Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience

被引:109
|
作者
Falk, Emily [1 ,2 ,3 ]
Scholz, Christin [1 ]
机构
[1] Univ Penn, Annenberg Sch Commun, Philadelphia, PA 19104 USA
[2] Univ Penn, Dept Psychol, Philadelphia, PA 19104 USA
[3] Univ Penn, Wharton Sch, Dept Mkt, Philadelphia, PA 19104 USA
来源
ANNUAL REVIEW OF PSYCHOLOGY, VOL 69 | 2018年 / 69卷
关键词
persuasion; social influence; communication; value; neuroscience; fMRI; WORD-OF-MOUTH; NEURAL RESPONSES; SMOKING-CESSATION; SELF-AFFIRMATION; DEFAULT MODE; BRAIN; INFORMATION; METAANALYSIS; MESSAGES; BEHAVIOR;
D O I
10.1146/annurev-psych-122216-011821
中图分类号
B84 [心理学];
学科分类号
04 ; 0402 ;
摘要
Opportunities 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 decisions to communicate information are determined by the subjective value 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 inputs to the value calculation in both communicators and receivers. Finally, we highlight biological coupling between communicators and receivers as a mechanism through which perceptions of value can be transmitted.
引用
收藏
页码:329 / 356
页数:28
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