Neural computations underpinning the strategic management of influence in advice giving.
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ABSTRACT:
SUBMITTER: Hertz U
PROVIDER: S-EPMC5736665 | biostudies-literature | 2017 Dec
REPOSITORIES: biostudies-literature
Publications
Neural computations underpinning the strategic management of influence in advice giving.
Hertz Uri U Palminteri Stefano S Brunetti Silvia S Olesen Cecilie C Frith Chris D CD Bahrami Bahador B
Nature communications 20171219 1
Research on social influence has focused mainly on the target of influence (e.g., consumer and voter); thus, the cognitive and neurobiological underpinnings of the source of the influence (e.g., politicians and salesmen) remain unknown. Here, in a three-sided advice-giving game, two advisers competed to influence a client by modulating their own confidence in their advice about which lottery the client should choose. We report that advisers' strategy depends on their level of influence on the cl ...[more]
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