决策能力增强了投资者的神经处理在伙伴关系投资中的说服性信息
Jianbiao Li1, Peikun Chen1, Jingjing Pan2
1School of Economics, Institute for Study of Brain-Like Economics, Shandong University, Jinan, China.
NeuroImage
|November 18, 2024
概括
决策权在伙伴关系投资中增强了说服力. 更高的接收器功率增加了神经连接,使信息采用的准确预测,支持权力-责任假设.
科学领域:
- 神经科学是一个神经科学.
- 社会心理学 社会心理学
- 决策科学 决策科学 决策科学
背景情况:
- 伙伴关系投资涉及复杂的谈判和说服力学.
- 了解权力如何影响说服性沟通对于有效的协作至关重要.
- 现有的理论,如权力责任和权力过度自信,提供相互竞争的解释.
研究的目的:
- 在投资伙伴关系中研究决策权力对说服力的神经机制.
- 使用神经成像测试权力责任与权力过度自信假设.
- 检查权力如何影响接收者处理有说服力的信息.
主要方法:
- 利用功能近红外光谱学 (fNIRS) 来记录投资者二极管中的大脑活动.
- 采用伙伴关系投资任务来模拟现实世界的决策场景.
- 应用支持矢量机 (SVM) 算法来分析神经数据和预测行为结果.
主要成果:
- 具有主导权力的接收者更容易受到说服性的信息的影响.
- 接收器的temporo-parietal junction (TPJ) 中功能连接 (FC) 的增加与更高的决策能力相关.
- 大脑区域之间的人际神经同步 (INS) 被数值说服增强,并被主导力量放大.
结论:
- 决策权在投资环境中显著改变了神经处理有说服力的信息.
- 研究结果支持权力-责任假设,表明权力增强了对有说服力的线索的敏感性.
- 像FC和INS这样的神经标志物可以预测消息采用,为群体决策提供了洞察力.
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