1932

Abstract

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.

Loading

Article metrics loading...

/content/journals/10.1146/annurev-psych-122216-011821
2018-01-04
2024-03-28
Loading full text...

Full text loading...

/deliver/fulltext/psych/69/1/annurev-psych-122216-011821.html?itemId=/content/journals/10.1146/annurev-psych-122216-011821&mimeType=html&fmt=ahah

Literature Cited

  1. Albarracin D, Shavitt S. 2018. Attitudes and attitude change. Annu. Rev. Psychol 69: In press [Google Scholar]
  2. Baek EC, Scholz C, O'Donnell MB, Falk EB. 2017. The value of sharing information: a neural account of information transmission. Psychol. Sci. 28:7851–61 [Google Scholar]
  3. Bandura A. 2001. Social cognitive theory: an agentic perspective. Annu. Rev. Psychol. 52:1–26 [Google Scholar]
  4. Barasch A, Berger J. 2014. Broadcasting and narrowcasting: how audience size affects what people share. J. Mark. Res. 51:3286–99 [Google Scholar]
  5. Bartra O, McGuire JT, Kable JW. 2013. The valuation system: a coordinate-based meta-analysis of BOLD fMRI experiments examining neural correlates of subjective value. NeuroImage 76:412–27 [Google Scholar]
  6. Baumeister RF, Leary MR. 1995. The need to belong: desire for interpersonal attachments as a fundamental human motivation. Psychol. Bull. 117:3497–529 [Google Scholar]
  7. Berger J. 2014. Word of mouth and interpersonal communication: a review and directions for future research. J. Consum. Psychol. 24:4586–607 [Google Scholar]
  8. Berger J, Milkman KL. 2012. What makes online content viral?. J. Mark. Res. 492192–205 [Google Scholar]
  9. Berkman ET, Falk EB. 2013. Beyond brain mapping: using neural measures to predict real-world outcomes. Curr. Dir. Psychol. Sci. 22:145–50 [Google Scholar]
  10. Berns GS, Capra CM, Moore S, Noussair C. 2010. Neural mechanisms of the influence of popularity on adolescent ratings of music. NeuroImage 49:2687–96 [Google Scholar]
  11. Berns GS, Chappelow J, Zink CF, Pagnoni G, Martin-Skurski ME, Richards J. 2005. Neurobiological correlates of social conformity and independence during mental rotation. Biol. Psychiatry 58:3245–53 [Google Scholar]
  12. Bhanji JP, Delgado MR. 2014. The social brain and reward: social information processing in the human striatum. WIREs Cogn. Sci. 5:161–73 [Google Scholar]
  13. Boksem MAS, Smidts A. 2015. Brain responses to movie trailers predict individual preferences for movies and their population-wide commercial success. J. Mark. Res. 52:4482–92 [Google Scholar]
  14. Botha E, Reyneke M. 2013. To share or not to share: the role of content and emotion in viral marketing. J. Public Aff. 13:2160–71 [Google Scholar]
  15. Branigan HP, Pickering MJ, Cleland AA. 2000. Syntactic co-ordination in dialogue. Cognition 75:2B13–25 [Google Scholar]
  16. Bullmore ET, Bassett DS. 2011. Brain graphs: graphical models of the human brain connectome. Annu. Rev. Clin. Psychol. 7:113–40 [Google Scholar]
  17. Burgoon JK, Stern LA, Dillman L. 2007. Interpersonal Adaptation: Dyadic Interaction Patterns Cambridge, UK: Cambridge Univ. Press
  18. Cacioppo S, Cacioppo JT. 2012. Decoding the invisible forces of social connections. Front. Integr. Neurosci. 6:51 [Google Scholar]
  19. Cacioppo S, Zhou H, Monteleone G, Majka EA, Quinn KA. et al. 2014. You are in sync with me: neural correlates of interpersonal synchrony with a partner. Neuroscience 277:842–58 [Google Scholar]
  20. Camerer C, Loewenstein G, Prelec D. 2005. Neuroeconomics: how neuroscience can inform economics. J. Econ. Lit. 43:19–64 [Google Scholar]
