Media coverage and pandemic behavior: Evidence from Sweden

We study the effect of media coverage on individual behavior during a public health crisis. For this purpose, we collect a unique dataset of 200,000 newspaper articles about the Covid-19 pandemic from Sweden-one of the few countries that did not impose lockdowns or curfews. We show that mentions of Covid-19 significantly lowered the number of visits to workplaces and retail and recreation areas, while increasing the duration of stays in residential locations. Using two different identification strategies, we show that these effects are causal. The impacts are largest when Covid-19 news stories are more locally relevant, more visible and more factual. We find larger behavioral effects for articles that reference crisis managers (as opposed to medical experts) and contain explicit public health advice. These results have wider implications for the design of public communications and the value of the local media.

"Let's get back to normal": emotions mediate the effects of persuasive messages on willingness to vaccinate for COVID-19

Objective

We examined the effectiveness of three different messages for persuading individuals to get vaccinated against COVID-19, and the role that emotions play in persuasion.

Methods

Four hundred-thirty-six participants reported their concern about the COVID-19 pandemic and confidence/hesitancy toward vaccines. Participants were randomly assigned to one of three text conditions: (1) self-interest: a persuasive message that focused on how much of a "serious threat COVID-19 is to you," and to get vaccinated to "protect yourself"; (2) self-interest + altruistic: a persuasive message that focused on the "threat to you and your community" and to get vaccinated to "protect you and your loved ones"; (3) self-interest + altruistic + normal: a persuasive message that included (2) but added "This is the only way we can get back to a normal life."; and, (4) a baseline control: no text. After reading, participants reported their emotions toward COVID-19 vaccines and their willingness to get vaccinated.

Results

Individuals in the self-interest + altruistic + normal condition were more willing to get vaccinated compared to the control condition and self-interest + altruistic condition. However, there were no differences in willingness between the self-interest + altruistic + normal condition and the self-interest condition. Moreover, emotions mediated relations between vaccine confidence/hesitancy and willingness.

Conclusion

A message that focuses on "getting back to normal" can achieve important public health action by increasing vaccine uptake to protect the population. Future work is needed across multiple countries and contexts (i.e., non-pandemic) to assess message effectiveness.

Effects of Message-Sidedness on Perceived Source Bias: When Presenting Two Sides Does Versus Does Not Alleviate Concerns About Bias

Communicators commonly present two-sided messages to avoid being perceived as biased. This approach equates bias with one-sidedness rather than divergence from the position supported by available data. Messages often concern topics with mixed qualities: a product is exceptional but expensive; a politician is inexperienced but ethical. For these topics, providing a two-sided message should reduce perceived bias according to both views of bias as one-sidedness and divergence from available data. However, if perceived bias follows divergence from available data, for topics viewed as one-sided (univalent), a two-sided message should not reduce perceived bias. Across five studies, acknowledging two sides reduced perceived bias for novel topics. In two of the studies, two-sidedness no longer reduced perceived bias for topics viewed as univalent. This work clarifies that people conceptualize bias as a divergence from available data, not simply one-sidedness. It also clarifies when and how to leverage message-sidedness to reduce perceived bias.

The persuasive effects of political microtargeting in the age of generative artificial intelligence

The increasing availability of microtargeted advertising and the accessibility of generative artificial intelligence (AI) tools, such as ChatGPT, have raised concerns about the potential misuse of large language models in scaling microtargeting efforts for political purposes. Recent technological advancements, involving generative AI and personality inference from consumed text, can potentially create a highly scalable "manipulation machine" that targets individuals based on their unique vulnerabilities without requiring human input. This paper presents four studies examining the effectiveness of this putative "manipulation machine." The results demonstrate that personalized political ads tailored to individuals' personalities are more effective than nonpersonalized ads (studies 1a and 1b). Additionally, we showcase the feasibility of automatically generating and validating these personalized ads on a large scale (studies 2a and 2b). These findings highlight the potential risks of utilizing AI and microtargeting to craft political messages that resonate with individuals based on their personality traits. This should be an area of concern to ethicists and policy makers.

The working memory approach of persuasion: Induced eye movements lead to more social media self-control behaviours

In the framework of prevention of social media addiction, persuasive messages can be used to stimulate people to engage in social media self-control behaviours. However, the effects of these messages may be weakened by defensive reactions. In the Working Memory account of Persuasion, these defensive self-regulatory actions in the Working Memory (WM) are activated to lower a given threat. Because the WM has limited capacity, and these defensive processes take WM capacity, they can be inhibited by inducing eye movements (EMi). Adults (N = 117) from the general population listened in an online experiment to an auditory message on the negative consequences of social media use (SMU). Half of the participants were randomly assigned to the EMi condition; they were asked to keep watching a moving red square on their screen during the exposure to the auditory message. SMU self-control behaviour was the outcome measure, assessed by self-report 2 weeks later. The effects of EMi on SMU self-control behaviour were moderated by individual differences, indicating defensive self-regulatory actions: EMi significantly increased behaviour in participants who scored low on Cognitive Self-affirmation Inclination, high on SMU-control-failure, and, unexpectedly, low in SMU. This study detected defensive reactions towards persuasive information concerning SMU, using the EMi research paradigm.

A Neuro-Influence Experiment to Evaluate the Persuasiveness of Pre-Exposure Prophylaxis Promotion Messages Among Men Who Have Sex With Men: Protocol for a Randomized Controlled Trial

BACKGROUND

Pre-exposure prophylaxis (PrEP) is recommended by the US Centers for Disease Control and Prevention, but behavioral factors limit uptake, especially among men who have sex with men. A better understanding of how humans cognitively process information may inform health message development to promote PrEP uptake.

OBJECTIVE

This paper is informed by the neuroscience of persuasion and influence and describes the protocol of a neuro-influence experiment using functional near-infrared spectroscopy (fNIRS) to evaluate the persuasiveness of PrEP promotion messages among men who have sex with men in Baltimore, Maryland.

METHODS

We will conduct a randomized controlled trial using fNIRS to measure brain activation among 60 participants viewing PrEP promotion messages either developed through a crowdsourcing open contest implemented by the study team or developed with a traditional social marketing approach. We will evaluate the effectiveness of PrEP promotion messages by assessing brain activation in the regions associated with persuasion and changes in PrEP willingness, behavioral intention, initiation, and action between the 2 groups.

RESULTS

This study is funded by the National Institutes of Health (National Institute of Mental Health: R34MH116725). Participant recruitment and data collection were completed in October 2023. The first results are expected to be submitted for publication in 2024.

CONCLUSIONS

In addition to providing insight into the effectiveness of PrEP promotion messages, this study will examine the feasibility, acceptability, and utility of neuroimaging techniques to evaluate PrEP promotion messages for high-risk men who have sex with men. The findings can also demonstrate the utility of fNIRS as a tool for preproduct testing of health campaigns and enable the public health community to deliver more effective messages to improve health outcomes.

