Skip to main content
Springer Nature Link
Log in

The Neural Persuasion Model: Aligning Neural Readiness, Perceived Need, and Intervention Strategies

  • Conference paper
Persuasive Technology. Design for Health and Safety (PERSUASIVE 2012)

Part of the book series: Lecture Notes in Computer Science ((LNISA,volume 7284))

Included in the following conference series:

  • 3836 Accesses

Abstract

An increasing body of information is being assembled to understand how persuasive technology can be applied to develop successful persuasive health systems. Both technology and human issues contribute to reduced success of some persuasive systems. Neuroscience research has opened the door to improved understanding of how humans process information during attitude formation, attitude change, and during persuasion attempts. This article presents the Neural Persuasion Model, which delves more deeply into the human component of persuasion. The model draws on current neuroscience research and theories of neural readiness and neural organization to suggest ways in which understanding the neural activity of the brain might close the gap between persuasive technology design and behavioral outcomes, particularly for addiction recovery and other circumstances where neural disorder exists.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution

Subscribe and save

Springer+ Basic
$34.99 /Month
  • Get 10 units per month
  • Download Article/Chapter or eBook
  • 1 Unit = 1 Article or 1 Chapter
  • Cancel anytime
Subscribe now

Buy Now

Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Similar content being viewed by others

References

  1. Fogg, B.J.: Creating Persuasive Technologies: An Eight-step Design Process. In: Persuasive 2009, Claremont, CA, USA, April 26-29 (2009)

    Google Scholar 

  2. Zhang, J.: From Topological Perception to Distributed Cognition. Visual Cognition 12, 662–664 (2005)

    Google Scholar 

  3. Allport, G.: Attitudes. In: Murchison, C. (ed.) A Handbook of Social Psychology, pp. 789–844. Clark University Press, Worcester (1935)

    Google Scholar 

  4. Aimone, J., Wiles, J., Gage, F.: Computational Influence of Adult Neurogenesis on Memory Encoding. Neuron 6(2), 187–202 (2009)

    Article  Google Scholar 

  5. Oktar, N.: Theory of Neuroscience. Journal of Neurological Sciences 23(3), 155–158 (2006)

    Google Scholar 

  6. Falk, E., Lieberman, M.: The neural bases of attitudes, evaluations, and behavior change. In: Kruger, F., Grafman, J. (eds.) The Neural Basis of Human Belief Systems. Psychology Press (2012)

    Google Scholar 

  7. Ramachandran, V.: The Tell-Tale Brain. W. Norton & Company, New York (2011)

    Google Scholar 

  8. Small, G., Vorgan, G.: IBrain. Harper Collins ebooks (2009)

    Google Scholar 

  9. Wang, L., Conner, J., Rickert, J., Tuszynski, M.: Structural Plasticity with Highly Specific Neuron Population Identifies a Unique Parcellation of Motor Learning in the Adult Brain. Proceedings of the National Academy of Sciences (in press)

    Google Scholar 

  10. Miller, G.: On Being Persuaded: Some Basic Distinctions. In: Roloff, M., Miler, G. (eds.) Persuasion: New Directions in Theory and Research. Sage Publications (1980)

    Google Scholar 

  11. Wittenbank, L., Schwartz, N.: Implicit Measures of Attitude. The Guilford Press, New York (2007)

    Google Scholar 

  12. Festingr, L., Carlsmith, J.: Cognitive Consequences of Forced Compliance. Journal of Abnormal and Social Psychology 58(2), 203–210 (1959)

    Article  Google Scholar 

  13. Festinger, L.: A Theory of Cognitive Dissonance. Stanford University Press, Stanford (1957)

    Google Scholar 

  14. Hovland, C., Janis, I., Kelly, H.: Communications and Persuasion: Psychological Studies in Opinion Change. Yale University Press, New Haven (1953)

    Google Scholar 

  15. Eagly, A., Chaiken, S.: The Psychology of Attitudes. Harcourt, Brace, Ft. Worth, TX (1993)

    Google Scholar 

  16. Katz, D.: The Functional Approach to the Start of Attitudes. Public Opinion Quarterly 24, 163–204 (1960)

    Article  Google Scholar 

  17. Ajzen, I., Fishbein, M.: Understanding Attitudes and Predicting Social Behavior. Prentice-Hall, Englewood Cliffs (1980)