  21. Campbell-Meiklejohn DK, Bach DR, Roepstorff A, Dolan RJ, Frith CD. 2010. How the opinion of others affects our valuation of objects. Curr. Biol. 20:131165–70 [Google Scholar]
  22. Campbell-Meiklejohn DK, Simonsen A, Jensen M, Wohlert V, Gjerløff T. et al. 2012. Modulation of social influence by methylphenidate. Neuropsychopharmacology 37:1517–25 [Google Scholar]
  23. Cappella JN. 1996. Why biological explanations?. J. Commun. 46:4–7 [Google Scholar]
  24. Cappella JN. 1997. Behavioral and judged coordination in adult informal social interactions: vocal and kinesic indicators. J. Personal. Soc. Psychol. 72:1119–31 [Google Scholar]
  25. Cappella JN, Kim HS, Albarracín D. 2015. Selection and transmission processes for information in the emerging media environment: psychological motives and message characteristics. Media Psychol 18:396–424 [Google Scholar]
  26. Cascio CN, O'Donnell MB, Bayer J, Tinney FJ, Falk EB. 2015. Neural correlates of susceptibility to group opinions in online word-of-mouth recommendations. J. Mark. Res. 52:4559–75 [Google Scholar]
  27. Cascio CN, O'Donnell MB, Simons-Morton BG, Bingham CR, Falk EB. 2017. Cultural context moderates neural pathways to social influence. Cult. Brain 5:150–70 [Google Scholar]
  28. Chaiken S. 1980. Heuristic versus systematic information processing and the use of source versus message cues in persuasion. J. Personal. Soc. Psychol. 39:5752–66 [Google Scholar]
  29. Chein J, Albert D, O'Brien L, Uckert K, Steinberg L. 2011. Peers increase adolescent risk taking by enhancing activity in the brain's reward circuitry. Dev. Sci. 14:2F1–10 [Google Scholar]
  30. Chiao J, Li S-C, Turner R. 2016. The Oxford Handbook of Cultural Neuroscience Oxford, UK: Oxford Univ. Press
  31. Chib VS, Rangel A, Shimojo S, O'Doherty JP. 2009. Evidence for a common representation of decision values for dissimilar goods in human ventromedial prefrontal cortex. J. Neurosci. 29:3912315–20 [Google Scholar]
  32. Chua HF, Ho SS, Jasinska AJ, Polk TA, Welsh RC. et al. 2011. Self-related neural response to tailored smoking-cessation messages predicts quitting. Nat. Neurosci. 14:4426–27 [Google Scholar]
  33. Chung CMY, Darke PR. 2006. The consumer as advocate: self-relevance, culture, and word-of-mouth. Mark. Lett. 17:4269–79 [Google Scholar]
  34. Cialdini RB, Goldstein NJ. 2004. Social influence: compliance and conformity. Annu. Rev. Psychol. 55:591–621 [Google Scholar]
  35. Clark AE, Kashima Y. 2007. Stereotypes help people connect with others in the community: a situated functional analysis of the stereotype consistency bias in communication. J. Personal. Soc. Psychol. 93:61028–39 [Google Scholar]
  36. Clark HH, Murphy GL. 1982. Audience design in meaning and reference. Adv. Psychol. 9:287–99 [Google Scholar]
  37. Clithero JA, Rangel A. 2014. Informatic parcellation of the network involved in the computation of subjective value. Soc. Cogn. Affect. Neurosci. 9:91289–302 [Google Scholar]
  38. Cohen GL, Sherman DK. 2014. The psychology of change: self-affirmation and social psychological intervention. Annu. Rev. Psychol. 65:333–71 [Google Scholar]
  39. Cooper N, Bassett DS, Falk EB. 2017. Coherent activity between brain regions that code for value is linked to the malleability of human behavior. Sci. Rep. 7:43250 [Google Scholar]
  40. Cooper N, Tompson S, O'Donnell MB, Falk EB. 2015. Brain activity in self- and value-related regions in response to online antismoking messages predicts behavior change. J. Media Psychol. 27:393–109 [Google Scholar]
  41. Cox KM, Kable JW. 2014. BOLD subjective value signals exhibit robust range adaptation. J. Neurosci. 34:4916533–43 [Google Scholar]