INTERNATIONAL REGISTERED REPORT IDENTIFIER (IRRID)

DERR1-10.2196/52546.

Overcoming Black Americans' Psychological and Cognitive Barriers to Clinical Trial Participation: Effects of News Framing and Exemplars

This study examines how news features (framing and the use of exemplars) can help overcome two common barriers (psychological and cognitive) impeding Black American participation in clinical trials. In an online experiment, Black participants (N = 390) viewed social media news posts varying in framing (focus on psychological vs. cognitive barriers) and use of an exemplar (present vs. absent and White vs. Black) and then responded to outcome measures including perceived message effectiveness, message attitudes, and intention to participate in clinical trials. The findings illustrate that including a racially matched (i.e. Black) exemplar improves attitudes toward clinical trial messages. Most notably, featuring a race-matched exemplar increases intention to participate in a trial when the messages discuss psychological barriers. These findings enhance our understanding of how messages can be better designed to increase Black American participation in clinical trials, thereby contributing to reducing health inequities and improving health outcomes.

Gain/loss framing moderates the VMPFC's response to persuasive messages when behaviors have personal outcomes

Activity within the ventral medial prefrontal cortex (VMPFC) during encoding of persuasive messages has been shown to predict message-consistent behaviors both within scanner samples and at the population level. This suggests that neuroimaging can aid in the development of better persuasive messages, but little is known about how the brain responds to different message features. Building on past findings, the current study found that gain-framed persuasive messages elicited more VMPFC activation than loss-framed messages, but only when messages addressed outcomes that would be experienced by participants directly. Participants also perceived gain-framed messages as more effective than loss-framed messages, and self-reported perceptions of message effectiveness were positively correlated with VMPFC activation. These results support theories that VMPFC activity during message encoding indexes perceptions of value and self-relevance and demonstrate that established theories of persuasion can improve the understanding of the neural correlates of persuasion.

Pitch as a Recipient, Channel, and Context Factor Affecting Thought Reliance and Persuasion

Three experiments tested how low versus high pitch generated from sources beyond a message communicator can affect reliance on thoughts and influence recipients' attitudes. First, participants wrote positive or negative thoughts about an exam proposal (Experiments 1, 2) or their academic abilities (Experiment 3). Then, pitch from the message recipient (Experiment 1), channel (Experiment 2), or context (Experiment 3) was manipulated to be high or low. Experiment 1 showed that when participants vocally expressed their thoughts using low (vs. high) pitch, thoughts had a greater effect on attitudes toward exams. Experiment 2 revealed low (vs. high) pitch sounds from the keyboard participants used to write their thoughts produced the same effect on thought usage. Experiment 3 demonstrated that thoughts influenced attitudes more when listed while background music was low (vs. high) Pitch can influence attitudes through a meta-cognitive thought reliance process whether emerging from the recipient, channel, or context.

Examining the Persuasive Effects of Health Communication in Short Videos: Systematic Review

BACKGROUND

The ubiquity of short videos has demonstrated vast potential for health communication. An expansion of research has examined the persuasive effect of health communication in short videos, yet a synthesis of the research is lacking.

OBJECTIVE

This paper aims to provide an overview of the literature by examining the persuasive effect of health communication in short videos, offering guidance for researchers and practitioners. In particular, it seeks to address 4 key research questions: What are the characteristics of short videos, samples, and research designs in short video-based health communication literature? What theories underpin the short video-based health communication literature? What are the persuasive effects of health communication in short videos? and What directions should future research in this area take?

METHODS

Following the PRISMA (Preferred Reporting Items for Systematic Reviews and Meta-Analyses) guidelines, an electronic search of 10 databases up to March 10, 2023, generated 4118 results. After the full-text screening, 18 articles met the eligibility criteria.

RESULTS

The current research lacks a uniform definition of short videos, demonstrates sample biases in location and education, and adopts limited methodologies. Most studies in this synthesis are theoretically grounded or use theoretical concepts, which are predominantly well examined in persuasion research. Moreover, relevant topics and suitable themes are effective in persuasive health communication outcomes, whereas the impact of diverse narrative techniques remains ambiguous.

CONCLUSIONS

We recommend that future research extends the definition of short videos beyond time constraints and explores non-Western and less-educated populations. In addition, researchers should consider diverse methods to provide a more comprehensive examination and investigate the impact of audience targeting and narrative techniques in short video health communication. Finally, investigating how the unique aspects of short videos interact with or challenge traditional persuasion theories is essential.

Persuasive Appeals in Genetic Biobank Recruitment Campaigns: Social and Ethical Implications

The social and ethical implications of large-scale biobank donor recruitment campaigns have remained understudied. We use two recent campaigns of the population-based genetic biobank in Estonia as an example to demonstrate how campaign spokespersons try to persuade potential donors by appealing to (1) gaining self-knowledge, (2) gaining control over one's health, (3) fear of illness, (4) contributing to healthcare, (5) contributing to science, and (6) contributing to one's country. While these campaigns succeeded in recruiting 15 percent of the country's adult population as donors, we explain how the use of some of these appeals may (a) create unrealistic expectations regarding the benefits donors could receive and (b) conceal the risks regarding health data. The study lays a necessary groundwork for future empirical research on the ethics of biobank recruitment campaigns.

Insight in the Conspiracist's Mind

ACADEMIC ABSTRACT

The motto of the conspiracist, "Do your own research," may seem ludicrous to scientists. Indeed, it is often dismissed as a mere rhetorical device that conspiracists use to give themselves the semblance of science. In this perspective paper, we explore the information-seeking activities ("research") that conspiracists do engage in. Drawing on the experimental psychology of aha experiences, we explain how these activities, as well as the epistemic experiences that precede (curiosity) or follow (insight or "aha" experiences) them, may play a crucial role in the appeal and development of conspiracy beliefs. Aha moments have properties that can be exploited by conspiracy theories, such as the potential for false but seemingly grounded conclusions. Finally, we hypothesize that the need for autonomous epistemic agency and discovery is universal but increases as people experience more uncertainty and/or feel epistemically excluded in society, hence linking it to existing literature on explaining conspiracy theories.

PUBLIC ABSTRACT

Recent events have made it painfully clear that conspiracy beliefs can tear deep rifts in society and that we still have not found an adequate, de-escalating response to this. To understand the appeal of conspiracy theories and find new, humanizing ways to talk about them, we propose in this perspective paper to start from the universal human need to autonomously make discoveries through personal knowledge-generating actions. Indeed, psychological research shows that the aha experiences that accompany subjective discoveries create confidence in and perceived ownership of ideas that may be exploited by conspiracy theories. We hypothesize that people experiencing more uncertainty and/or epistemic exclusion in society will especially feel the need to re-establish autonomous epistemic agency and discovery. While this explanation starts from shared human experiences and practices, it also illustrates the potential of those processes to lead to a narrowed world and ossified cognition.

