conflict"] | 511 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.556260 | [
0.04107767343521118,
-0.027900733053684235,
-0.004217056091874838,
0.026145996525883675,
-0.05202965438365936,
0.03499038517475128,
0.07623322308063507,
0.09969792515039444,
0.1021655797958374,
0.0325026661157608,
0.04143043980002403,
-0.08303133398294449,
-0.03281481936573982,
-0.00162599... | ||
ator, whether to eat an apple or a chocolate bar, whether to share or not share a piece of information). The value signal also accounts for past experiences to guide future behavior through the process of reinforcement learning. To do so, the brain computes a reward prediction error ( Schultz 2006 ), tracking the diffe... | 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 | 0.522 | 0.836 | ["war_conflict", "education", "philosophy"] | 412 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.556387 | [
-0.06308110058307648,
0.013918543234467506,
-0.037842731922864914,
0.015766117721796036,
-0.00115963036660105,
0.08202776312828064,
0.07334618270397186,
-0.011079552583396435,
0.11124172806739807,
-0.02386014722287655,
-0.005630362778902054,
-0.05938153713941574,
0.007054859772324562,
0.00... | ||
e.g., reward) and the actual outcomes of actions. When an action produces higher than expected rewards, it is seen as more valuable and reinforced, whereas when an action produces less reward (or more punishment or conflict) than expected, it is devalued; these changes in value also correspondingly guide future action.... | 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 | 0.387 | 0.828 | ["war_conflict", "education"] | 415 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.556523 | [
-0.011998550966382027,
0.018732771277427673,
-0.03054717369377613,
-0.032052718102931976,
0.03477707505226135,
0.08282629400491714,
0.01520486082881689,
0.023881560191512108,
0.11355369538068771,
0.06362839788198471,
0.04951461777091026,
0.048007357865571976,
0.013163531199097633,
0.058644... | ||
om the behaviors and outcomes observed in others. In both cases, choices with higher than expected (experienced or observed) rewards are more likely to be chosen in the future, whereas choices with lower than expected (experienced or observed) rewards are less likely to be chosen in the future. Reinforcement learning: ... | 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 | 0.37 | 0.858 | ["decision_making", "war_conflict", "education"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.556656 | [
-0.018526090309023857,
0.031016165390610695,
0.04716719686985016,
0.025079922750592232,
0.07739134132862091,
0.02273612655699253,
0.007521918974816799,
0.01192905381321907,
0.11090733110904694,
0.0811617448925972,
0.0507664680480957,
0.03853777423501015,
0.009626784361898899,
0.03143467381... | ||
ers ( Falk et al. 2013 , Tamir & Mitchell 2012 ). On the receiving end, social influence from peers ( Campbell-Meiklejohn et al. 2010 ; Cascio et al. 2015 ; Klucharev et al. 2009 , 2011 ; Nook & Zaki 2015 ; Welborn et al. 2016 ; Zaki et al. 2011 ) and media ( Chua et al. 2011 ; Falk et al. 2012a , 2013 , 2016 ) changes... | 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 | 0.656 | ["education"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.556780 | [
0.05674384534358978,
-0.021296827122569084,
-0.014288468286395073,
0.00290100509300828,
0.06241757050156593,
0.06396888196468353,
0.08538301289081573,
0.024587009102106094,
0.04111693054437637,
0.06106468662619591,
0.04626453295350075,
0.13217639923095703,
0.04939207807183266,
0.0221024677... | ||
rning: changes in the choice likelihood of a particular option based on observed behaviors, rewards, and punishments experienced by others One form of reward that may be especially relevant in the communication context comes from anticipated and received social approval. Because social connection is fundamental to huma... | 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 | 0.443 | 0.706 | ["communication", "war_conflict", "philosophy", "decision_making", "networking"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.556927 | [
-0.01764439232647419,
-0.11160162091255188,
-0.03252188861370087,
0.011434445157647133,
0.0009760064422152936,
0.079838328063488,
0.07475326955318451,
-0.023702071979641914,
0.056693319231271744,
-0.04551362618803978,
-0.04501247778534889,
0.06571843475103378,
-0.032200414687395096,
0.0310... | ||
strategies and conformity to group norms as ends in themselves. This should be especially true to the extent that particular communication strategies and conformity result in better coordination and stronger bonds between people (i.e., conforming helps me fit in with my friends). Within this framework, we conceptualize... | 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 | 0.838 | ["philosophy", "communication", "decision_making", "war_conflict"] | 477 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.557067 | [
0.0052642966620624065,
-0.02046227641403675,
-0.04700251668691635,
-0.05346785485744476,
-0.004558437503874302,
-0.024091070517897606,
0.1151842549443245,
0.03192783519625664,
0.06496686488389969,
-0.018065135926008224,
0.04212062060832977,
0.05579244717955589,
0.03388484567403793,
0.03954... | ||
lar attention paid to anticipated social rewards. The expected value of sharing could be informed by the communicator’s own past experiences with information sharing or by the communicator’s observations of the consequences when others share. In parallel, we conceptualize both persuasion and social influence as inputs ... | 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 | 0.623 | 0.85 | ["philosophy", "decision_making", "war_conflict", "rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.557210 | [
0.009989111684262753,
-0.024387242272496223,
-0.06366502493619919,
-0.0520268939435482,
0.04156121984124184,
0.059758976101875305,
0.14879029989242554,
0.050190262496471405,
0.08660902082920074,
0.0029533198103308678,
0.005666420795023441,
0.04846756532788277,
0.050852905958890915,
0.03296... | ||
bjects, and behaviors to the receiver (i.e., if my friend likes it, it may have value to me), in addition to the social value of conformity and social connection described above. Conformity: changes in receivers’ preferences or behavior that are in line with those of others due to persuasion or social influence Informa... | 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 | 0.501 | 0.858 | ["philosophy", "rhetoric", "networking"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.557343 | [
0.009247489273548126,
0.01587837189435959,
-0.0540509894490242,
0.0015409252373501658,
-0.03771991282701492,
0.015352361835539341,
0.09895890206098557,
0.012527418322861195,
-0.026763955131173134,
-0.0031625113915652037,
0.0631207749247551,
0.01767679490149021,
0.0409315824508667,
0.047241... | ||
o exert influence As reviewed in greater detail below, core theories of persuasion, social influence, and behavior change have incorporated ideas about subjective valuation and value maximization under different names, highlighting, among others, beliefs about the consequences of behavior for oneself or self-interest (... | 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 | 0.508 | 0.856 | ["rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.557469 | [
0.029421953484416008,
-0.054778099060058594,
-0.063076451420784,
-0.026908881962299347,
-0.0009255805634893477,
0.016309667378664017,
0.10127704590559006,
0.08100009709596634,
