Deciphering the neural responses to a naturalistic persuasive message

Proceedings of the National Academy of Sciences of the United States of America. 2024. Vol. 121. No. 43. Article e2401317121.

Ntoumanis I., Sheronova Y., Davydova A., Dolgaleva M., Jaaskelainen I., Kosonogov V., Shestakova A., Klucharev V.

Effective health promotion may benefit from understanding how persuasion emerges. While earlier research has identified brain regions implicated in persuasion, these studies often relied on event-related analyses and frequently simplified persuasive communications. The present study investigates the neural basis of valuation change induced by a persuasive healthy eating call, employing naturalistic stimuli. Fifty healthy participants performed two blocks of a bidding task, in which they had to bid on sugar-containing, sugar-free, and nonedible products during functional MRI. In between the two blocks, they listened to a persuasive healthy eating call that influenced their bidding behavior. Intriguingly, participants who resisted persuasion exhibited increased synchronization of brain activity during listening in several regions, including default mode network structures. Additionally, intersubject functional connectivity among these brain regions was found to be weaker in persuaded individuals. These results emphasize the individualized nature of processing persuasive messages, challenging conventional interpretations of synchronized neural activity. Our findings support the emerging practice of tailoring persuasive messages in health promotion campaigns

Keywords: persuasion, fMRI, cognitive neuroscience

Publication based on the results of: Neurocognitive mechanisms of persuasion in the decision-making process: psychophysiological and cultural aspects (2024)