Di Plinio S, Aquino A, Haddock G, Alparone F R, Ebisch S J H
Department of Neuroscience, Imaging and Clinical Sciences, Chieti-Pescara University, Chieti, Italy.
Institute of Advanced Biomedical Technologies (ITAB), Chieti-Pescara University, Chieti, Italy.
Psychophysiology. 2025 Jun;62(6):e70088. doi: 10.1111/psyp.70088.
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.
说服性信息的有效性通常取决于其情感或认知内容与接收者处理此类信息的倾向如何匹配。情感需求（NFA）和认知需求（NFC）的个体差异会影响对情感或认知诉求的参与度，但内在大脑连通性与这些倾向在塑造说服效果方面的相互作用仍未得到充分探索。本研究通过整合内在（静息态）和外在（基于任务）的脑-行为关系，推进了对情感-认知匹配效应的理解。利用静息态和基于任务的功能磁共振成像（fMRI），我们研究了NFA和NFC如何与内在脑网络特性相匹配，以及如何影响对情感和认知说服性信息的行为和神经反应。我们采用内在连通性指标，如参与系数（跨网络通信）和模块内度（网络内通信），以捕捉先前研究中未考察的静息态网络动态。我们的结果表明，额顶叶网络中的关键区域，该区域对注意力、决策和执行功能至关重要，在根据参与者的动机取向处理说服性信息时发挥着关键作用。具体而言，情感导向型个体对一致的情感信息表现出更强的神经参与度，而认知导向型个体在不一致的条件下表现出更强的参与度——这一新颖发现超越了先前的研究。这些发现将情感-认知匹配效应扩展到包括内在神经维度，突出了静息态脑连通性如何根据动机倾向启动反应并调节任务参与度。这种综合方法通过阐明说服中的不同神经通路支持了精细可能性模型，并为根据个体情感和认知取向定制说服策略提供了可操作的见解。