0.05283920839428902,
0.004868118092417717,
0.03466425836086273,
0.06395547091960907,
0.02451419271528721,
0.030120... | ||
bjective value are robustly observed across studies of sharing, persuasion, and social influence. Decisions to share information, as well as successfully persuading or influencing others, involve increased activity in the brain’s value system ( Baek et al. 2017 , Falk et al. 2013 , Scholz et al. 2017b ), and some have ... | 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 | 0.603 | 0.856 | ["philosophy", "decision_making", "war_conflict", "rhetoric"] | 463 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.557601 | [
0.004072558134794235,
0.00953198317438364,
-0.07856985926628113,
-0.03825867548584938,
-0.007327147293835878,
0.09225653856992722,
0.11261546611785889,
0.02816242352128029,
0.07833602279424667,
0.0016935236053541303,
-0.0076799653470516205,
0.030552629381418228,
0.019719038158655167,
0.059... | ||
ial cognition ( Semin & Cacioppo 2008 ), recent evidence also suggests that synchronization between communicators and receivers is a key component of successful persuasion and social influence, beyond the brain activity observed in either party alone ( Scholz et al. 2017b , Stephens et al. 2010 ). Social learning, or u... | 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 | 0.621 | 0.866 | ["education", "philosophy", "rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.557731 | [
0.009805900044739246,
-0.05409488081932068,
-0.052277930080890656,
-0.01908061094582081,
-0.005854891147464514,
0.0404478944838047,
0.11711166054010391,
-0.027913402765989304,
0.04615076258778572,
0.053740836679935455,
0.07395905256271362,
0.10787671059370041,
0.03200794756412506,
-0.02911... | ||
up norms as a central, valued commodity that promotes approaching positive social outcomes ( Cialdini & Goldstein 2004 ) and avoiding negative social sanctions ( Fehr & Fischbacher 2004 ). Likewise, conformity and mirroring of others can promote positive relationships with others ( Cacioppo & Cacioppo 2012 ), in part b... | 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 | 0.568 | 0.836 | ["networking", "philosophy"] | 427 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.557869 | [
-0.043218545615673065,
-0.008379383943974972,
-0.10424982011318207,
-0.059195227921009064,
-0.07626815885305405,
0.019040964543819427,
-0.004969022236764431,
-0.014430147595703602,
0.016563275828957558,
-0.014451315626502037,
0.08884632587432861,
0.06172449514269829,
0.04729346185922623,
0... | ||
son being mirrored ( Cacioppo et al. 2014 ). 2.1. The Communicator’s Perspective People share when they believe that information is valuable to the receiver ( Barasch & Berger 2014 , Berger & Milkman 2010 , Reeck et al. 2016 ), valuable to the way that others will see them ( Lampel & Bhalla 2007 ), or valuable to the r... | 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 | 0.564 | 0.876 | ["philosophy", "management", "motivation", "networking"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.558014 | [
-0.05694985017180443,
-0.021109914407134056,
-0.029943956062197685,
-0.08132082968950272,
0.025303233414888382,
0.024795234203338623,
0.08243482559919357,
-0.0190522950142622,
0.03276609629392624,
-0.04203048720955849,
0.009921316988766193,
0.01078660599887371,
0.01257410366088152,
-0.0037... | ||
ession management, emotion regulation, information acquisition, social bonding, and persuasion of others ( Barasch & Berger 2014 ). Each of these motives can be conceptualized as being valuable to the sharer, as these motivations correspond to central human goals of holding a positive image of the self and maintaining ... | 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 | 0.842 | ["management", "motivation", "networking", "philosophy", "rhetoric"] | 436 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.558155 | [
-0.014946315437555313,
0.02370281144976616,
-0.03268057480454445,
-0.005151726305484772,
0.05024222657084465,
0.0009522823384031653,
0.1018589586019516,
-0.026471326127648354,
0.1023859903216362,
-0.04795539379119873,
0.07335813343524933,
0.0009941570460796356,
0.012633363716304302,
-0.013... | ||
t al. 2004 , Taylor 2006 , Taylor & Brown 1988 ). Neural evidence also suggests that sharing recruits the value system and may offer a parsimonious way of quantifying and comparing various motives. In this view, opportunities to fulfill one or multiple motivations associated with sharing could each increase the value o... | 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 | 0.548 | 0.868 | ["motivation", "philosophy"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.558305 | [
-0.026998529210686684,
-0.027014881372451782,
-0.07387340813875198,
-0.019298840314149857,
0.0617498941719532,
0.09989405423402786,
0.030772661790251732,
-0.003986334893852472,
0.10406655818223953,
-0.059270668774843216,
-0.0058663226664066315,
0.02769087255001068,
0.003619860392063856,
0.... | ||
le 2014 ) that compares value in other domains (e.g., purchase decisions, mate selection) and increases the value signal associated with sharing a given piece of information, rather than sharing other information or not sharing at all. Empirical evidence supports this view. For example, the ideas that end up being shar... | 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 | 0.381 | 0.87 | ["philosophy", "decision_making"] | 504 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.558431 | [
-0.008507593534886837,
-0.01794646866619587,
-0.06214837729930878,
-0.028993697836995125,
0.02664899080991745,
0.07679301500320435,
0.04203279688954353,
0.031683292239904404,
0.090593121945858,
-0.014304897747933865,
-0.010083853267133236,
0.0814509242773056,
-0.0010130536975339055,
0.0333... | ||
ek et al. 2017 , Falk et al. 2013 , Scholz et al. 2017a ). More broadly, participants are willing to pay more money to share information than to answer trivia, and the act of sharing also increases activity in the brain’s value system ( Tamir et al. 2015 ). 2.2. The Receiver’s Perspective Theory and evidence support a ... | 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 | 0.584 | 0.726 | ["philosophy", "ethics", "salary"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.558575 | [
-0.0009032647940330207,
0.012764308601617813,
-0.07521326839923859,
-0.0452641136944294,
0.039649542421102524,
0.07066600769758224,
0.12645608186721802,
0.07754751294851303,
0.1204841285943985,
0.004755891393870115,
-0.01795807108283043,
0.045260146260261536,
0.041442710906267166,
-0.00555... | ||
ues of ideas and actions, the receiver is more likely to update their views or behaviors to be consistent with the message based on that value signal. For example, expectancy value theories of persuasion and behavior change suggest that people’s expectations of what will happen if they act and their evaluation of the e... | 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 | 0.454 | 0.84 | ["rhetoric"] | 415 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.558695 | [
0.035740505903959274,
-0.007446943316608667,
-0.021786650642752647,
-0.030795414000749588,
0.04387117177248001,
0.04130269214510918,
0.10166775435209274,
0.045210763812065125,
0.11869487911462784,
0.035144951194524765,
-0.007329113315790892,
0.03379875048995018,
0.009900019504129887,
0.020... | ||