When guilt works: a comprehensive meta-analysis of guilt appeals

Introduction

Guilt appeals are widely used as a persuasive approach in various areas of practice. However, the strength and direction of the persuasive effects of guilt appeals are mixed, which could be influenced by theoretical and methodological factors.

Method

The present study is a comprehensive meta-analysis of 26 studies using a random-effects model to assess the persuasive effects of guilt appeals. In total, 127 effect sizes from seven types of persuasive outcomes (i.e., guilt, attitude, behavior, behavioral intention, non-guilt emotions, motivation, and cognition) were calculated based on 7,512 participants.

Results

The analysis showed a small effect size of guilt appeals [g = 0.19, 95% CI (0.10, 0.28)]. The effect of guilt appeals was moderated by the theoretical factors related to appraisal and coping of guilt arousal, including attributed responsibility, controllability and stability of the causal factors, the proximity of perceiver-victim relationship, recommendation of reparative behaviors, and different outcome types. The effect was also associated with methods used in different studies.

Discussion

Overall, the findings demonstrated the persuasive effects of guilt appeals, but theoretical and methodological factors should be considered in the design and testing of guilt appeals. We also discussed the practical implications of the findings.

counterarguing

Introduction

Although resistance to persuasion has been of interest in psychology, relatively little research has examined how different resistance strategies can affect the strength-related features of attitudes. The current research presents a metacognitive account of two resistance strategies and their effect on attitude certainty and intentions. Specifically, we examine how the strategies of counterarguing and bolstering can differentially affect attitude certainty and intentions to act on the attitude under attack.

Methods

In two experiments, we implemented a 2(Perceived Thought Type: bolster vs. counterargue) x 2(Perceived Argument Quality: weak vs. strong) between-participants design. Participants read weak or strong arguments about a counterattitudinal topic. After reporting their thoughts in response to the message topic, participants received bogus feedback regarding the nature of their thoughts (i.e., bolstering or counterarguing). Following the feedback, participants reported their attitudes and attitude certainty.

Results

In Experiment 1 (N =241), participants' thoughts perceived as counterarguments elicited attitude certainty that was more sensitive to the quality of the attacking information than when thoughts were perceived as bolstering one's opinion. Experiment 2 (N  = 287) replicated the effect with a different topic and demonstrated a similar pattern on intentions to act on the attacked attitude.

Discussion

The research demonstrates that two relatively thoughtful strategies, bolstering and counterarguing, can play an important role in attitude certainty and intentions following a persuasion attempt.

Overcome the fragmentation in online propaganda literature: the role of cultural and cognitive sociology

Evidence concerning the proliferation of propaganda on social media has renewed scientific interest in persuasive communication practices, resulting in a thriving yet quite disconnected scholarship. This fragmentation poses a significant challenge, as the absence of a structured and comprehensive organization of this extensive literature hampers the interpretation of findings, thus jeopardizing the understanding of online propaganda functioning. To address this fragmentation, I propose a systematization approach that involves utilizing Druckman's Generalizing Persuasion Framework as a unified interpretative tool to organize this scholarly work. By means of this approach, it is possible to systematically identify the various strands within the field, detect their respective shortcomings, and formulate new strategies to bridge these research strands and advance our knowledge of how online propaganda operates. I conclude by arguing that these strategies should involve the sociocultural perspectives offered by cognitive and cultural sociology, as these provide important insights and research tools to disentangle and evaluate the role played by supra-individual factors in the production, distribution, consumption, and evaluation of online propaganda.

Moral reframing increases support for economically progressive candidates

Economically progressive candidates-candidates who champion redistributive policies designed to reduce inequality-rarely win elections in the United States. Here, we propose that progressive candidates achieve greater support by framing their policy platforms in terms of values that resonate beyond their progressive base. In two experiments (total N = 4,138), including one preregistered experiment conducted on a nationally representative probability sample, we found that a presidential candidate who framed his progressive economic platform using values consistent with the "binding" moral foundations-e.g. patriotism, family, and respect for tradition-as opposed to values consistent with the "individualizing" foundations, e.g. equality and social justice, received significantly stronger support. This effect was driven by increased support among conservatives and, unexpectedly, moderates as well. By comparison, a manipulation of how progressive the candidate's platform was had small and inconsistent effects. Despite the potential gains associated with binding framing, analyses using presidential candidates' debate speeches reveal that appeals to binding values are least common among progressive candidates. These findings show, however, that the alignment between values and candidate support is malleable, suggesting economically progressive candidates can build broader coalitions by reframing the values they associate with their platforms.

Defensive Confidence and Certainty in Unchanged Attitudes: The Role of Affect-Cognition Matching

Despite much prior research on matching appeals to the affective-cognitive orientation of attitudes, little attention has focused on the consequences of affect-cognition (mis)matching when individuals resist persuasion. We propose that unlike a matched attack, an attack that is mismatched to the affective-cognitive orientation of attitudes would result in low defensive confidence individuals holding onto their unchanged attitudes with less certainty than high defensive confidence individuals. As hypothesized, low defensive confidence participants were less certain after an affective than a cognitive attack for a cognitive issue (Study 1), and the opposite was true for an affective issue (Study 2). Both patterns occurred again when the affective-cognitive orientation of attitudes was manipulated (Study 3) or measured as an individual difference (Study 4). Moreover, perceived knowledge mediated the effects on attitude certainty (Study 4). We end by discussing implications for our understanding of affect-cognition matching and attitude certainty.

Attitude Strength: What's New?

Attitude strength (what makes attitudes durable and impactful) has become an important topic in the domain of social influence. We review three areas in which the traditional view of attitude strength has been modified or updated since the publication of Petty and Krosnick's 1995 edited book on the topic. First, although it was widely assumed that there were different categories of strength variables (i.e., operative versus meta-cognitive), it may now be better to recognize that each strength property can be measured both structurally and subjectively and that each measure is useful. Second, although scholars assumed that virtually all persuasion techniques would work better on weaker than stronger attitudes, recent research suggests that some techniques might actually work better on stronger than weaker attitudes. Third, although stronger attitudes often guide behavior better than weaker ones, when strength is challenged or weak attitudes are threatening, people can be motivated to act to demonstrate or restore certainty. This can result in weaker attitudes leading to more extreme behavior.

