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Brain and Behavior in Persuasion: The Role of Affective‐Cognitive Matching.

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Title: Brain and Behavior in Persuasion: The Role of Affective‐Cognitive Matching.
Authors: Di Plinio, S. (AUTHOR), Aquino, A. (AUTHOR), Haddock, G. (AUTHOR), Alparone, F. R. (AUTHOR), Ebisch, S. J. H. (AUTHOR)
Source: Psychophysiology. Jun2025, Vol. 62 Issue 6, p1-14. 14p.
Subjects: Elaboration likelihood model, Functional magnetic resonance imaging, Executive function, Mental orientation, Frontoparietal network
Abstract: The effectiveness of persuasive messages often depends on how their affective or cognitive content aligns with recipients' predispositions for processing such information. Individual differences in the need for affect (NFA) and need for cognition (NFC) influence engagement with affective or cognitive appeals, but the interplay between intrinsic brain connectivity and these predispositions in shaping persuasive outcomes remains underexplored. This study advances understanding of the affective‐cognitive matching effect by integrating intrinsic (resting‐state) and extrinsic (task‐based) brain‐behavior relationships. Using resting‐state and task‐based functional magnetic resonance imaging (fMRI), we investigate how NFA and NFC align with intrinsic brain network properties and influence behavioral and neural responses to affective and cognitive persuasive messages. We employ intrinsic connectivity metrics, such as participation coefficient (cross‐network communication) and within‐module degree (within‐network communication), to capture resting‐state network dynamics not examined in previous studies. Our results reveal that key regions within the frontoparietal network, which is central to attention, decision‐making, and executive functions, play pivotal roles in processing persuasive messages based on participants' motivational orientations. Specifically, affective‐oriented individuals exhibit greater neural engagement with congruent affective messages, while cognitive‐oriented individuals show intensified engagement under incongruent conditions—a novel finding extending beyond prior research. These findings expand the affective‐cognitive matching effect to include intrinsic neural dimensions, highlighting how resting‐state brain connectivity primes responses and modulates task engagement according to motivational predispositions. This integrative approach supports the Elaboration Likelihood Model by elucidating distinct neural pathways in persuasion and offers actionable insights for tailoring persuasive strategies to individual affective and cognitive orientations. This study reveals how intrinsic brain connectivity aligns with affective‐cognitive predispositions, shaping brain and behavioral responses to persuasive messages. By linking neural patterns with individual motivation, this research offers insights for tailoring persuasive strategies, extending the affective‐cognitive matching effect and advancing existing psychological models in persuasion science. [ABSTRACT FROM AUTHOR]
Copyright of Psychophysiology is the property of Wiley-Blackwell and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)
Database: Psychology and Behavioral Sciences Collection
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  Data: Brain and Behavior in Persuasion: The Role of Affective‐Cognitive Matching.
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  Data: The effectiveness of persuasive messages often depends on how their affective or cognitive content aligns with recipients' predispositions for processing such information. Individual differences in the need for affect (NFA) and need for cognition (NFC) influence engagement with affective or cognitive appeals, but the interplay between intrinsic brain connectivity and these predispositions in shaping persuasive outcomes remains underexplored. This study advances understanding of the affective‐cognitive matching effect by integrating intrinsic (resting‐state) and extrinsic (task‐based) brain‐behavior relationships. Using resting‐state and task‐based functional magnetic resonance imaging (fMRI), we investigate how NFA and NFC align with intrinsic brain network properties and influence behavioral and neural responses to affective and cognitive persuasive messages. We employ intrinsic connectivity metrics, such as participation coefficient (cross‐network communication) and within‐module degree (within‐network communication), to capture resting‐state network dynamics not examined in previous studies. Our results reveal that key regions within the frontoparietal network, which is central to attention, decision‐making, and executive functions, play pivotal roles in processing persuasive messages based on participants' motivational orientations. Specifically, affective‐oriented individuals exhibit greater neural engagement with congruent affective messages, while cognitive‐oriented individuals show intensified engagement under incongruent conditions—a novel finding extending beyond prior research. These findings expand the affective‐cognitive matching effect to include intrinsic neural dimensions, highlighting how resting‐state brain connectivity primes responses and modulates task engagement according to motivational predispositions. This integrative approach supports the Elaboration Likelihood Model by elucidating distinct neural pathways in persuasion and offers actionable insights for tailoring persuasive strategies to individual affective and cognitive orientations. This study reveals how intrinsic brain connectivity aligns with affective‐cognitive predispositions, shaping brain and behavioral responses to persuasive messages. By linking neural patterns with individual motivation, this research offers insights for tailoring persuasive strategies, extending the affective‐cognitive matching effect and advancing existing psychological models in persuasion science. [ABSTRACT FROM AUTHOR]
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  Data: <i>Copyright of Psychophysiology is the property of Wiley-Blackwell and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract.</i> (Copyright applies to all Abstracts.)
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              Text: Jun2025
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