d what action is taken ( Fishbein & Ajzen 2011 ). Studies of argument quality similarly suggest that people are persuaded less by facts and more by subjective value: “[T]he persuasive impact of argument quality, as it has been operationalized, is much less about logic than it is about valence. That is, persuasion is mo... | 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 | 0.444 | 0.862 | ["rhetoric", "philosophy"] | 508 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.558840 | [
0.11352311819791794,
-0.0078107211738824844,
-0.034720875322818756,
-0.046170540153980255,
0.005486653186380863,
0.016279734671115875,
0.08346465975046158,
0.09142504632472992,
0.08306504040956497,
0.05094212666153908,
-0.05625070631504059,
0.057523615658283234,
-0.004529398865997791,
0.04... | ||
a. truthful or likely—arguments” ( Johnson et al. 2004 , p. 216). O’Keefe (2012) further highlights the fact that a wide range of message effects that have traditionally been studied separately (e.g., gain versus loss frames, individualistic versus collectivistic frames, prevention-versus promotion-focused appeals, fea... | 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 | 0.594 | 0.676 | ["rhetoric", "networking", "philosophy"] | 467 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.558982 | [
0.02587045356631279,
0.054906222969293594,
-0.0017146230675280094,
-0.04042932018637657,
0.10692715644836426,
0.08372388780117035,
0.0605388805270195,
0.0656457170844078,
0.12413793802261353,
-0.03311740234494209,
0.023627901449799538,
0.04899032786488533,
0.0034743258729577065,
0.01375976... | ||
ome or consequence (consequence-based arguments). At their core, these theories align with subjective expected utility models, which are central to a broad set of economic decision models ( Samuelson 1937 , Savage Leonard 1954 , Von Neumann & Morgenstern 1944 ). Likewise, behavioral and neuroeconomic theories of decisi... | 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 | 0.525 | 0.838 | ["decision_making", "rhetoric"] | 440 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.559111 | [
-0.021607551723718643,
0.03407151252031326,
0.027112333104014397,
-0.04504803940653801,
0.06162846088409424,
0.06843601912260056,
0.0571284182369709,
0.12584924697875977,
0.1101934164762497,
0.07167613506317139,
0.06142043694853783,
0.04618220776319504,
-0.02503838948905468,
0.039157439023... | ||
e ( Camerer et al. 2005 , Levy & Glimcher 2012 ). As such, conceptualizing persuasion in terms of value to the actor bridges psychological, economic, and neuroscientific perspectives on persuasion, influence, and behavior change. In particular, although psychologists typically do not assume that people know their prefe... | 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 | 0.503 | 0.852 | ["rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.559248 | [
0.03833449259400368,
-0.008886787109076977,
-0.1014900803565979,
-0.047838740050792694,
0.008577223867177963,
0.09536761045455933,
0.12086524814367294,
0.10246723145246506,
0.0428587831556797,
0.07111838459968567,
-0.017847664654254913,
0.018448518589138985,
0.013509783893823624,
0.0158822... | ||
ideas and act accordingly, with psychologists perhaps placing greater emphasis on contextual factors (e.g., social norms, framing, attributes of the communicator, self-relevance in a specific context) as inputs to the value computation. In other words, the value assigned to a particular choice or action is subjective a... | 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 | 0.414 | 0.826 | ["decision_making"] | 416 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.559371 | [
0.09862104803323746,
0.01512886956334114,
-0.07682357728481293,
-0.03755173832178116,
0.037138745188713074,
0.04035567119717598,
0.11124689877033234,
0.09514398872852325,
0.09851241856813431,
0.0045648738741874695,
0.0260101817548275,
-0.008348312228918076,
0.01303782593458891,
0.085133947... | ||
that depend on the individual and social context. Likewise, neural evidence highlights a key role for valuation in conformity to social influence induced by perceived social norms and by persuasive messaging and offers a specific and quantifiable signal tracking the process. 2.2.1. Social influence and value in the bra... | 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 | 0.608 | 0.678 | ["philosophy"] | 430 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.559499 | [
-0.028065068647265434,
0.0018968580989167094,
-0.025699371472001076,
-0.05461014807224274,
0.042627494782209396,
0.07252701371908188,
0.041996508836746216,
0.04222353920340538,
0.08344101905822754,
-0.026812652125954628,
0.0346391499042511,
0.02155984193086624,
-0.010811533778905869,
-0.00... | ||
al influence implicates the brain’s value system. First, one set of studies points to the involvement of the brain’s value system in tracking divergence versus consensus with group opinion; rather than tracking the value of the stimulus in isolation, some evidence suggests that the brain initially tracks convergence an... | 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 | 0.454 | 0.854 | ["philosophy"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.559642 | [
0.046767961233854294,
-0.00938685704022646,
-0.07293237745761871,
-0.003264564322307706,
0.0012215225724503398,
0.042054638266563416,
0.09507746249437332,
-0.006552348379045725,
0.06621219962835312,
-0.018655380234122276,
0.03089810721576214,
0.025954358279705048,
0.022609079256653786,
-0.... | ||
ion about others’ preference ratings, which either agree or disagree with an earlier rating made by the participant. Studies arguing for this first perspective suggest that activity is typically higher in the value system during consensus with others’ opinions than when participant opinions diverge from the group (but ... | 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 | 0.447 | 0.856 | ["education", "philosophy"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.559773 | [
0.0453466922044754,
-0.005613220855593681,
-0.04543306678533554,
-0.010075352154672146,
-0.0018323793774470687,
0.03306543827056885,
0.12496443092823029,
0.10271688550710678,
0.07642177492380142,
0.06177554652094841,
0.019818279892206192,
0.06871446967124939,
0.05514239892363548,
0.0505664... | ||
rmative information (in this case, the preferences of others) encourages and reinforces certain preferences and behaviors while discouraging others. Their core argument is that conformity to social norms (i.e., updating ratings to align with group norms) is driven by valuation processes that are similar to the type of ... | 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 | 0.414 | 0.848 | ["education", "philosophy", "motivation", "rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.559907 | [
-0.026366151869297028,
0.015546156093478203,
0.0002079987316392362,
0.053734976798295975,
0.040818952023983,
-0.01425189059227705,
0.0516786202788353,
-0.026592610403895378,
-0.024070831015706062,
0.022675372660160065,
0.0009432605584152043,
-0.04246757924556732,
0.06929320842027664,
-0.02... | ||
d then received feedback about peer perceptions of the same faces. Later, the participants rerated the attractiveness of the faces. The team focused on brain systems known to track value within the brain’s VS and the complementary capacity to detect conflict within parts of the medial frontal cortex. When participants’... | 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 | 0.568 | 0.85 | ["management", "war_conflict"] | 511 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.560044 | [
0.037564393132925034,
0.012069929391145706,