    Google Scholar 

  18. Ajzen, I.: The Theory of Planned Behavior. Org. Behav. Hum. Decis. Process. 50, 179–211 (1991)

    Article  Google Scholar 

  19. Lieberman, M., Ochsner, K., Gilbert, D., Schacter, D.: Do Amnesiacs Exhibit Cognitive Dissonance Reduction? The Role of Explicit Memory and Attention in Attitude Change. Psychological Science 12, 135–140 (2001)

    Article  Google Scholar 

  20. Webb, T., Sheeran, P.: Does Changing Behavioral Intentions Engender Behavioral Change? A Meta-Analysis of the Experimental Evidence. PsycholBull. 132, 249–286

    Google Scholar 

  21. Falk, E., Berkman, E., Mann, T., Harrison, B., Lieberman, M.: Predicting Persuasion-induced Behavior Change from the Brain. Journal of Neuroscience 30, 8421–8424 (2010)

    Article  Google Scholar 

  22. Lieberman, M.: Social Cognition Neuroscience: A Review of Core Processes. Annual Review of Psychology 58 (18.11) (2007)

    Google Scholar 

  23. Ochsner, K., Lieberman, M.: The Emergence of Social Cognition Neuroscience. American Psychologist 58(8.11) (2001)

    Google Scholar 

  24. Bandura, A.: Perceived Self-efficacy in the Exercise of Personal Agency. Journal of Applied Sport Psychology 2, 128–163 (1990)

    Article  Google Scholar 

  25. Burgoon, J., Burgoon, M., Miller, G., Sunnafrank, M.: Learning Theory Approaches to Persuasion. Human Communications Research 7, 161–179 (1981)

    Article  Google Scholar 

  26. Stiff, J., Mongeau, P.: Persuasive Communication. Guilford Press, New York (2003)

    Google Scholar 

  27. Hasle, P., Christensen, K.: Persuasive Design. In: Kelsey, S., Amant (eds.) Handbook of Research on Computer Mediated Communication, pp. 283–296. Information Science Reference, Hershey (2008)

    Chapter  Google Scholar 

  28. Petty, R., Cacioppa, J.: Communication and Persuasion: Central and Peripheral Routes to Attitude Change. Springer, New York (1986)

    Google Scholar 

  29. Powers, P.: Persuasion and Coercion: A Critical Review of Philosophical and Empirical Approaches. HEC Forum 19(2), 125–143 (2007)

    Article  Google Scholar 

  30. Hasle, P., Christensen, A.: Persuasive Design. In: Kelsey, S., Amant (eds.) Handbook of Research on Computer Mediated Communication, pp. 283–296. Information Science Reference, Hersey (2008)

    Chapter  Google Scholar 

  31. Scott, R.: On Viewing Rhetoric as Epistemic. Central States Speech Journal 18, 9–16 (1967)

    Article  Google Scholar 

  32. Nielsen, K.: An Idea Critic: Ciceronian Rhetoric and Contemporary Criticism. Peter, Bern (1995)

    Google Scholar 

  33. Fogg, B.J.: Mass Interpersonal Persuasion: An Early View of a New Phenomenon. In: Oinas-Kukkonen, H., Hasle, P., Harjumaa, M., Segerståhl, K., Øhrstrøm, P. (eds.) PERSUASIVE 2008. LNCS, vol. 5033, pp. 23–34. Springer, Heidelberg (2008)

    Chapter  Google Scholar 

  34. Reeves, B., Ness, C.: The Media Equation: How People Treat Computers, Television, and New Media Like Real People and Places. Cambridge University Press, London (1996)

    Google Scholar 

  35. Fogg, B.J.: Persuasive Technology: Using Computers to Change What We Think and Do. Morgan Kaufmann Publishers, New York (2003)

    Google Scholar 

  36. Oinas-Kukkonen, H., Harjumaa, M.: Persuasive Systems Design: Key Issues, Process Model, and System Features. Communications of the Association for Information Systems 24, 485–500 (2009)

    Google Scholar 

  37. Lykke, M.: Persuasive Design Strategies: Means to Improve the Use of Information Organization and Search Features in Web Site Information Architecture. In: Proceedings ASIST Special Interest Group pm Classification Reserach 20th Workshop, Vancover, B.C. (2009)

    Google Scholar 

  38. Berns, G., Moore, S.: A Neural Predictor of Cultural Popularity. Journal of Consumer Psychology (in press)

    Google Scholar 

  39. Krosnick, J., Judd, C., Wittbank, B.: The Measurement of Attitudes. In: Albarraceni, D., Johnson, B., Zama, M. (eds.) The Handbook of Attitudes, pp. 21–76. Erlbuam, Maheahah (2005)