  42. D'Argembeau A, Jedidi H, Balteau E, Bahri M, Phillips C, Salmon E. 2012. Valuing one's self: medial prefrontal involvement in epistemic and emotive investments in self-views. Cereb. Cortex 22:3659–67 [Google Scholar]
  43. Darke PR, Chaiken S. 2005. The pursuit of self-interest: self-interest bias in attitude judgment and persuasion. J. Personal. Soc. Psychol. 89:6864–83 [Google Scholar]
  44. De Angelis M, Bonezzi A, Peluso AM, Rucker DD, Costabile M. 2012. On braggarts and gossips: a self-enhancement account of word-of-mouth generation and transmission. J. Mark. Res. 49:4551–63 [Google Scholar]
  45. Denny BT, Kober H, Wager TD, Ochsner KN. 2012. A meta-analysis of functional neuroimaging studies of self- and other judgments reveals a spatial gradient for mentalizing in medial prefrontal cortex. J. Cogn. Neurosci 24:81742–52 [Google Scholar]
  46. DeWall CN. 2010. Forming a basis for acceptance: Excluded people form attitudes to agree with potential affiliates. Soc. Influence 5:4245–60 [Google Scholar]
  47. Dietvorst RC, Verbeke WJMI, Bagozzi RP, Yoon C, Smits M, van der Lugt A. 2009. A sales force-specific theory-of-mind scale: tests of its validity by classical methods and functional magnetic resonance imaging. J. Mark. Res. 46:5653–68 [Google Scholar]
  48. Dmochowski JP, Bezdek MA, Abelson BP, Johnson JS, Schumacher EH, Parra LC. 2014. Audience preferences are predicted by temporal reliability of neural processing. Nat. Commun. 5:4567 [Google Scholar]
  49. Dufour N, Redcay E, Young L, Mavros PL, Moran JM. et al. 2013. Similar brain activation during false belief tasks in a large sample of adults with and without autism. PLOS ONE 8:9e75468 [Google Scholar]
  50. Dunbar RIM, Marriott A, Duncan NDC. 1997. Human conversational behavior. Hum. Nat. 8:3231–46 [Google Scholar]
  51. Enzi B, de Greck M, Prösch U, Tempelmann C, Northoff G. 2009. Is our self nothing but reward? Neuronal overlap and distinction between reward and personal relevance and its relation to human personality. PLOS ONE 4:12e8429 [Google Scholar]
  52. Falk EB, Berkman ET, Lieberman MD. 2012a. From neural responses to population behavior: Neural focus group predicts population-level media effects. Psychol. Sci. 23:5439–45 [Google Scholar]
  53. Falk EB, Berkman ET, Mann T, Harrison B, Lieberman MD. 2010. Predicting persuasion-induced behavior change from the brain. J. Neurosci. 30:258421–24 [Google Scholar]
  54. Falk EB, Berkman ET, Whalen D, Lieberman MD. 2011. Neural activity during health messaging predicts reductions in smoking above and beyond self-report. Health Psychol 30:2177–85 [Google Scholar]
  55. Falk EB, Cascio CN, O'Donnell MB, Carp J, Tinney FJ. Jr et al. 2014. Neural responses to exclusion predict susceptibility to social influence. J. Adolesc. Health 54:5 Suppl.S22–31 [Google Scholar]
  56. Falk EB, Morelli SA, Welborn BL, Dambacher K, Lieberman MD. 2013. Creating buzz: the neural correlates of effective message propagation. Psychol. Sci. 24:71234–42 [Google Scholar]
  57. Falk EB, O'Donnell MB, Cascio CN, Tinney F, Kang Y. et al. 2015. Self-affirmation alters the brain's response to health messages and subsequent behavior change. PNAS 112:71977–82 [Google Scholar]
  58. Falk EB, O'Donnell MB, Lieberman MD. 2012b. Getting the word out: neural correlates of enthusiastic message propagation. Front. Hum. Neurosci. 6:313 [Google Scholar]
  59. Falk EB, O'Donnell MB, Tompson S, Gonzalez R, Cin SD. et al. 2016. Functional brain imaging predicts public health campaign success. Soc. Cogn. Affect. Neurosci. 11:2204–14 [Google Scholar]