0.036211781203746796,
0.016548724845051765,
0.03880102187395096,
-0.010085281915962696,
0.07794192433357239,
-0.024899287149310112,
0.056436553597450256,
0.016914889216423035,
-0.035827066749334335,
-0.04342179745435715,
0.030303744599223137,
-0.... | ||
social norm correspondingly produced decreases in brain regions tracking value and increases in brain regions tracking conflict ( Klucharev et al. 2009 ). The magnitude of this signal was associated with participants updating their own ratings of facial attractiveness to conform to peer norms. In a second sample, the a... | 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 | 0.566 | 0.858 | ["war_conflict", "philosophy"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.560229 | [
-0.01291210949420929,
0.014931474812328815,
-0.00784329418092966,
0.030640145763754845,
0.05131755769252777,
-0.0009003437589854002,
0.010485938750207424,
-0.009329567663371563,
-0.06120903044939041,
-0.04274686425924301,
0.045986369252204895,
-0.05610080808401108,
0.04911302775144577,
-0.... | ||
ticipants believed ratings were made by a computer, suggesting that conformity may be a form of reinforced social learning. In their example focused on facial attractiveness, deviations from the social norm triggered a prediction error tracking the difference between a person’s expected outcome (i.e., alignment with so... | 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 | 0.571 | 0.842 | ["philosophy", "war_conflict", "education"] | 478 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.560376 | [
-0.08297659456729889,
-0.012753111310303211,
-0.06847187131643295,
0.049340806901454926,
-0.001238750177435577,
-0.018860915675759315,
0.01744030974805355,
0.00045062319259159267,
-0.02187894657254219,
0.04586542397737503,
0.05858919396996498,
-0.048470064997673035,
0.11142078042030334,
0.... | ||
ticipants to update their valuation of the faces. Other teams have also found evidence consistent with the idea that the brain monitors social cues that indicate alignment and misalignment with group opinions during peer feedback and have tracked these neural signals within brain systems associated with conflict monito... | 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 | 0.388 | 0.86 | ["negotiation", "management", "war_conflict"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.560497 | [
0.028983527794480324,
-0.018756484612822533,
-0.03228302672505379,
-0.03680554777383804,
-0.01675882562994957,
0.04965008422732353,
0.09523157775402069,
-0.02470647543668747,
0.07723723351955414,
-0.007203252986073494,
-0.03508199006319046,
0.013286774978041649,
0.01733309030532837,
0.0007... | ||
ssociated with increased activity in the brain’s valuation system within the VS ( Campbell-Meiklejohn et al. 2010 , Cascio et al. 2015 ). Likewise, agreement (versus disagreement) with peer opinions about food was associated with increased activity in the brain’s value system within the VMPFC ( Nook & Zaki 2015 ). By c... | 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 | 0.854 | ["negotiation", "war_conflict", "philosophy"] | 492 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.560632 | [
0.08190470933914185,
0.015492293983697891,
-0.06268749386072159,
0.014091942459344864,
0.003585765603929758,
0.042704321444034576,
0.06735239923000336,
0.01528971642255783,
0.0596734993159771,
-0.03546154126524925,
-0.0011758337495848536,
0.026388835161924362,
-0.020851980894804,
-0.013333... | ||
, arousal, and conflict monitoring ( Berns et al. 2005 , Tomlin et al. 2013 ), which the authors interpreted to indicate the saliency or negative arousal produced by going against peer opinions. This account also fits with the broader argument that conformity is first triggered by detecting divergence from group opinio... | 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 | 0.443 | 0.848 | ["war_conflict", "ethics", "education", "philosophy", "rhetoric"] | 458 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.560763 | [
0.011967683210968971,
-0.03184859827160835,
-0.03579673543572426,
0.013564549386501312,
0.09601765871047974,
-0.00724312849342823,
0.05983010679483414,
-0.026069937273859978,
0.08416087925434113,
-0.0345291830599308,
0.010531197302043438,
0.06015864387154579,
0.058634135872125626,
-0.06146... | ||
inforced and deviations produce conflict signals. A brain stimulation study offered further evidence for a causal role played by the conflict monitoring component of reinforcement learning in conformity ( Klucharev et al. 2011 ). In an experiment similar to the team’s earlier functional magnetic resonance imaging (fMRI... | 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 | 0.392 | 0.852 | ["education", "war_conflict", "philosophy", "management"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.560896 | [
0.001800802070647478,
-0.02530534192919731,
0.03273633494973183,
0.0321757011115551,
-0.021917298436164856,
-0.015159331262111664,
0.043839845806360245,
-0.04802268370985985,
0.016783982515335083,
0.008356252685189247,
-0.004422513768076897,
-0.02655085362493992,
0.037494365125894547,
-0.0... | ||
, in this study, one group of participants made their initial ratings and received peer feedback while undergoing brain stimulation [transcranial magnetic stimulation (TMS)] to decrease activity within part of the posterior medial frontal cortex implicated in conflict detection. Other participants completed the task un... | 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 | 0.388 | 0.84 | ["war_conflict", "education"] | 473 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.561036 | [
0.07065889239311218,
-0.002359044039621949,
0.041232023388147354,
-0.025625167414546013,
0.003864759812131524,
0.05157470703125,
0.04589970037341118,
-0.008991768583655357,
0.019169216975569725,
0.007106357254087925,
-0.03523728623986244,
0.005808628164231777,
0.03482412174344063,
-0.01550... | ||
2014 ). 2.2.2. Persuasion and value in the brain. One key component of the brain’s valuation system, the VMPFC, is consistently implicated in studies of persuasive messaging, such that brain activity in the VMPFC in response to persuasive messages has been associated with subsequent message-consistent behavior change. ... | 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 | 0.706 | ["rhetoric"] | 477 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.561425 | [
0.05167103558778763,
-0.009879027493298054,
-0.0247051902115345,
-0.0290061105042696,
0.07971107214689255,
0.09087527543306351,
0.08695898205041885,
0.0536130852997303,
0.04287438094615936,
-0.02402437850832939,
-0.0003738235973287374,
-0.03427598997950554,
-0.09144370257854462,
-0.0094958... | ||
procedures similar to those of the other groups. When participants later provided their final face ratings, those whose neural conflict monitoring activity was downregulated during peer feedback showed significantly lower rates of conformity to peer feedback compared to the control and sham stimulation groups. Consiste... | 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 | 0.566 | 0.844 | ["war_conflict", "philosophy", "education"] | 511 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.561558 | [
-0.0012776835355907679,
-0.014526252634823322,
0.016216248273849487,
0.0069279479794204235,
0.02847854420542717,
0.034964073449373245,
0.028603263199329376,
-0.01375136710703373,
0.02445298433303833,
-0.015765443444252014,
-0.04053705930709839,
0.018190452829003334,
0.022405611351132393,