Framing Effects, Social Norm Perception, and Tolerance of Lesbian and Gay Individuals: Experimental Evidence From Slovakia

Perceptions of social norms can have downstream consequences for attitudes and behaviors, especially when it comes to the acceptance of marginalized groups. While interventions focusing on social norms may boost tolerance, few studies test whether variations in norm communication affect individuals' perceptions. Thus, in this paper, we test the effectiveness of three communicative aspects-valence framing (Experiments 1-3), point of view (Experiment 1), and group centrism (Experiment 3)-in shifting perceptions of social norms. Specifically, we investigate whether manipulating these aspects affects perceptions of tolerance of lesbian and gay individuals in Slovakia, where LGBTQ+ acceptance is among the lowest in Europe. We found that while positively valenced messages shifted perceptions toward tolerance, manipulating point of view and group-centrism did not. We believe that these findings can inform interventions intended to shift perceptions of social norms in hostile contexts, an important first step in changing prejudiced attitudes and behaviors.

Persuasive Messages for Improving Adherence to COVID-19 Prevention Behaviors: Randomized Online Experiment

BACKGROUND

Adherence to nonpharmaceutical interventions for COVID-19, including physical distancing, masking, staying home while sick, and avoiding crowded indoor spaces, remains critical for limiting the spread of COVID-19.

OBJECTIVE

The aim of this study was to test the effectiveness of using various persuasive appeals (deontological moral frame, empathy, identifiable victim, goal proximity, and reciprocity) at improving intentions to adhere to prevention behaviors.

METHODS

A randomized online experiment using a representative sample of adult Canadian residents with respect to age, ethnicity, and province of residence was performed from March 3 to March 6, 2021. Participants indicated their intentions to follow public health guidelines, saw one of six flyers featuring a persuasive appeal or no appeal, and then rated their intentions a second time. Known correlates of attitudes toward public health measures were also measured.

RESULTS

Intentions to adhere to public health measures increased in all appeal conditions. The message featuring an empathy appeal resulted in a greater increase in intentions than the control (no appeal) message. Moreover, the effectiveness of persuasive appeals was moderated by baseline intentions. Deontological, empathy, identifiable victim, and reciprocity appeals improved intentions more than the control message, but only for people with lower baseline intentions to adhere to nonpharmaceutical interventions.

CONCLUSIONS

Public health marketing campaigns aiming to increase adherence to COVID-19 protective behaviors could achieve modest gains by employing a range of persuasive appeals. However, to maximize impact, it is important that these campaigns be targeted to the right individuals.

TRIAL REGISTRATION

ClinicalTrials.gov NCT05722106; https://clinicaltrials.gov/ct2/show/NCT05722106.

Persuader-receiver neural coupling underlies persuasive messaging and predicts persuasion outcome

Opportunities to persuade and be persuaded are ubiquitous. What interpersonal neural pathway in real-world settings determining successful information propagation in naturalistic two-person persuasion scenarios? Hereby, we extended prior research on a naturalistic dyadic persuasion paradigm (NDP) using dual-fNIRS protocol simultaneously measured the neural activity from persuader-receiver dyads while they engaged in a modified "Arctic Survival Task." Investigating whether neural coupling between persuaders and receivers underpinning of persuading and predict persuasion outcomes (i.e., receiver's compliance). Broadly, we indicated that the persuasive arguments increase neural coupling significantly compared to non-persuasive arguments in the left superior temporal gyrus-superior frontal gyrus and superior frontal gyrus-inferior frontal gyrus. G-causality indices further revealed the coupling directionality of information flows between the persuader and receiver. Critically, the neural coupling could be a better predictor of persuasion outcomes relative to traditional self-report measures. Eventually, temporal dynamics neural coupling incorporating video recording revealed neural coupling marked the micro-level processes in response to persuading messages and possibly reflecting the time that persuasion might occurs. The initial case of the arguments with targeted views is valuable as the first step in encouraging the receiver's compliance. Our investigation represented an innovative interpersonal approach toward comprehending the neuroscience and psychology underlying complex and true persuasion.

Why people keep watching: neurophysiologic immersion during video consumption increases viewing time and influences behavior

Streaming services provide people with a seemingly infinite set of entertainment choices. This large set of options makes the decision to view alternative content or stop consuming content altogether compelling. Yet, nearly all experimental studies of the attributes of video content and their ability to influence behavior require that participants view stimuli in their entirety. The present study measured neurophysiologic responses while participants viewed videos with the option to stop viewing without penalty in order to identify signals that capture the neural value of content. A post-video behavioral choice was included to reduce the likelihood that measured neurophysiologic responses were noise rather than signal. We found that a measure derived from neurophysiologic Immersion predicted how long participants would watch a video. Further, the time spent watching a video increased the likelihood that it influenced behavior. The analysis indicates that the neurologic value one receives helps explain why people continue to watch videos and why they are influenced by them.

Stories in Action

Stories have played a central role in human social and political life for thousands of years. Despite their ubiquity in culture and custom, however, they feature only peripherally in formal government policymaking. Government policy has tended to rely on tools with more predictable responses-incentives, transfers, and prohibitions. We argue that stories can and should feature more centrally in government policymaking. We lay out how stories can make policy more effective, specifying how they complement established policy tools. We provide a working definition of stories' key characteristics, contrasting them with other forms of communication. We trace the evolution of stories from their ancient origins to their role in mediating the impact of modern technologies on society. We then provide an account of the mechanisms underlying stories' impacts on their audiences. We conclude by describing three functions of stories-learning, persuasion, and collective action.

The Mediation Effect of Attitudes for the Association between Thoughts and the Use of Condoms in a Mobile-App Environment: From Thought to Intention

The ubiquity of mobile devices and access to the internet has changed our daily life and, in some cases, promoted and facilitated social and sexual interrelationships. There are many applications of technology and campaigns promoting healthy behaviors and prevention of sexually transmitted infections. Can we develop a strategy for the same purpose using mobile devices, based on the theory of attitude change? We developed an app and tested it with 105 undergraduate students, where they had to actively think in favor of condom use with a high amount of elaboration, leading to attitudes and behavioral intention (BI) in concordance with contemporary theories about attitudes and behavioral change. PROCESS macro models were used to analyze potential mediations. Results show a significant correlation between thoughts and attitudes, and attitudes partially mediated the association between thoughts and condom use. Individuals with positive thoughts tended to positively correlate their thoughts with their attitudes, and, consequently, these attitudes with their BI. In this study, we showed that (1) it was possible to develop and test an app based on the elaboration likelihood model (ELM); (2) consistent with previous studies, attitudes partially mediated the association between thoughts and condom use (BI) in a mobile environment; and (3) applications of this strategy can be used to build new approaches for prevention in health care.

