| Persuasion,as an social activity occurs among participants and transmits persuasive information through verbal communication,prompting the target audience to voluntarily change their opinion or behavior.Although previous studies using behavioral experiments,neuroimaging and other techniques have provided a lot of insights into how to effectively persuading,there are still some urgently problems to be solved.First,persuasion in real mostly occurs in binary or multiple communication groups,but previous studies usually set one single participant,ignoring social and communicative characteristics of persuasion,especially lack of discussion on the correlation of neural activity among persuasion individuals.Based on the interactive brain hypothesis,effective social interactions between human play an important role in the development of social cognitive functions in the brain,and the neural response patterns involved in the interpersonal interaction processes may be fundamentally different from neural activity at the individual level.In view of this,great significance and application value to establish naturalistic persuasion situation with high ecological validity and identify interpersonal neural indicators of persuasion,and comprehensively analyze the dynamic communication process and occurrence law of persuasion.Second,the dynamic characteristic of interpersonal communication persuasion still need to be clarified.On the one hand,as in line with other forms of interpersonal information exchange,persuasion is an iterative process of sending,receiving,and updating information.Persuaders try to advanced plan persuasion strategies and anticipating potential responses of the target audience,to create messages that resonate with them.Similarly,the persuader may adopt a more submissive,low-key mode of reactive persuasion.Namely,persuasion guided by the who are persuaded.Given this,what modes of play a major role during interpersonal persuasion remains to be elucidated.In addition,previous theoretical findings have shown that persuasion process goes through a series of different stages,however,these theories still lack empirical support.Also,no research has elucidated the dynamic stage characteristics of persuasion from the process of interpersonal communication.In view of the above question,this study aims to from social and communicative perspective,based on near infrared functional imaging technology(f NIRS),prefrontal and left temporal pararietal area as the area of interest,through three studies(three experiments total),systematically discusses the process of natural communication persuasion process and its cognitive as well as neural basis.We focus on two key questions: 1)What is the neural basis of persuasion in the context of natural persuasion? 2)In the context of natural persuasion communication,what are the characteristics and dynamic laws of time process in the process of persuasion?.Finally,based on above two questions,a cognitive-neural model of persuasion in the be constructed.Study 1 explored the interpersonal neural basis of persuasion by preliminarily constructing interpersonal persuasion situations with both high ecological validity and experimental control.The adapted Arctic survival mission was used as the research paradigm,the participants came to the laboratory twice to complete all task.For the first time,they came to the laboratory alone to complete the item selection task based on the Arctic survival mission.For the second time,two participants selected completely different in the item selection task came to the laboratory at the same time to complete the two-person persuasion task.One participant was randomly assigned as a persuader and the other as a receiver.During the two-person persuasion task,the brain activity was collected simultaneously.In terms of behavior,the behavior results are identified as success and failure of the persuasion,persuasion outcomes were based on the sum of the items changed by the persuader.Study 1 showed that the interbrain synchronization in the superior temporal gyrus and left middle frontal gyrus of the persuaded condition were significantly enhanced compared with persuasion failure.Granger causality analysis(GCA)further reveals the directional characteristics of interbrain synchronization.Under the persuasion success,the GCA from persuader to receiver is stronger than from the receiver to persuader,the GCA from persuader to receiver in success is also stronger than failure.Second,the correlation analysis of brain and persuasion outcomes revealed that interbrain synchrony could effectively predict persuasion outcomes and outperformed conventional self-report measures.Finally,based on the interbrain synchrony time dynamic joint video decoding analysis,we found that shortly after persuasion began(corresponding to the first argument),interbrain synchronization can effectively predict persuasion success or failure,suggests that this moment may correspond to the moment of persuading occurs.Overall,Study 1 confirmed that interbrain synchrony between persuader and receiver can be used as an effective interpersonal neural measure of persuasion,which also laid the foundation for us to consistently use this index as an interpersonal neural measure of persuasion effects in the subsequent studies.Based on the findings of Study 1,Study 2 further explored how feedback from receivers affects persuasion effects? The dominant communication mode of persuasion and dynamic changes in the interactive persuasion communication process?The paradigm was consistent with study 1,but a 5-minute free discussion session was added to study 1.In addition,to confirm that the effect of discussion on the persuasion effect was not caused by repeated processing of persuasion information,or by simple interpersonal interaction,the study also added two control conditions(control condition 1: stage 2 same as stage 1.Control condition 2: Stage 2 is an independent thinking task).The results are divided into two aspects: First,interactive persuasion promotes persuasion.The persuasion outcomes in stage 