  60. Fareri DS, Delgado MR. 2014. Social rewards and social networks in the human brain. Neuroscientist 20:4387–402 [Google Scholar]
  61. Fehr E, Fischbacher U. 2004. Social norms and human cooperation. Trends Cogn. Sci. 8:185–90 [Google Scholar]
  62. Fishbein M, Ajzen I. 2011. Predicting and Changing Behavior: The Reasoned Action Approach Abingdon, UK: Taylor & Francis
  63. Frith CD, Frith U. 2006. The neural basis of mentalizing. Neuron 50:4531–34 [Google Scholar]
  64. Gawronski B, Bodenhausen GV. 2011. The associative-propositional evaluation model. Adv. Exp. Soc. Psychol. 44:59–127 [Google Scholar]
  65. Genevsky A, Knutson B. 2015. Neural affective mechanisms predict market-level microlending. Psychol. Sci. 26:91411–22 [Google Scholar]
  66. Gerbner G. 1998. Cultivation analysis: an overview. Mass Commun. Soc. 1:3–4175–94 [Google Scholar]
  67. Goel S, Anderson A, Hofman J, Watts DJ. 2015. The structural virality of online diffusion. Manag. Sci. 62:1180–96 [Google Scholar]
  68. Gonzales AL, Hancock JT, Pennebaker JW. 2009. Language style matching as a predictor of social dynamics in small groups. Commun. Res. 37:13–19 [Google Scholar]
  69. Han S, Northoff G, Vogeley K, Wexler BE, Kitayama S, Varnum MEW. 2013. A cultural neuroscience approach to the biosocial nature of the human brain. Annu. Rev. Psychol. 64:335–59 [Google Scholar]
  70. Hasson U, Ghazanfar AA, Galantucci B, Garrod S, Keysers C. 2012. Brain-to-brain coupling: a mechanism for creating and sharing a social world. Trends Cogn. Sci. 16:2114–21 [Google Scholar]
  71. Hasson U, Nir Y, Levy I, Fuhrmann G, Malach R. 2004. Intersubject synchronization of cortical activity during natural vision. Science 303:56641634–40 [Google Scholar]
  72. Hatfield E, Cacioppo JT, Rapson RL. 1993. Emotional contagion. Curr. Dir. Psychol. Sci. 2:396–99 [Google Scholar]
  73. Heatherton TF, Wyland CL, Macrae CN, Demos KE, Denny BT, Kelley WM. 2006. Medial prefrontal activity differentiates self from close others. Soc. Cogn. Affect. Neurosci. 1:18–25 [Google Scholar]
  74. Iacoboni M. 2009. Imitation, empathy, and mirror neurons. Annu. Rev. Psychol. 60:653–70 [Google Scholar]
  75. Johnson BT, Eagly AH. 1989. Effects of involvement on persuasion: a meta-analysis. Psychol. Bull. 106:2290–314 [Google Scholar]
  76. Johnson BT, Smith-McLallen A, Killeya LA, Levin KD. 2004. Truth or consequences: overcoming resistance to persuasion with positive thinking. Resistance and Persuasion ES Knowles, JA Linn 215–33 Mahwah, NJ: Lawrence Erlbaum Assoc. [Google Scholar]
  77. Kable JW, Glimcher PW. 2009. The neurobiology of decision: consensus and controversy. Neuron 63:6733–45 [Google Scholar]
  78. Klucharev V, Hytönen K, Rijpkema M, Smidts A, Fernández G. 2009. Reinforcement learning signal predicts social conformity. Neuron 61:1140–51 [Google Scholar]
  79. Klucharev V, Munneke MAM, Smidts A, Fernández G. 2011. Downregulation of the posterior medial frontal cortex prevents social conformity. J. Neurosci. 31:3311934–40 [Google Scholar]
  80. Klucharev V, Smidts A, Fernandez G. 2008. Brain mechanisms of persuasion: how “expert power” modulates memory and attitudes. Soc. Cogn. Affect. Neurosci. 3:353–66 [Google Scholar]
  81. Kreuter MW, Strecher VJ, Glassman B. 1999. One size does not fit all: the case for tailoring print materials. Ann. Behav. Med. 21:4276–83 [Google Scholar]
  82. Krumpal I. 2011. Determinants of social desirability bias in sensitive surveys: a literature review. Qual. Quant. 47:42025–47 [Google Scholar]
  83. Lakin JL, Chartrand TL. 2003. Using nonconscious behavioral mimicry to create affiliation and rapport. Psychol. Sci. 14:4334–39 [Google Scholar]