The three-step persuasion model on YouTube: A grounded theory study on persuasion in the protein supplements industry

Persuasion can be defined as an active attempt by a person to change the behavior and attitudes of others. The purposive attempt to influence one's behavior can originate from different areas, and people who are able to do so are often referred to as influencers. Social media platforms such as Instagram or YouTube have become crucial platforms for influencers who generate their income by recommending products and services to their followers, including cosmetics, multimedia articles or clothing. Studies indicate that influencers actively try to persuade the viewer to adopt specific desirable behavior by strategically altering their displayed behavior on social media. Such strategies have mainly been explored in the context of beauty products, where lack of expertise and misinformation might have few negative consequences. Less is known about strategies used in a health-sensitive context, such as nutritional supplements. This research addresses this gap and aims to understand persuasive techniques used by health professionals on YouTube to promote the use of protein supplements. This study is based on an interpretive paradigm using interpretive grounded theory to analyze 60 YouTube videos. We developed a three-step model of persuasion for YouTube videos consisting of the steps: reaching the message, staying on the message, and performing the action that the persuader desires. Our analysis resulted in five core themes that contributed to the persuasiveness of the analyzed YouTube videos. These themes included: Quality, curiosity, engagement, concretization, and genuineness. We conclude the paper with reflections on our model's theoretical and practical implications.

Benefits and Pitfalls of Debunking Interventions to Counter mRNA Vaccination Misinformation During the COVID-19 Pandemic

Misinformation about mRNA vaccination is a barrier in the global fight against the COVID-19 pandemic. Thus, authorities often rely on text-based refutations as a countermeasure. In two experiments (N = 2,444), text-based refutations effectively reduced the belief in misinformation and immunized participants against the impact of a misleading social media post. However, a follow-up (N = 817) questions the longevity of these debunking and prebunking effects. Moreover, the studies reveal potential pitfalls by showing a row of unintended effects of the refutations (lacking effect on intentions, backfire-effects among religious groups, and biased judgments when omitting information about vaccine side effects).

Belief in the Utility of Cross-Partisan Empathy Reduces Partisan Animosity and Facilitates Political Persuasion

In polarized political environments, partisans tend to deploy empathy parochially, furthering division. We propose that belief in the usefulness of cross-partisan empathy-striving to understand other people with whom one disagrees politically-promotes out-group empathy and has powerful ramifications for both intra- and interpersonal processes. Across four studies (total N = 4,748), we examined these predictions in online and college samples using surveys, social-network analysis, preregistered experiments, and natural-language processing. Believing that cross-partisan empathy is useful is associated with less partisan division and politically diverse friendship networks (Studies 1 and 2). When prompted to believe that empathy is a political resource-versus a political weakness-people become less affectively polarized (Study 3) and communicate in ways that decrease out-partisans' animosity and attitudinal polarization (Study 4). These findings demonstrate that belief in cross-partisan empathy impacts not only individuals' own attitudes and behaviors but also the attitudes of those they communicate with.

Can the Internet of Things Persuade Me? An Investigation Into Power Dynamics in Human-Internet of Things Interaction

The advent of artificial intelligence (AI) and the Internet of Things (IoT) has revolutionized user experience with objects. Things can perform social roles and convey persuasive messages to users, posing an important research question for communication and human-computer interaction researchers: What are the factors and underlying mechanisms that shape persuasive effects of IoT? Bridging the reactance theory and the computers are social actors paradigm, this study focuses on how power dynamics are shaped in human-IoT interactions and its implications on persuasion. Specifically, the study examines the effects of the social role assigned to the IoT mobile app agent and the scope of IoT controlled by the app on users' perceived power and subsequent persuasive outcomes. The results reveal that when the mobile IoT app is for controlling a smart home, the servant (vs. companion) agent elicits greater perceived power over IoT for users, leading to less threat-to-freedom and better persuasive outcomes, including attitude, intention, and actual behavior. However, such a difference is not observed when the mobile app is for controlling a single smart device (i.e., smart fridge). The study findings offer valuable implications for communication practitioners interested in using IoT as a persuasive tool.

Lowering Red Meat and Processed Meat Consumption With Environmental, Animal Welfare, and Health Arguments in Italy: An Online Experiment

Introduction

In addition to being a source of valuable nutrients, meat consumption has several negative consequences; for the environment, for animal welfare, and for human health. To persuade people to lower their meat consumption, it is assumed that the personal relevance of the topic of lowering meat consumption is important as it determines how people perceive the quality of the arguments.

Method

In an experimental exploratory field study (n = 139), participants recruited from the general Italian population were randomized to one of the four conditions with a text with pictures on the environmental, animal welfare, or health consequences of meat consumption, or a text on mustard (the control condition). The dependent variables were self-reported consumption of red meat and processed meat after 2 weeks. Personal relevance was assessed in the pre-test with self-reported meat consumption and intention.

Results

The interaction between pre-test meat consumption and condition was significant: In participants who scored high on pre-test meat consumption, the self-reported red meat consumption after 2 weeks in the health argument condition was significantly lower compared to the control condition and the environmental argument condition. The effects of pre-test intention as a moderator were less certain.

Discussion

The persuasive effects of the different arguments made a difference only in people who ate a relatively high level of meat in pre-test, and the type of arguments made a difference. Although the present outcomes are caused by the specific formulations of the arguments in this study, the results do show that it is relevant to choose the arguments carefully to ensure effectiveness.

Moral Frames Are Persuasive and Moralize Attitudes; Nonmoral Frames Are Persuasive and De-Moralize Attitudes

Moral framing and reframing strategies persuade people holding moralized attitudes (i.e., attitudes having a moral basis). However, these strategies may have unintended side effects: They have the potential to moralize people's attitudes further and as a consequence lower their willingness to compromise on issues. Across three experimental studies with adult U.S. participants (Study 1: N = 2,151, Study 2: N = 1,590, Study 3: N = 1,015), we used persuasion messages (moral, nonmoral, and control) that opposed new big-data technologies (crime-surveillance technologies and hiring algorithms). We consistently found that moral frames were persuasive and moralized people's attitudes, whereas nonmoral frames were persuasive and de-moralized people's attitudes. Moral frames also lowered people's willingness to compromise and reduced behavioral indicators of compromise. Exploratory analyses suggest that feelings of anger and disgust may drive moralization, whereas perceiving the technologies to be financially costly may drive de-moralization. The findings imply that use of moral frames can increase and entrench moral divides rather than bridge them.

Competence Ascribed to Message Sources

The stereotype content model (Fiske et al., 2002) defines warmth and competence as basic dimensions of social judgment, with warmth often dominating perceptions; it also states that many group-related stereotypes are ambivalent, featuring high levels on one dimension and low levels on the other. Persuasion theories feature both direct and indirect source effects (Bohner et al., 1995). Combining both the approaches, we studied the persuasiveness of ambivalently stereotyped sources. Participants (total n = 296) read persuasive arguments attributed to groups stereotyped as either low in competence but high in warmth (e.g., housewives) or vice versa (e.g., lawyers). In Study 1, high competence/low warmth sources were more persuasive than low competence/high warmth sources. In Study 2, this pattern replicated when an accuracy motive had been induced, whereas it reversed when a connectedness motive had been induced. These source effects were direct, that is, independent of message processing. We discuss our findings in terms of the persuasiveness of warmth vs. competence of the source as being dependent on recipient motivation; we also consider theoretical implications and perspectives for future research.