-... | ||
l evidence for the role of conflict detection, and reinforcement learning more broadly, in conformity. A complementary study using pharmacology also suggests that modulating neurochemicals, such as dopamine, involved in reinforcement learning within the brain’s value system can alter people’s tendency to conform. In th... | 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 | 0.396 | 0.844 | ["education", "philosophy", "decision_making", "war_conflict"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.561691 | [
0.03709142655134201,
-0.006789939943701029,
-0.0012825180310755968,
-0.028288954868912697,
-0.0077123381197452545,
0.05946900323033333,
0.05302637815475464,
0.044435203075408936,
0.06542447209358215,
0.00008930575859267265,
-0.016652323305606842,
-0.03339547663927078,
0.04485955089330673,
... | ||
to the judgments of others ( Campbell-Meiklejohn et al. 2012 ). A second group of studies have examined brain activity following social influence, typically as participants rerate stimuli following exposure to others’ opinions. In these studies, greater activity in the value system tracks stimuli that were more positiv... | 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 | 0.596 | 0.85 | ["decision_making"] | 501 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.561820 | [
0.027908530086278915,
0.006478118244558573,
-0.07062707841396332,
-0.06296584755182266,
0.039877999573946,
0.02547663263976574,
0.0933070182800293,
0.07197093963623047,
0.07043379545211792,
-0.019315460696816444,
0.006120436824858189,
0.02145206369459629,
0.03631269931793213,
-0.0271537471... | ||
self, rather than the social value of fitting in. This relationship has been found for stimuli such as abstract symbols ( Mason et al. 2009 ), faces ( Zaki et al. 2011 ), celebrity-endorsed consumer products ( Klucharev et al. 2008 ), and foods ( Nook & Zaki 2015 ). Nook & Zaki (2015) found results consistent with the ... | 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 | 0.398 | 0.87 | ["negotiation", "networking"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.561963 | [
0.005856798496097326,
-0.01050547230988741,
-0.07490230351686478,
0.006872822530567646,
0.011433604173362255,
-0.0038546074647456408,
0.08100991696119308,
0.036946143954992294,
0.13045363128185272,
-0.07130160182714462,
0.037949949502944946,
-0.024763494729995728,
0.061717838048934937,
-0.... | ||
ty for agreement than disagreement during feedback) and valence of group opinions during final ratings (i.e., greater value-related activity for stimuli rated more highly by the group); they examined brain activity both during initial exposure to peer feedback about food preferences and during participants’ subsequent ... | 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 | 0.454 | 0.85 | ["negotiation"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.562087 | [
0.026347123086452484,
-0.007761266082525253,
-0.0418427474796772,
0.033257946372032166,
-0.028129126876592636,
0.021466586738824844,
0.0889279842376709,
0.04655110463500023,
0.04461422935128212,
-0.026306506246328354,
0.010170734487473965,
0.04562556743621826,
-0.004011693876236677,
-0.011... | ||
initial exposure to peer opinions, activity in the value system was greatest when participant opinions aligned with peer opinions and was relatively lower when peer ratings were either higher or lower than the participant’s. In later ratings, however, they observed higher behavioral ratings, as well as greater activity... | 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 | 0.412 | 0.86 | [] | 500 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.562206 | [
0.06567880511283875,
0.026071511209011078,
-0.05926405265927315,
-0.013836127705872059,
0.024242106825113297,
0.057330552488565445,
0.02571498230099678,
0.12311148643493652,
-0.0127324927598238,
0.02203775942325592,
0.029798705130815506,
0.03176432102918625,
0.025696368888020515,
-0.009373... | ||
iversally the case, with studies by Cascio et al. (2015) and Welborn et al. (2016) reporting greater (rather than less) activity in parts of the value system during exposure to divergent peer opinions; notably, both of these studies focused on adolescents, raising the question of whether there may be developmental chan... | 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 | 0.595 | 0.858 | ["networking", "philosophy"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.562334 | [
0.04994972422719002,
0.046067483723163605,
-0.05642078071832657,
-0.061130769550800323,
0.0029386524111032486,
-0.018547311425209045,
0.043814197182655334,
0.09243893623352051,
0.0757150948047638,
-0.00029792459099553525,
0.062020979821681976,
0.0522138848900795,
0.042381107807159424,
0.02... | ||
lue-related activity tracks the value of conformity (i.e., aligning with the group opinion), the valence of the group opinion (i.e., increasing for stimuli that are more highly valued by the group), or an interaction that accounts for these factors in addition to a participant’s starting or final valuation. In addition... | 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 | 0.544 | 0.682 | ["philosophy"] | 428 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.562461 | [
0.004763631150126457,
-0.09377112239599228,
-0.009611702524125576,
0.017207028344273567,
0.05861596763134003,
0.025457432493567467,
0.05170466750860214,
0.10603318363428116,
0.09411851316690445,
-0.009783502668142319,
0.009472567588090897,
0.0003529592358972877,
-0.05980193242430687,
0.027... | ||
PFC) are highlighted in different investigations. As such, additional research is needed to understand the temporal dynamics of these effects and the conditions under which different parts of the value system are most influential. Critically, studies have differentially focused on brain activity during initial preferen... | 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 | 0.562 | 0.832 | [] | 478 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.562567 | [
0.05959197133779526,
-0.0657513290643692,
-0.04022998362779617,
0.0227765291929245,
0.021386098116636276,
0.12045835703611374,
0.02151152864098549,
0.09223262220621109,
0.08447633683681488,
0.018402304500341415,
0.006465511862188578,
0.04448281601071358,
-0.0804775133728981,
0.012172237038... | ||
nce ratings and feedback relative to one another. In addition, these phases have been grouped together differently across studies (e.g., grouping preference ratings and peer feedback together before the scan versus grouping peer feedback and final ratings together during the scan versus delivering peer influence during... | 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 | 0.376 | 0.848 | [] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.562677 | [
0.029615284875035286,
0.0008073996868915856,
-0.07013505697250366,
0.03020961582660675,
0.006016348954290152,
0.03848749399185181,
0.0342554934322834,
0.06297150254249573,
0.020168740302324295,
0.03713041543960571,
-0.061360400170087814,
0.023643935099244118,
0.030111880972981453,
0.033380... | ||
ith the idea that, in adults, the brain’s value system tracks deviations and promotes conformity when social norm feedback is initially presented (i.e., during a learning phase) and may subsequently track the updated value of the stimulus (i.e., liking the stimulus after the participant’s attitude is changed to reflect... | 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 | 0.448 | 0.854 | ["education", "philosophy"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.562809 | [
