Date of this Version
Current Opinion in Psychology
What makes people successful at influencing others? In this review, we focus on the role of the persuader (i.e., person who attempts to influence a recipient), drawing from findings in neuroscience to highlight key drivers that contribute to persuaders’ decisions to share information, and variables that distinguish successful persuaders from those who are less successful. We review evidence that people's motivations to share are guided in the brain by value-based decision making, with self-relevance and social-relevance as two key motivational inputs to the value computation. We then argue that persuaders who exhibit higher awareness of social considerations and increased recruitment of the brain's mentalizing system are more successful. We conclude by suggesting that approaches integrating social and neural networks can productively advance knowledge in this field.
Originally published in Current Opinion in Psychology © 2018 Elsevier.
This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/. The final version is available at http://dx.doi.org/10.1016/j.copsyc.2018.05.004
Baek, E. C., & Falk, E. B. (2018). Persuasion and Influence: What Makes a Successful Persuader?. Current Opinion in Psychology, 24 53-57. https://doi.org/10.1016/j.copsyc.2018.05.004
Available for download on Wednesday, January 01, 2020
Cognition and Perception Commons, Cognitive Psychology Commons, Interpersonal and Small Group Communication Commons, Personality and Social Contexts Commons, Public Relations and Advertising Commons, Social Influence and Political Communication Commons, Social Psychology Commons, Speech and Rhetorical Studies Commons
Date Posted: 19 June 2018
This document has been peer reviewed.