Toward a Psychology of Consent

Consent is central to many of today's most pressing social issues: What counts as sexual assault? Whom are the police allowed to search? Can they use people's data like that? Yet despite the fact that consent is in many ways an inherently psychological phenomenon, it has not been a core topic of study in psychology. Although domain-specific research on consent-most commonly, informed consent and sexual consent-is regularly published in specialty journals (e.g., methods and sex-research journals), consent has been largely ignored as a generalizable psychological phenomenon. This has meant that consent has been mostly excluded from "mainstream" psychology as a core topic of study. This omission is particularly striking given that psychologists have paid broad attention to related constructs, such as compliance, obedience, persuasion, free will, and autonomy, and that scholars in other fields, such as law and philosophy, have paid considerably more attention to the topic of consent, despite its uniquely psychological qualities. In this article, I argue that psychologists should embrace consent-in particular, the subjective experience of consent-as a core topic of study.

Perceived Message Effectiveness: Do People Need to Think About Message Effectiveness to Report the Message as Effective?

How people make perceived message effectiveness (PME) judgments remains mostly unexplored. This study assessed whether people need to spontaneously think about message effectiveness to report the message as effective on rating scales and investigated emotions as precursors to PME. After viewing one of four e-cigarette prevention messages, 1,968 adult current and former smokers and nonsmokers freely expressed thoughts about the messages in an open-ended question and answered close-ended PME items. Four expressed PME variables (positive message perceptions, negative message perceptions, positive effect perceptions, and negative effect perceptions) were coded (1 = present, 0 = absent) in the open-ended responses, and all were significantly associated with measured PME. Positive and negative emotions predicted both expressed and measured PME. Negative message perceptions was the only expressed PME construct that mediated the relationships between emotions and measured PME and outcomes (perceived risk and behavioral intentions). This suggests that messages may not need to induce effectiveness thoughts to be reported as effective, but thoughts of message ineffectiveness are a useful indicator deserving further research.

Exploring physiologic reactions to persuasive information

Persuasion aims at changing peoples’ motivations and/or behaviors. This study explores how and when physiology reflects persuasion processes and specifically whether individual differences in motivations and behaviors affect psychophysiologic reactions to persuasive information. Participants (N = 70) with medium or high meat consumption patterns watched a persuasive video advocating limited meat consumption, while their electrodermal and cardiovascular physiology was measured. Results indicated that the video increased participants’ moral beliefs, perceived behavioral control, and reduction intentions. This study also found an increase in physiologic arousal during the persuasive video and that people with motivations less aligned to the persuasion objective had more physiologic arousal. The findings encourage further psychophysiologic persuasion research, especially as these insights can potentially be used to personalize persuasive messages of behavior change applications.

Persuasion consists of a diversity of mental processes that despite the efforts of many scholars are not fully understood. This explorative manuscript describes an important next step in using peripheral physiology to get information about persuasion‐related processes. It describes how and when people’s physiologic activity changes due to persuasion and what these changes might mean for the personalization of Persuasive Technologies.

Persuading US White evangelicals to vaccinate for COVID-19: Testing message effectiveness in fall 2020 and spring 2021

The development of COVID-19 vaccines was an important breakthrough for ending the pandemic. However, people refusing to get vaccinated diminish the level of community protection afforded to others. In the United States, White evangelicals have proven to be a particularly difficult group to convince to get vaccinated. Here we investigate whether this group can be persuaded to get vaccinated. To do this, we leverage data from two survey experiments, one fielded prior to approval of COVID-19 vaccines (study 1) and one fielded after approval (study 2). In both experiments, respondents were randomly assigned to treatment messages to promote COVID-19 vaccination. In study 1, we find that a message that emphasizes community interest and reciprocity with an invocation of embarrassment for choosing not to vaccinate is the most effective at increasing uptake intentions, while values-consistent messaging appears to be ineffective. In contrast, in study 2 we observe that this message is no longer effective and that most messages produce little change in vaccine intent. This inconsistency may be explained by the characteristics of White evangelicals who remain unvaccinated vis à vis those who got vaccinated. These results demonstrate the importance of retesting messages over time, the apparent limitations of values-targeted messaging, and document the need to consider heterogeneity even within well-defined populations. This work also cautions against drawing broad conclusions from studies carried out at a single point in time during the COVID-19 pandemic.

Cultural Variance in Reception and Interpretation of Social Media COVID-19 Disinformation in French-Speaking Regions

Digital communication technology has created a world in which media are capable of crossing national boundaries as never before. As a result, language is increasingly the salient category determining individuals' media consumption. Today, a single social media post can travel around the world, reaching anyone who speaks its language. This poses significant challenges to combatting the spread of disinformation, as an ever-growing pool of disinformation purveyors reach audiences larger than ever before. This dynamic is complicated, however, by the diversity of audience interpretations of message content within a particular language group. Both across and within national boundaries, a single message may be subject to a variety of interpretations depending on the cultural experiences and identities of its recipients. This study explores that dynamic through analysis of French language anti-vaccine and COVID-denialist disinformation. Using qualitative coding methodology, a team of researchers empirically identify common and far-reaching patterns of Francophone COVID disinformation narratives and rhetoric. These narratives and rhetorics are then subjected to hermeneutic close reading to determine likely variations in their reception across different French-speaking cultures. Data were gathered and analyzed between the dates of 24 March 2021 and 27 April 2021. Results of this study indicate the need for awareness on the part of public health officials combatting COVID disinformation online, for both the transnational reach of disinformation targeting speakers of a single language and for variations in meaning and salience across cultures within that language group.

Testing Messages on Facebook to Promote Use of an HPV Educational Web-Intervention

In the US, the human papillomavirus (HPV) vaccine remains underutilized leading to disparities in HPV-related diseases. Latinx have some of the highest rates of cancer caused by HPV. In a previous study, we developed a tailored-messaging based online educational intervention (CHICOS) that was found to increase HPV vaccination intention among Latinx participants. The current research uses Facebook Advertising to test the comparative effectiveness of messages designed using the Extended Parallel Processing Model (EPPM) to promote the use of CHICOS among Latinx young adults and parents of adolescents. We also looked at differences in the effectiveness of messages that highlighted HPV-related cancers, genital warts, or a control condition as well as differences in Spanish vs. English messages. Results found Latinx young adults and parents, were more likely to click on Facebook Advertisements containing messages in Spanish and those that mention cancer risks pertinent to this population compared to those in English or messages that discuss genital warts. Thus, findings suggest that Facebook Advertising has the potential to be a useful tool for motivating information seeking online about HPV vaccination.