0.0485556498169899,
-0.018613504245877266,
-0.04257754608988762,
-0.006188329309225082,
0.07880707830190659,
0.029414065182209015,
0.03455018997192383,
0.018871448934078217,
0.06765084713697433,
0.015180448070168495,
0.013926373794674873,
0.020005280151963234,
0.021191708743572235,
-0.0288... | ||
n key regions of interest also tracks with individual differences in sensitivity to social influence ( Cascio et al. 2015 , Klucharev et al. 2009 , Nook & Zaki 2015 , Welborn et al. 2016 ). Additional studies in teens have also found evidence for links between susceptibility to social influence and sensitivity within 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 | 0.431 | 0.728 | ["war_conflict", "rhetoric"] | 502 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.562935 | [
0.042191438376903534,
0.060549065470695496,
-0.10256826132535934,
-0.03098280169069767,
0.07604087889194489,
0.02978641539812088,
0.03791891783475876,
0.04633947089314461,
0.036725256592035294,
-0.048120226711034775,
0.0499870590865612,
0.015990665182471275,
0.04199369251728058,
-0.0508650... | ||
. 2015 ), and sunscreen use ( Falk et al. 2010 ). For example, in one early study conducted in sunny Los Angeles, participants were scanned using fMRI during exposure to messages about the need to wear sunscreen every day. Activity in the VMPFC during exposure to the health messages was associated with increased messag... | 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 | 0.352 | 0.856 | ["education"] | 497 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.563062 | [
0.07781855016946793,
0.014715546742081642,
-0.005214016418904066,
0.05541454628109932,
0.0994824767112732,
0.016116909682750702,
0.10560723394155502,
0.037267252802848816,
-0.009562918916344643,
-0.031739991158246994,
0.045187048614025116,
0.01126723363995552,
-0.015778107568621635,
0.0794... | ||
ings and extended them in several important ways. First, the team showed that the association between VMPFC activity during sunscreen message exposure and subsequent behavior change was particularly strong for messages highlighting message value in terms of reasons why one should use sunscreen (versus how to use sunscr... | 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 | 0.378 | 0.824 | ["management", "philosophy"] | 423 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.563185 | [
0.05146447941660881,
0.032826319336891174,
0.006061553489416838,
0.0016329840291291475,
0.15634016692638397,
0.06494782119989395,
0.12894809246063232,
0.07745451480150223,
0.008097391575574875,
-0.044468995183706284,
0.012161697261035442,
-0.05510083585977554,
-0.04068874940276146,
0.03156... | ||
in-framed messages than for loss-framed messages. Furthermore, activity within the VMPFC during gain- but not loss-framed messages was predictive of subsequent message-consistent behavior change. The response in the VMPFC to gain-framed messages is consistent with theories of persuasion that emphasize the idea that per... | 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 | 0.596 | 0.83 | ["rhetoric"] | 443 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.563318 | [
0.02735307812690735,
-0.02799966000020504,
-0.028845299035310745,
-0.0035472458694130182,
0.090477354824543,
0.05747603252530098,
0.08743017166852951,
0.038961250334978104,
0.03736463934183121,
-0.03238030895590782,
0.009049568325281143,
-0.018830489367246628,
-0.008346977643668652,
-0.010... | ||
rsuasion ( Fishbein & Ajzen 2011 , Johnson et al. 2004 , O’Keefe 2012 ) and also align with psychological and behavioral economic theories suggesting that messages highlighting positive consequences (i.e., gain-framed messages) are particularly effective in encouraging prevention behaviors such as wearing sunscreen ( R... | 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 | 0.483 | 0.848 | ["education"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.563447 | [
0.020913511514663696,
0.08370103687047958,
0.027247991412878036,
0.053495313972234726,
0.11847725510597229,
0.0700993537902832,
0.11713539808988571,
0.02523290552198887,
0.02165045589208603,
-0.07059109956026077,
0.04317168891429901,
0.031209098175168037,
0.039571572095155716,
0.0698379501... | ||
rimentally alter message value to the receiver and, thus, activity in the value system and whether this would, in turn, produce greater behavior change. To do so, the team used self-affirmation, a technique that is known to decrease defensiveness and increase receptivity to health messaging (for a review, see Cohen & S... | 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 | 0.506 | 0.86 | ["management", "rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.563657 | [
0.04283576086163521,
0.041753754019737244,
-0.000835769169498235,
-0.027808597311377525,
-0.045304931700229645,
0.012082763016223907,
0.16532711684703827,
0.06556589156389236,
0.07981988042593002,
-0.025007370859384537,
0.022829782217741013,
0.01273626834154129,
0.03249281644821167,
0.0331... | ||
ving physical activity messages showed greater activity in the VMPFC during exposure to the messages and also went on to change their behavior more over the following month. Building on this work, Cooper and colleagues (2017) sought to determine whether connectivity between the VMPFC and VS (i.e., key brain regions imp... | 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 | 0.374 | 0.856 | [] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.563768 | [
0.09312590956687927,
-0.041311442852020264,
0.04305797442793846,
0.03637290373444557,
0.032905224710702896,
0.05506399646401405,
0.005371692590415478,
0.026434583589434624,
-0.01954171434044838,
-0.01612022891640663,
0.009293539449572563,
-0.030895942822098732,
-0.07141511142253876,
-0.025... | ||
ing exposure to the physical activity messages also became less sedentary in the following month. Conceptually related results were also observed in smokers exposed to graphic warning messages related to the social and health consequences of smoking. In that context, connectivity within the value system during negative... | 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 | 0.828 | ["war_conflict"] | 439 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.563923 | [
0.10653023421764374,
0.04479997232556343,
0.023105112835764885,
0.05291192606091499,
0.04928068071603775,
0.021248819306492805,
0.040851298719644547,
0.0670580267906189,
0.07781978696584702,
-0.06375249475240707,
0.04576245695352554,
0.011326453648507595,
0.08620043098926544,
0.00763062294... | ||
anges in smoking behavior ( Cooper et al. 2017 ). Together, these results highlight the role of neural valuation in persuasion and subsequent behavior change. Indeed, a parsimonious explanation for the wide range of message characteristics, study samples, and topics that link activity in the brain’s value system with m... | 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 | 0.595 | 0.842 | ["rhetoric", "decision_making", "education", "philosophy"] | 466 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.564049 | [
0.016241930425167084,
-0.00047527867718599737,
0.021015014499425888,
-0.016562914475798607,
-0.0038270705845206976,
0.07191727310419083,
0.09003261476755142,
0.04486754164099693,
0.11443337798118591,
-0.014888351783156395,
-0.04293883591890335,
0.013206666335463524,
-0.0389297716319561,
0.... | ||
