ArticleCognitive, affective & behavioral neuroscience2020
Sense or sensibility? The neuro-functional basis of the structural matching effect in persuasion.
Article in Cognitive, affective & behavioral neuroscience, 2020. The graph could read no effect estimate from its abstract, so it casts no vote on the map. Cited by 13 papers.
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Who cites it
13 citing papers in PubMed.
- Frontal Delta Dissimilarity During Moral Persuasion: Insight from an EEG Hyperscanning Study.Brain sciences · 2025Article
- Brain and Behavior in Persuasion: The Role of Affective-Cognitive Matching.Psychophysiology · 2025Article
- The Functional Signature of Decision Making Across Dyads During a Persuasive Scenario: Hemodynamic fNIRS Coherence Measure.Sensors (Basel, Switzerland) · 2025Article
- Promoting physical activity: the contribution of regulatory fit.Frontiers in sports and active living · 2025Article
- Increased anger and stress and heightened connectivity between IFG and vmPFC in victims during social interaction.Scientific reports · 2024Article
- How Users' Perceptions of Friends' Content Influence Their "Annoyance" After Viewing Facebook Posts.Current psychology (New Brunswick, N.J.) · 2024Article
- A theory-based and data-driven approach to promoting physical activity through message-based interventions.Frontiers in psychology · 2023Article
- Validation and psychometric properties of the Italian Vaccination Attitudes Examination (VAX-I) scale.Current psychology (New Brunswick, N.J.) · 2022Article
- Psychotherapeutic intervention on breast self-examination based on Health Belief Model.Current psychology (New Brunswick, N.J.) · 2022Article
- Consumers in the Face of COVID-19-Related Advertising: Threat or Boost Effect?Frontiers in psychology · 2022Article
- Need for Cognition Among Users of Self-Monitoring Systems for Physical Activity: Survey Study.JMIR formative research · 2021Article
- Using fear appeal theories to understand the effects of location information of patients on citizens during the COVID-19 pandemic.Current psychology (New Brunswick, N.J.) · 2021Article
- Are need for affect and cognition culture dependent? Implications for global public health campaigns: a cross-sectional study.BMC public health · 2021Article
Corrections and comments
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Authors and funding
7 authors.
Funding
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Abstract
The present study investigates the neural pathways underlying individual susceptibility to affective or cognitive information in persuasive communication, also known as the structural matching effect. Expanding on the presumed involvement of the ventromedial prefrontal cortex (vMPFC) in persuasion, we hypothesized that the vMPFC contributes to the evaluation of persuasive information depending on its match with the recipient's affective or cognitive predominance. During functional magnetic resonance imaging, 30 participants evaluated 10 consumable products presented with both affective and cognitive persuasive messages. All participants were characterized on a continuum regarding their personal orientation in terms of individual differences in need for affect (NFA) and need for cognition (NFC). The results showed that the vMPFC, posterior cingulate cortex, and cerebellum are more strongly activated when the persuasive message content, either affective or cognitive, matched the recipient's individual affective or cognitive orientation. Interestingly, this effect in the vMPFC was found specifically when participants evaluated the products presented by the persuasive messages, whereas the correlation in the posterior cingulate cortex and cerebellum activity was detected when reading the messages. These results confirm the hypothesis that the vMPFC plays a role in subjectively weighting persuasive message content depending on individual differences in affective and cognitive orientation. Such a structural matching effect might involve the vMPFC particularly during explicit expressions of subjective valuations. These novel findings also further develop the conceptualization of the role of the vMPFC in self-related processing.
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Registered trials
Read under generation 80e0d062 · epoch 390. Bibliography from PubMed, PubMed Central and OpenAlex; grants from NIH RePORTER; trial links from ClinicalTrials.gov; estimates, votes and beliefs from the OpenQuestion graph.