Persuasive Messages Will Not Increase COVID-19 Vaccine Acceptance: Evidence from a Nationwide Online Experiment

Although mass vaccination is the best way out of the pandemic, the share of skeptics is substantial in most countries. Social campaigns can emphasize the many arguments that potentially increase acceptance for vaccines: e.g., that they have been developed, tested, and recommended by doctors and scientists; and that they are safe, effective, and in demand. We verified the effectiveness of such messages in an online experiment conducted in February and March 2021 with a sample of almost six thousand adult Poles, which was nationally representative in terms of key demographic variables. We presented respondents with different sets of information about vaccinating against COVID-19. After reading the information bundle, they indicated whether they would be willing to be vaccinated. We also asked them to justify their answers and indicate who or what might change their opinion. Finally, we elicited a number of individual characteristics and opinions. We found that nearly 45% of the respondents were unwilling to be vaccinated, and none of the popular messages we used was effective in reducing this hesitancy. We also observed a number of significant correlates of vaccination attitudes, with men, older, wealthier, and non-religious individuals, those with higher education, and those trusting science rather than COVID-19 conspiracy theories being more willing to be vaccinated. We discuss important consequences for campaigns aimed at reducing COVID-19 vaccine hesitancy.

Physiological linkage among successful high-status women in international teams

In contemporary society, decisions are often made by teams whose members represent different nationalities and genders. In the current work, participants from 55 countries formed groups of 3 to 4 people to select one of the 5 firms in a mock firm search. In all groups, one woman was randomly assigned to have higher status than her groupmates; she was also surreptitiously instructed to persuade her group to select one (randomly assigned) firm. We measured cardiac interbeat intervals for participants throughout the decision-making process to assess physiological linkage—the degree to which a ‘sender’s’ physiological response predicts a ‘receiver’s’ physiological response at a subsequent time interval. On average, high-status women were successful at persuasion. The physiological responses of successful high-status women were also predicted by the responses of their female groupmates: stronger linkage to female group members during the task was associated with success at persuading the group. Successful high-status women were also perceived as more persuasive than others in the group. This work shows that the link between status and successful persuasion generalizes to women among heterogeneous international teams. It also suggests that attention to others—often associated with physiological linkage—may be useful in persuading others during decision-making.

Exploring the impact of online graphic narratives in consumer health promotion: A type 2 diabetes study

This research explores the use of online graphic narratives (a.k.a. comics) in consumer health promotion. More specifically, the study evaluates the persuasive power of online graphic narratives to communicate type 2 diabetes information, relative to other traditional health communication media such as videos and blogs. A framework including four variables related to narrative processing - narrative transportation, affective response, narrative comprehension, and message comprehension - is proposed. This model compares the effects of the three online media - graphic narrative, video and blog- on consumer persuasion. Overall, the study demonstrates that graphic narratives are more persuasive for health promotion than videos and blogs.

The use of implicit persuasion in decision-making about treatment for end-stage kidney disease

BACKGROUND

There are various options for managing end-stage kidney disease. Each option impacts the lives of patients differently. When weighing the pros and cons of the different options, patients' values, needs and preferences should, therefore, be taken into account. However, despite the best intentions, nephrologists may, more or less deliberately, convey a treatment preference and thereby steer the decision-making process. Being aware of such implicit persuasion could help to further optimise shared decision-making (SDM). This study explores verbal acts of implicit persuasion during outpatient consultations scheduled to make a final treatment decision. These consultations mark the end of a multi-consultation, educational process and summarise treatment aspects discussed previously.

METHODS

Observations of video-recorded outpatient consultations in nephrology (n = 20) were used to capture different forms of implicit persuasion. To this purpose, a coding scheme was developed.

RESULTS

In nearly every consultation nephrologists used some form of implicit persuasion. Frequently observed behaviours included selectively presenting treatment options, benefits and harms, and giving the impression that undergoing or foregoing treatment is unusual. The extent to which nephrologists used these behaviours differed.

CONCLUSION

The use of implicit persuasion while discussing different kidney replacement modalities appears diverse and quite common. Nephrologists should be made aware of these behaviours as implicit persuasion might prevent patients to become knowledgeable in each treatment option, thereby affecting SDM and causing decisional regret. The developed coding scheme for observing implicit persuasion elicits useful and clinically relevant examples which could be used when providing feedback to nephrologists.

Message Design Choices Don't Make Much Difference to Persuasiveness and Can't Be Counted On-Not Even When Moderating Conditions Are Specified

Persuaders face many message design choices: narrative or non-narrative format, gain-framed or loss-framed appeals, one-sided or two-sided messages, and so on. But a review of 1,149 studies of 30 such message variations reveals that, although there are statistically significant differences in persuasiveness between message forms, it doesn't make much difference to persuasiveness which option is chosen (as evidenced by small mean effect sizes, that is, small differences in persuasiveness: median mean rs of about 0.10); moreover, choosing the on-average-more-effective option does not consistently confer a persuasive advantage (as evidenced by 95% prediction intervals that include both positive and negative values). Strikingly, these results obtain even when multiple moderating conditions are specified. Implications for persuasive message research and practice are discussed.

Social Media and Attitude Change: Information Booming Promote or Resist Persuasion?

Emerging social media platforms such as Twitter and its Chinese equivalent Weibo have become important in information-sharing and communication. They are also gradually becoming stronger in guiding public opinion. When compared with traditional media, these platforms have salient characteristics, such as highly efficient dissemination of information and interactive commentary, which can contribute to information overload. In earlier research, only the effect of social media on attitude change has been studied, but the specific mechanism of this effect in the context of information overload has not been found. To answer this question, we measured the attitude change of participants after they read Weibo posts about street vendors. A 2 (post-attitude: positive posts vs. negative posts) × 4 (reading time: 35 vs. 25 vs. 15 vs. 5 min) experiment was set up, and the Single Category Implicit Attitude Test was used to measure the implicit attitudes. The interaction effect revealed that in both positive and negative posts, less reading time (i.e., information overload) had a stronger influence. Users were more easily persuaded by posts under high overload. Furthermore, the changes in the attitudes of users were not simply stronger with more information. We found three stages, namely, obedience, resistance, and acceptance, with different mechanisms. Therefore, in the positive information overload condition, the attitudes of individuals eventually change in a positive way. In the negative information overload condition, individuals tend to be biased against the group being reported.