persuasion, as in other forms of decision making. This aligns with the view that multiple types of message effects can be unified as consequence-based arguments ( O’Keefe 2012 ), where affecting perceived consequences (and, thus, the subjective value of decision alternatives) is key to successful influence and behavior... | 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 | 0.499 | 0.856 | ["decision_making", "rhetoric", "communication", "philosophy"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.564184 | [
0.0343625545501709,
0.013261412270367146,
-0.0008995542884804308,
-0.08616048097610474,
0.030579060316085815,
0.01513427309691906,
0.10765007138252258,
0.11494973301887512,
0.10175342857837677,
0.022866150364279747,
0.04402416571974754,
-0.00007864156941650435,
0.0005555530078709126,
0.037... | ||
e value system in relatively small groups of people is also associated with large-scale behaviors in populations. For example, Falk and colleagues (2012a) examined brain responses to televised antismoking ad campaigns in a group of 28 smokers and, independently, assessed the success of those same ads in increasing the ... | 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 | 0.396 | 0.858 | [] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.564295 | [
0.09283421188592911,
0.029411928728222847,
-0.01714928448200226,
-0.04291794076561928,
0.06922498345375061,
0.049092937260866165,
0.06539507955312729,
0.05074140802025795,
0.06853761523962021,
-0.008336418308317661,
0.019212324172258377,
-0.021331636235117912,
-0.04267910122871399,
-0.0589... | ||
okers who watched ads from the different campaigns inside the fMRI scanner correctly predicted the campaigns’ relative effectiveness in increasing quitline calls in larger populations when the ads were aired at scale. Similar results were observed in a study linking brain activity in the VMPFC in a small group of smoke... | 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 | 0.844 | ["motivation", "education"] | 444 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.564416 | [
0.07389170676469803,
-0.027919607236981392,
-0.0010873718420043588,
-0.011492283083498478,
0.08679221570491791,
0.06754353642463684,
0.0347197987139225,
0.04047718644142151,
0.03308969736099243,
-0.05022524669766426,
-0.029204800724983215,
0.03232717141509056,
-0.07682964205741882,
-0.0088... | ||
ate smokers to quit smoking ( Falk et al. 2016 ). Activity in the VS and VMPFC during exposure to health-related content has also been linked to large-scale sharing (n = 117,611 Internet shares) of the same health news articles on the New York Times website ( Scholz et al. 2017a ). Outside of the health domain, respons... | 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 | 0.523 | 0.86 | [] | 440 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.564530 | [
0.10250016301870346,
-0.015856996178627014,
-0.05548994988203049,
0.011157456785440445,
0.03256998956203461,
0.12950971722602844,
0.01992453821003437,
0.0706770122051239,
0.018848495557904243,
0.007384606171399355,
0.00843340065330267,
0.002843334572389722,
-0.06854646652936935,
-0.0592102... | ||
th large-scale music sales ( Berns et al. 2010 ). Specifically, increased activity within the VS while the participants listened to songs was directly associated with the later population-level popularity of the songs. By contrast, participants’ self-reports of liking of and familiarity with the songs did not predict 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 | 0.478 | 0.84 | ["education"] | 472 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.564665 | [
0.0667676255106926,
-0.015535975806415081,
-0.043326567858457565,
0.02108752354979515,
-0.013159806840121746,
0.10460196435451508,
0.011672260239720345,
0.11818339675664902,
-0.0026843836531043053,
-0.01585552655160427,
-0.0005535740638151765,
0.0404108427464962,
0.03758864849805832,
-0.08... | ||
rge-scale effectiveness of s ( Venkatraman et al. 2015 ), neural responses in the VS were more tightly coupled with real-world outcomes than a range of other self-report and biological indicators. Consistent with the interpretation that positive value drives these effects, both self-reported positive arousal and activi... | 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 | 0.528 | 0.854 | [] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.564785 | [
0.08994605392217636,
0.03535424917936325,
-0.003978289198130369,
0.0893528088927269,
0.04631833732128143,
0.04544961452484131,
0.0012699804501608014,
0.07034420222043991,
0.05410323664546013,
0.018456315621733665,
0.02995915524661541,
-0.05104697868227959,
0.05575111135840416,
0.0300596747... | ||
se photos in garnering actual loans based on an Internet database consisting of 13,500 loan requests ( Genevsky & Knutson 2015 ). Extending this logic to a cheaper and more portable neuroimaging technology, brain responses collected with an electroencephalogram (EEG) during exposure to movie trailers were significantly... | 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 | 0.345 | 0.854 | [] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.564891 | [
0.020976804196834564,
-0.027917833998799324,
0.039235636591911316,
-0.023942114785313606,
0.05736399441957474,
0.07036127150058746,
0.06543968617916107,
-0.0066607301123440266,
0.12447264045476913,
-0.012676183134317398,
-0.008513159118592739,
0.02900281548500061,
-0.05683219060301781,
-0.... | ||
e in the medial prefrontal cortex (MPFC) (beta oscillations) were associated with population-level box office sales, above and beyond participants’ self-reported ratings of movie trailers ( Boksem & Smidts 2015 ). Taken together, these results suggest that there is enough commonality across individuals in which persuas... | 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 | 0.565 | 0.834 | ["communication"] | 481 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.565019 | [
0.08651206642389297,
-0.09015701711177826,
0.030073879286646843,
-0.05265909060835838,
0.013837617821991444,
0.09107634425163269,
0.03259627893567085,
0.036737002432346344,
0.10331959277391434,
-0.009823696687817574,
-0.04500752314925194,
0.08335084468126297,
-0.07315358519554138,
-0.03352... | ||
ted with large-scale outcomes across populations. In addition, across these studies, brain activity has predicted variance in behavioral outcomes that differs from what is predicted using other methods, such as self-report of intentions. 2.3. Open Questions About the Role of the Value System in Persuasion and Social In... | 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 | 0.451 | 0.828 | ["rhetoric"] | 432 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.565143 | [
0.02454107068479061,
0.027207080274820328,
-0.05240217223763466,
-0.052156101912260056,
-0.008801133371889591,
0.06478549540042877,
0.08527116477489471,
0.10095778107643127,
0.03445306420326233,
0.021069370210170746,
-0.01394481398165226,
0.043372370302677155,
0.015559554100036621,
0.02982... | ||
sion and social influence across social sciences. Underscoring this perspective, decisions to share information, being socially influenced by information about others’ preferences, and being persuaded by explicit arguments all centrally involve the brain’s value system such that increased activity in the value system (... | 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 | 0.601 | 0.812 | ["philosophy", "decision_making", "rhetoric"] | 423 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.565270 | [
0.016887351870536804,
0.012028965167701244,