    Google Scholar 

  40. Hovland, C.: Complete Simulation of Thinking. American Psychologist 15(11), 687–693 (1960)

    Article  Google Scholar 

  41. Churchland, P.: The Impact of Neuroscience on Philosophy. Neuron 60(3), 409–411 (2008)

    Article  Google Scholar 

  42. Lichtman, J., Smith, S.: Seeing Circuits Assemble. Neuron 60(3), 441–448 (2008)

    Article  Google Scholar 

  43. Marois, R., Ivanoff, J.: Capacity Limits of Information Processing in the Brain. Trends in Cognitive Processing 9(6), 296–305 (2005)

    Article  Google Scholar 

  44. OED, http://www.oed.org (retrieved from November 11, 2011)

  45. Pujol, J., López-Solà, M., Ortiz, H., Vilanova, J., Harrison, B., Yücel, M., Soriano-Mas, C., Cardoner, N., Deus, J.: Mapping Brain Response to Pain in Fibromyalgia Patients Using Temporal Analysis of fMRI. PLoS ONE 4(4), e5224 (2009)

    Google Scholar 

  46. Risinger, R., Salmeron, B., Ross, T., Amen, S., Sanfilipo, M., Hoffmann, R., Bloom, A., Garavan, H., Stein, E.: Neural Correlates of High and Craving During Cocaine Self-administration Using BOLD fMRI. Neuroimage 26, 1097–1108 (2005)

    Article  Google Scholar 

  47. Venkatraman, V., Huettel, S., Chuah, L., Payne, J., Chee, M.: Sleep deprivation biases the neural mechanisms underlying economic preferences. J. Neurosci. 31(10), 3712–3718 (2011)

    Article  Google Scholar 

  48. Silverman, M., Muennnig, P., Liu, X., Rosen, Z., Goldstein, M.: The Impact of Socioeconomic Status on the Neural Substrates Associated with Pleasure. Open Neuroimag J. 3, 58–63 (2009)

    Article  Google Scholar 

  49. Pichon, S., Gelder, B.D., Grezes, J.: Threat Prompts Defensive Brain Responses Independently of Attentional Control. Cerebral Cortex (2011) (in press)

    Google Scholar 

  50. Brody, Mandelkern, London, Childress, Lee, Bota, Ho, Saxerna, Baxter, Madsen, Jarvik: Brain Nicotinic Acetylcholine Receptor Occupancy: Effect of Smoking a Denictotinized Cigarette. International Journal of Neuropsychopharmacology (published online)

    Google Scholar 

  51. White, E.: Kaironomia. Cornell University Press (2008)

    Google Scholar 

  52. Kolb, B., Wisha, I.: Fundamentals of Neuropsychology. Worth Publishers (2008)

    Google Scholar 

  53. McClernon, F., Kozink, R., Lutz, A., Rose, J.: 24-hour smoking abstinence potentiates fMRI BOLD activation to smoking cues in cerebral cortex and dorsal striatum. Psychopharmacology 204, 25–35 (2009)

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Kaplan University, USA

    Susan Ferebee

  2. University of Phoenix, USA

    James Davis

Authors
  1. Susan Ferebee
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. James Davis
    View author publications

    You can also search for this author in PubMed Google Scholar

Editor information

Editors and Affiliations

  1. Department of Computer and Information Science, Linköping University, Sweden

    Magnus Bang  & Eva L. Ragnemalm  & 

Rights and permissions

Reprints and permissions

Copyright information

© 2012 Springer-Verlag Berlin Heidelberg

About this paper

Cite this paper

Ferebee, S., Davis, J. (2012). The Neural Persuasion Model: Aligning Neural Readiness, Perceived Need, and Intervention Strategies. In: Bang, M., Ragnemalm, E.L. (eds) Persuasive Technology. Design for Health and Safety. PERSUASIVE 2012. Lecture Notes in Computer Science, vol 7284. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-31037-9_16

Download citation

  • DOI: https://doi.org/10.1007/978-3-642-31037-9_16

  • Publisher Name: Springer, Berlin, Heidelberg

  • Print ISBN: 978-3-642-31036-2

  • Online ISBN: 978-3-642-31037-9

  • eBook Packages: Computer ScienceComputer Science (R0)

Publish with us

Policies and ethics