Vaccination and the Prevention of Communicable Diseases in Healthcare Settings: Lessons from the Covid-19 Pandemic

With the number of Covid cases and Covid-related deaths continuing unabated, achieving a high vaccination coverage is essential to ensure the safety of staff and patients and resume normal hospital care admissions and operations. This article questions current strategies around vaccination in healthcare settings and proposes ways to understand and address vaccination hesitancy among staff. It offers insights on how to develop a multifaceted vaccination strategy, which takes into consideration vaccination hesitancy among healthcare professionals and community-specific factors. Drawing from social psychological theories, we suggest that the root of vaccination hesitancy lies in conflicting representations or cognitive polyphasia. In addition, we argue that current communication strategies mostly rely on rational arguments and ignores the importance of a more emotion-based approach.

Think Unique: Perceptions of Uniqueness Increases Resistance to Persuasion and Attitude-Intention Relations

The present research examines whether the perceived uniqueness of one's thoughts and salience of uniqueness motivations can influence attitude strength and resistance. Participants who rated their thoughts as relatively unique formed attitudes that showed greater correspondence with behavioral intentions to act on the attitude (Study 1). In Study 2, participants who recalled a previous purchase motivated by the desire to be unique (versus to fit in) after generating message counterarguments were less persuaded (more resistant) and reported greater willingness to act on their (negative) attitude. Moreover, attitudes mediated the effect of the purchase manipulation on intentions to act on the attitude.

Self-Interested Framed and Prosocially Framed Messaging Can Equally Promote COVID-19 Prevention Intention: A Replication and Extension of Jordan et al.'s Study (2020) in the Japanese Context

How can we effectively promote the public's prevention of coronavirus disease 2019 (COVID-19) infection? Jordan et al. (2020) found with United States samples that emphasizing either self-interest or collective-interest of prevention behaviors could promote the public's prevention intention. Moreover, prosocially framed messaging was more effective in motivating prevention intention than self-interested messaging. A dual consideration of both cultural psychology and the literature on personalized matching suggests the findings of Jordan et al. (2020) are counterintuitive, because persuasion is most effective when the frame of the message delivered and the recipient of the message are culturally congruent. In order to better understand the potential influence of culture, the current research aimed to replicate and extend Jordan et al. (2020) findings in the Japanese context. Specifically, we examined the question (1) whether the relative effectiveness of the prosocial appeal is culturally universal and robust, (2) which types of 'others' especially promote prevention intention, and (3) which psychological mechanisms can explain the impact of messaging on prevention intention. In Study 1 (N = 1,583), we confirmed that self-interested framed, prosocially framed, and the combination of both types of messaging were equally effective in motivating prevention intention. In Study 2 (N = 1,686), we found that family-framed messaging also had a promoting effect similar to that from self-interested and prosocial appeals. However, the relative advantage of prosocial appeals was not observed. Further, a psychological propensity relevant to sensitivity to social rejection did not moderate the impact of messaging on prevention intention in both studies. These results suggest that since engaging in the infection control itself was regarded as critical by citizens after public awareness of COVID-19 prevention has been sufficiently heightened, for whom we should act might not have mattered. Further, concerns for social rejection might have had less impact on the prevention intentions under these circumstances. These results suggest that the relative advantage of a prosocial appeal might not be either culturally universal or prominent in a collectivistic culture. Instead, they suggest that the advantages of such an appeal depends on the more dynamic influence of COVID-19 infection.

Deliberation and Valence as Dissociable Components of Counterarguing among Smokers: Evidence from Neuroimaging and Quantitative Linguistic Analysis

Counterarguing is a key obstacle to successful persuasion. However, the difficulty of directly measuring counterarguing during message exposure limits knowledge of the underlying mechanisms. The current study combines neuroimaging and linguistic measures to unpack neurocognitive and psychological mechanisms associated with counterarguing among a sample of established smokers in response to anti-smoking messaging. We capture participants' neural activity in brain regions associated with effortful deliberation and negative argumentation during message exposure, and link it with their subsequent language patterns to further understanding of counterarguing in the brain. Greater brain activity within key regions of interest associated with deliberation and negative argumentation is associated with greater cognitive depth and less positivity in the post-scan message descriptions, respectively, among those who have lower intention to change their smoking behavior. We connect these neural representations of counterarguing with psychological theories and discuss implications that may increase the impact of persuasive communications.

The narrative truth about scientific misinformation

Science and storytelling mean different things when they speak of truth. This difference leads some to blame storytelling for presenting a distorted view of science and contributing to misinformation. Yet others celebrate storytelling as a way to engage audiences and share accurate scientific information. This review disentangles the complexities of how storytelling intersects with scientific misinformation. Storytelling is the act of sharing a narrative, and science and narrative represent two distinct ways of constructing reality. Where science searches for broad patterns that capture general truths about the world, narratives search for connections through human experience that assign meaning and value to reality. I explore how these contrasting conceptions of truth manifest across different contexts to either promote or counter scientific misinformation. I also identify gaps in the literature and identify promising future areas of research. Even with their differences, the underlying purpose of both science and narrative seeks to make sense of the world and find our place within it. While narrative can indeed lead to scientific misinformation, narrative can also help science counter misinformation by providing meaning to reality that incorporates accurate science knowledge into human experience.

Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion

Past research has uncovered actions that would seem to undermine but in fact frequently enhance persuasion. For example, expressing doubt about one's view or presenting arguments against it would seem to weaken one's case, but can sometimes promote it. We propose a framework for understanding these findings. We posit that these actions constitute acts of receptiveness-behaviors that signal openness to new information and opposing viewpoints. We review four classes of acts of receptiveness: conveying uncertainty, acknowledging mistakes, highlighting drawbacks, and asking questions. We identify conditions under which and mechanisms through which these actions boost persuasion. Acts of receptiveness appear to be more persuasive when they come from expert or high-status sources, rather than non-expert or low-status sources, and to operate through two primary mechanisms: increased involvement and enhanced source perceptions. Following a review of this work, we delineate potentially novel acts of receptiveness and outline directions for future research.

Persuasive conversation as a new form of communication in Homo sapiens

The aim of this paper is twofold: to propose that conversation is the distinctive feature of Homo sapiens' communication; and to show that the emergence of modern language is tied to the transition from pantomime to verbal and grammatically complex forms of narrative. It is suggested that (animal and human) communication is a form of persuasion and that storytelling was the best tool developed by humans to convince others. In the early stage of communication, archaic hominins used forms of pantomimic storytelling to persuade others. Although pantomime is a powerful tool for persuasive communication, it is proposed that it is not an effective tool for persuasive conversation: conversation is characterized by a form of reciprocal persuasion among peers; instead, pantomime has a mainly asymmetrical character. The selective pressure towards persuasive reciprocity of the conversational level is the evolutionary reason that allowed the transition from pantomime to grammatically complex codes in H. sapiens, which favoured the evolution of speech. This article is part of the theme issue 'Reconstructing prehistoric languages'.