-0.08818374574184418,
-0.0495377853512764,
0.033762127161026,
0.028538072481751442,
0.12990215420722961,
0.0546150729060173,
0.09320040047168732,
-0.015440591610968113,
0.030179118737578392,
0.05950887128710747,
-0.035285286605358124,
-0.00041109... | ||
receivers) being influenced by that information. Several open questions remain, however, about the exact nature of the value system’s involvement in different parts of the persuasion and influence process and about the circumstances under which different components of the value system (e.g., the VS, the VMPFC) are most... | 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 | 0.434 | 0.856 | ["philosophy", "rhetoric"] | 511 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.565401 | [
0.06170477345585823,
0.02883734367787838,
-0.10441196709871292,
-0.07718726992607117,
0.016472559422254562,
0.06467211246490479,
0.09091334789991379,
0.07065919786691666,
0.12616543471813202,
0.009098134934902191,
-0.013566629961133003,
0.0009599426994100213,
0.047747042030096054,
-0.00097... | ||
se with positively valued stimuli, decrease with negatively valued stimuli) versus salience or the absolute value evaluations (i.e., increase with both extremely positive and negative stimuli) will be informative in understanding receptivity and resistance to influence. 3. SELECTED INPUTS TO THE VALUE COMPUTATION What ... | 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 | 0.603 | 0.826 | ["philosophy", "rhetoric"] | 475 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.565528 | [
0.0808199942111969,
0.018036482855677605,
-0.07512647658586502,
-0.03794392570853233,
0.04196600988507271,
0.06470746546983719,
0.03470013290643692,
0.0802907943725586,
0.06366570293903351,
0.04610937461256981,
0.02486468106508255,
-0.0011223332257941365,
0.06577049940824509,
0.05998212844... | ||
ersuasion, social influence, and behavior change. Likewise, the brain’s value system is anatomically and functionally coupled with multiple other brain regions and networks that serve a wide range of functions. As described above, these connections might be important factors in determining value during persuasion and s... | 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 | 0.6 | 0.842 | ["networking", "rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.565657 | [
0.020496688783168793,
0.0052564507350325584,
-0.07412224262952805,
-0.04905052110552788,
0.003613739274442196,
0.061303991824388504,
0.10287279635667801,
0.0754566639661789,
0.11628571152687073,
-0.04628517106175423,
-0.001759034814313054,
-0.032916195690631866,
-0.0053854528814554214,
-0.... | ||
elevance and social relevance—that are common across theories of persuasion, social influence, and behavior change and that are especially important to the neural computation of value in information communicators and receivers ( Scholz & Falk 2017 ). 3.1. The Value of Self-Relevance Most studies of value-based 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 | 0.599 | 0.836 | ["decision_making", "philosophy", "rhetoric"] | 439 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.565786 | [
0.027313901111483574,
0.015434714034199715,
-0.047135867178440094,
-0.05943738669157028,
0.013848014175891876,
0.06222054734826088,
0.1582126021385193,
0.12741124629974365,
0.056814536452293396,
-0.08015753328800201,
0.00032927090069279075,
0.024883944541215897,
0.010628756135702133,
-0.01... | ||
than the value of an object to some other target. Self-relevance and self-interest also play a central role in several major theories of persuasion, social influence, and behavior change. Complementing and extending these views, neuroscientists have linked activity in brain systems encoding self-relevance to valuation,... | 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 | 0.435 | 0.842 | ["rhetoric"] | 512 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.565912 | [
0.044198766350746155,
-0.026836372911930084,
-0.002138868672773242,
-0.03193913772702217,
0.025792613625526428,
0.05147026479244232,
0.15987533330917358,
0.09358344227075577,
0.053410619497299194,
-0.06039920449256897,
-0.0470200851559639,
-0.023225154727697372,
-0.054019272327423096,
0.00... | ||
a personality trait describes them or not, is frequently localized in clusters within the MPFC and precuneus/posterior cingulate cortex (PC/PCC) ( Murray et al. 2012 ). Neuroimaging research suggests that computations of self-relevance and value are highly intertwined ( D’Argembeau et al. 2012 , Enzi et al. 2009 , Heat... | 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 | 0.414 | 0.866 | [] | 510 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.566139 | [
0.07561266422271729,
-0.009824005886912346,
-0.023283662274479866,
0.03486940637230873,
0.03953105956315994,
0.06615685671567917,
0.08455998450517654,
0.06857927143573761,
0.04690949246287346,
-0.0678243488073349,
-0.018436554819345474,
-0.0722753033041954,
-0.04407540336251259,
-0.0297684... | ||
self-relevance ( Denny et al. 2012 , Falk et al. 2010 , Murray et al. 2012 , Northoff et al. 2006 ) and valuation ( Bartra et al. 2013 , Levy & Glimcher 2012 ). Paralleling links between self-relevance and value in the brain, psychologists have shown biases in the judgment of self-relevance and value, which include pos... | 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 | 0.548 | 0.7 | ["decision_making"] | 432 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.566232 | [
0.007804256398230791,
0.06855901330709457,
-0.06670588999986649,
-0.030023137107491493,
-0.022394560277462006,
0.04933757707476616,
0.11295517534017563,
0.10280700773000717,
0.09321579337120056,
-0.06722628325223923,
-0.012851028703153133,
-0.0011430747108533978,
-0.027616210281848907,
-0.... | ||
ns ( Mezulis et al. 2004 , Taylor & Brown 1988 ). On average, self-related entities are judged to be disproportionately valuable and things or concepts perceived to be valuable are readily attributed to the self. Perhaps due in part to its strong connections to valuation, self-relevance is a key consideration both for ... | 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 | 0.551 | 0.836 | ["networking", "philosophy"] | 436 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.566324 | [
0.030922509729862213,
0.004962786100804806,
-0.047188084572553635,
-0.017525535076856613,
0.0015693280147388577,
-0.009550688788294792,
0.16133056581020355,
0.08356665074825287,
0.10042532533407211,
-0.08724226802587509,
-0.019101113080978394,
-0.017709610983729362,
0.011145390570163727,
0... | ||
ivers, in determining whether they are persuaded. This is also reflected in studies within psychology and communication that show that self-relevance influences how deeply arguments are processed ( Johnson & Eagly 1989 ). In addition, consequences to the self (i.e., self-interest) influence whether people view argument... | 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 | 0.594 | 0.668 | ["rhetoric", "communication"] | 411 | Persuasion Influence Without Authority | topic | 2026-04-14T20:49:01.566418 | [
-0.002363572595641017,
0.02056744322180748,
0.024042261764407158,
-0.016816530376672745,
-0.005249230656772852,
-0.001284075086005032,
0.14442168176174164,
0.13435178995132446,
0.15880745649337769,
-0.06379903107881546,
-0.039833784103393555,
0.001542409067042172,
0.008644319139420986,
0.0... |
Subsets and Splits
No community queries yet
The top public SQL queries from the community will appear here once available.