  84. Lampel J, Bhalla A. 2007. The role of status seeking in online communities: giving the gift of experience. J. Comput. Mediat. Commun. 12:2434–55 [Google Scholar]
  85. Landis MH, Burtt HE. 1924. A study of conversations. J. Comp. Psychol. 4:181–89 [Google Scholar]
  86. Lee CS, Ma L. 2012. News sharing in social media: the effect of gratifications and prior experience. Comput. Hum. Behav. 28:2331–39 [Google Scholar]
  87. Levy DJ, Glimcher PW. 2012. The root of all value: a neural common currency for choice. Curr. Opin. Neurobiol. 22:61027–38 [Google Scholar]
  88. Lieberman MD. 2007. Social cognitive neuroscience: a review of core processes. Annu. Rev. Psychol. 58:259–89 [Google Scholar]
  89. Lieberman MD, Eisenberger NI. 2009. Neuroscience: pains and pleasures of social life. Science 323:5916890–91 [Google Scholar]
  90. Mason MF, Dyer RG, Norton MI. 2009. Neural mechanisms of social influence. Organ. Behav. Hum. Decis. Process. 110:152–59 [Google Scholar]
  91. McNamee D, Rangel A, O'Doherty JP. 2013. Category-dependent and category-independent goal-value codes in human ventromedial prefrontal cortex. Nat. Neurosci. 16:4479–85 [Google Scholar]
  92. Mezulis AH, Abramson LY, Hyde JS, Hankin BL. 2004. Is there a universal positivity bias in attributions? A meta-analytic review of individual, developmental, and cultural differences in the self-serving attributional bias. Psychol. Bull. 130:5711–47 [Google Scholar]
  93. Murray RJ, Schaer M, Debbané M. 2012. Degrees of separation: a quantitative neuroimaging meta-analysis investigating self-specificity and shared neural activation between self- and other-reflection. Neurosci. Biobehav. Rev. 36:31043–59 [Google Scholar]
  94. Naaman M, Boase J, Lai C-H. 2010. Is it really about me? Message content in social awareness streams. Proc. ACM Conf. Comput. Supp. Coop. Work, Savannah, GA189–92 New York: ACM [Google Scholar]
  95. Niederhoffer KG, Pennebaker JW. 2002. Linguistic style matching in social interaction. J. Lang. Soc. Psychol. 21:4337–60 [Google Scholar]
  96. Nook EC, Zaki J. 2015. Social norms shift behavioral and neural responses to foods. J. Cogn. Neurosci. 27:71412–26 [Google Scholar]
  97. Northoff G, Hayes DJ. 2011. Is our self nothing but reward. Biol. Psychiatry 69:111019–25 [Google Scholar]
  98. Northoff G, Heinzel A, de Greck M, Bermpohl F, Dobrowolny H, Panksepp J. 2006. Self-referential processing in our brain: a meta-analysis of imaging studies on the self. NeuroImage 31:1440–57 [Google Scholar]
  99. O'Donnell MB, Bayer JB, Cascio CN, Falk EB. 2017. Neural bases of recommendations differ according to social network structure. Soc. Cogn. Affect. Neurosci. 12:161–69 [Google Scholar]
  100. O'Keefe DJ. 2012. The relative persuasiveness of different forms of arguments-from-consequences. Commun. Yearbook 36:109–35 [Google Scholar]
  101. Petty RE, Cacioppo JT. 1986. The elaboration likelihood model of persuasion. Adv. Exp. Soc. Psychol. 19:123–205 [Google Scholar]
  102. Poldrack RA. 2006. Can cognitive processes be inferred from neuroimaging data?. Trends Cogn. Sci. 10:259–63 [Google Scholar]
  103. Reeck C, Ames DR, Ochsner KN. 2016. The social regulation of emotion: an integrative, cross-disciplinary model. Trends Cogn. Sci. 20:147–63 [Google Scholar]
  104. Richardson DC, Dale R. 2005. Looking to understand: the coupling between speakers’ and listeners' eye movements and its relationship to discourse comprehension. Cogn. Sci. 29:61045–60 [Google Scholar]
  105. Rimal RN, Lapinski MK. 2015. A re-explication of social norms, ten years later. Commun. Theory 25:4393–409 [Google Scholar]