2 were significantly higher than stage 1and also higher than the control condition.Brain activity results showed significantly higher interbrain synchronization in stage 2 and also higher than the control condition.Moreover,higher interbrain synchrony between the superior temporal gyrus and the right middle frontal gyrus in stage 2 compared to stage1 and also higher than control condition.Then,the decoding analysis,subjective report and combined interbrain synchronization showed that mentalizing related persuasion strategies are the key strategies for interactive persuasion to promote persuasion,and interbrain synchronization can effectively distinguish and identify these mentalizing related persuasion strategies.Second,we found that the controlled persuasion communication mode was significantly higher than the reactive persuasion communication mode,and in brain activity,the interbrain synchronization of the controlled persuasion communication was significantly higher than the reactive persuasion communication.These findings further confirm that in the process of interactive persuasion,persuader mainly adopts a mode of persuasion communication that actively and tries to control the content and process of the dialogue,rather than a passive response mode of persuasion.Moreover,the time series process analysis of interbrain synchrony further revealed that the persuasion process showed phased rather than continuous characteristics,the persuasion process was identified as three relatively independent stages.Study 3 further revealed the occurrence process and law of spontaneous persuasion on the basis of Study 1 and 2.Compared to studies 1and 2,study 3 had no prior provision for persuaders and receivers.The persuasion paradigm is consistent with the previous two studies(only changing the mission situation from an Arctic survival mission to a desert survival mission).At the same time,two unfamiliar participants of the same gender were recruited to the laboratory to complete the dialogue task(control condition)and persuasion task(experimental condition).Two participants within group were artificially identified according to the degree of behavior change after the event.As a result,Study 3 first examined the validity of the artificial division between the persuaders and the receivers.Those identified as persuaders were less than behavior behavior,while the opposite was true.Subjects identified as persuaders also subjectively reported a significantly higher "degree of persuasion" than the receivers.These findings confirm the validity of the role division.Moreover,successful persuasion promotes cognitive alignment and more positive interpersonal interaction experiences.On neural,in line with study 1and 2,study 3first confirmed that interbrain synchrony between the persuader and the receiver could effectively predict persuasion outcomes,including the right inferior frontal and superior temporal gyrus of the persuader,and the right middle frontal and superior gyrus of the receiver.Moreover,interbrain synchrony can also effectively predict the level of cognitive alignment in the successful persuasion.Second,Study 3 further complements intra-brain functional connectivity analysis,a measure used to predict who is more likely to be a successful persuader.The results found that the functional connectivity in the mentalizing related brain regions(angular gyrus,superior temporal gyrus,middle temporal gyrus)can effectively predict the generation of successful persuaders.In addition,multimodal indicators(functional connectivity combined with behavioral encoding features in the brain)significantly improve the prediction accuracy.Finally,time series analysis of neural activity(interbrain synchronization,intrabrain functional connectivity)shows that in the first quarter of the persuasion task,in the brain function effectively predicts the outcome of the persuasion.Moreover,based on the three-stage characteristics of persuasion,it is found that the predictive effectiveness of the two indicators occurred in the second stage of the persuasion task,but the inter-brain synchrony was slightly later than the functional connectivity in the brain.This discovery reveals the general law of the process of spontaneous persuasion,that is,some people will gradually become persuaders,and then more successfully persuade and influence others.In conclusion,through three studies(a total of three experiments),this study revealed the interpersonal interaction rules,the dynamic stage characteristics of persuasion,and the interpersonal neural basis of persuasion in the context of natural communication and persuasion.The interbrain synchrony between the superior temporal gyrus and the right middle frontal gyrus of the persuasive person is the interpersonal neural basis of persuasion,which effectively tracks the process of persuasion and predicts the final result of persuasion.At the level of the interpersonal interaction process of persuasion,this study found that persuasion presents a mode of persuasion and communication dominated and controlled by the persuader,and presents the characteristics of periodic dynamic changes.Moreover,the generation of persuaders is a prerequisite for successful persuasion,and successful persuasion effectively promotes the consensus and cognitive alignment between persuasion subjects.Finally,based on the findings of these three studies,the present paper establishes a neural model of persuasion cognition in the context of interpersonal communication.In short,this study is to persuade behavior research combined with interpersonal neuroscience technology is an important attempt,by combining the behavior,audio decoding,and brain activity multimodal observation indicators,the process of interpersonal interaction and dynamic law further analysis,on the theoretical level enriched the cognitive consistency theory and interactive brain hypothesis,for the future research in the reality of persuasion activities provides a reliable template,including feasible research methods and new technology,analysis means. |
PDF Full Text Request