  106. Rosenstock IM. 1990. The health belief model: explaining health behavior through expectancies. Health Behavior and Health Education: Theory, Research, and Practice K Glanz, FM Lewis, BK Rimer 39–62 San Francisco: Jossey-Bass [Google Scholar]
  107. Rosenstock IM, Strecher VJ, Becker MH. 1988. Social learning theory and the health belief model. Health Educ. Behav. 15:2175–83 [Google Scholar]
  108. Rothman AJ, Bartels RD, Wlaschin J, Salovey P. 2006. The strategic use of gain- and loss-framed messages to promote healthy behavior: how theory can inform practice. J. Commun. 56:s1S202–20 [Google Scholar]
  109. Samuelson PA. 1937. A note on measurement of utility. Rev. Econ. Stud. 4:2155–61 [Google Scholar]
  110. Savage LJ. 1954. The Foundations of Statistics. New York: Wiley
  111. Schmälzle R, Häcker FEK, Honey CJ, Hasson U. 2015. Engaged listeners: shared neural processing of powerful political speeches. Soc. Cogn. Affect. Neurosci. 10:81137–43 [Google Scholar]
  112. Schmälzle R, O'Donnell MB, Garcia JO, Cascio CN, Bayer J. 2017. Brain connectivity dynamics during social interaction reflect social network structure. PNAS 114:205153–58 [Google Scholar]
  113. Scholz C, Baek EC, O'Donnell MB, Falk EB. 2016. Sharing for the (social) self and others: neural mechanisms driving broad- and narrowcasting Presented at Annu. Meet. Int. Commun. Assoc Fukuoka, Jpn.:
  114. Scholz C, Baek EC, O'Donnell MB, Kim HS, Cappella JN, Falk EB. 2017a. A neural model of information virality. PNAS 114:112881–86 [Google Scholar]
  115. Scholz C, Dore BP, Baek EC, O'Donnell MB, Falk EB. 2017b. A neural propagation system: neurocognitive and preference synchrony in information sharers and their receivers Presented at Annu. Meet. Int. Commun. Assoc. San Diego:
  116. Scholz C, Falk EB. 2017. The neuroscience of information sharing. Handbook of Communication in the Networked Age S González-Bailón, B Foucault Welles Oxford, UK: Oxford Univ. Press. In press [Google Scholar]
  117. Schultz W. 2006. Behavioral theories and the neurophysiology of reward. Annu. Rev. Psychol. 57:87–115 [Google Scholar]
  118. Schurz M, Radua J, Aichhorn M, Richlan F, Perner J. 2014. Fractionating theory of mind: a meta-analysis of functional brain imaging studies. Neurosci. Biobehav. Rev. 42:9–34 [Google Scholar]
  119. Schwartz S. 2006. A theory of cultural value orientations: explication and applications. Comp. Sociol. 5:2137–82 [Google Scholar]
  120. Semin GR, Cacioppo JT. 2008. Grounding social cognition: synchronization, entrainment, and coordination. Embodied Grounding: Social, Cognitive, Affective, and Neuroscientific Approaches GR Semin, ER Smith 119–47 Cambridge, UK: Cambridge Univ. Press [Google Scholar]
  121. Silbert LJ, Honey CJ, Simony E, Poeppel D, Hasson U. 2014. Coupled neural systems underlie the production and comprehension of naturalistic narrative speech. PNAS 111:43E4687–96 [Google Scholar]
  122. Simony E, Honey CJ, Chen J, Lositsky O, Yeshurun Y. et al. 2016. Dynamic reconfiguration of the default mode network during narrative comprehension. Nat. Commun. 7:12141 [Google Scholar]
  123. Spunt RP, Meyer ML, Lieberman MD. 2015. The default mode of human brain function primes the intentional stance. J. Cogn. Neurosci. 27:61116–24 [Google Scholar]
  124. Stephens GJ, Silbert LJ, Hasson U. 2010. Speaker-listener neural coupling underlies successful communication. PNAS 107:14425–30 [Google Scholar]
  125. Strecher VJ, Marcus A, Bishop K, Fleisher L, Stengle W. et al. 2005. A randomized controlled trial of multiple tailored messages for smoking cessation among callers to the cancer information service. J. Health Commun. 10:Suppl. 1105–18 [Google Scholar]
  126. Tamir DI, Mitchell JP. 2011. The default network distinguishes construals of proximal versus distal events. J. Cogn. Neurosci. 23:102945–55 [Google Scholar]
  127. Tamir DI, Mitchell JP. 2012. Disclosing information about the self is intrinsically rewarding. PNAS 109:218038–43 [Google Scholar]
  128. Tamir DI, Zaki J, Mitchell JP. 2015. Informing others is associated with behavioral and neural signatures of value. J. Exp. Psychol. Gen. 144:61114–23 [Google Scholar]
  129. Taylor SE. 2006. Tend and befriend. Curr. Dir. Psychol. Sci. 15:6273–77 [Google Scholar]
  130. Taylor SE, Brown JD. 1988. Illusion and well-being: a social psychological perspective on mental health. Psychol. Bull. 103:2193–210 [Google Scholar]
  131. Tomlin D, Nedic A, Prentice DA, Holmes P, Cohen JD. 2013. The neural substrates of social influence on decision making. PLOS ONE 8:1e52630 [Google Scholar]
  132. Traxler MJ, Gernsbacher MA. 1993. Improving written communication through perspective-taking. Lang. Cogn. Process. 8:3311–34 [Google Scholar]
  133. Trope Y, Liberman N. 2010. Construal-level theory of psychological distance. Psychol. Rev. 117:2440–63 [Google Scholar]
  134. Venkatraman V, Dimoka A, Pavlou PA, Vo K, Hampton W. et al. 2015. Predicting advertising success beyond traditional measures: new insights from neurophysiological methods and market response modeling. J. Mark. Res. 52:4436–52 [Google Scholar]
  135. Vezich IS, Katzman PL, Ames DL, Falk EB, Lieberman MD. 2016. Modulating the neural bases of persuasion: why/how, gain/loss, and users/non-users. Soc. Cogn. Affect. Neurosci. 12:2283–97 [Google Scholar]
  136. Von Neumann J, Morgenstern O. 1944. Theory of Games and Economic Behavior Princeton, NJ: Princeton Univ. Press
  137. Wasylyshyn N, Hemenway B, Garcia JO, Cascio CN, O'Donnell MB. et al. 2017. Global brain dynamics during social exclusion predict subsequent behavioral conformity. arXiv:1710.00869 [q-bio.NC]
  138. Welborn BL, Lieberman MD, Goldenberg D, Fuligni AJ, Galván A, Telzer EH. 2016. Neural mechanisms of social influence in adolescence. Soc. Cogn. Affect. Neurosci. 11:1100–9 [Google Scholar]
  139. Wien AH, Olsen SO. 2014. Understanding the relationship between individualism and word of mouth: a self-enhancement explanation. Psychol. Mark. 31:6416–25 [Google Scholar]
  140. Wilson EJ, Sherrell DL. 1993. Source effects in communication and persuasion research: a meta-analysis of effect size. J. Acad. Mark. Sci. 21:2101–12 [Google Scholar]
  141. Wilson TD, Nisbett RE. 1978. The accuracy of verbal reports about the effects of stimuli on evaluations and behavior. Soc. Psychol. 41:2118–31 [Google Scholar]
  142. Wilson TD, Schooler JW. 1991. Thinking too much: Introspection can reduce the quality of preferences and decisions. J. Personal. Soc. Psychol. 60:2181–92 [Google Scholar]
  143. Zaki J, Schirmer J, Mitchell JP. 2011. Social influence modulates the neural computation of value. Psychol. Sci. 22:7894–900 [Google Scholar]
  144. Zerubavel N, Bearman PS, Weber J, Ochsner KN. 2015. Neural mechanisms tracking popularity in real-world social networks. PNAS 112:4915072–77 [Google Scholar]
/content/journals/10.1146/annurev-psych-122216-011821
Loading
/content/journals/10.1146/annurev-psych-122216-011821
Loading

Data & Media loading...

  • Article Type: Review Article
This is a required field
Please enter a valid email address
Approval was a Success
Invalid data
An Error Occurred
Approval was partially successful, following selected items could not be processed due to error