互动反馈促进说服的作用机制:双人近红外研究  

Interactive feedback in persuader-persuadee interaction enhances persuasion:An fNIRS hyperscanning study

作　　者：李杨卓 张如倩 宋森森 李先春[3] 罗俊龙 LI Yangzhuo;ZHANG Ruqian;SONG Sensen;LI Xianchun;LUO Junlong(School of Psychology,Shanghai Normal University,Shanghai 200234,China;Lab for Educational Big Data and Policymaking,Ministry of Education,Shanghai Normal University,Shanghai 200234,China;School of Psychology and Cognitive Science,East China Normal University,Shanghai 200062,China;Psychological Counseling Center,Shanghai University,Shanghai 200444,China;School of Psychology,Central China Normal University,Wuhan 430079,China)

机构地区：[1]上海师范大学心理学院,上海200234 [2]上海师范大学教育部教育大数据与决策实验室,上海200234 [3]华东师范大学心理与认知科学学院,上海200062 [4]上海大学心理辅导中心,上海200444 [5]华中师范大学心理学院,武汉430079

出　　处：《心理学报》2025年第5期805-819,I0003,I0004,共17页Acta Psychologica Sinica

基　　金：国家自然科学基金青年项目(32400903);中国博后科学基金第75批面上资助(2024M752072);国家自然科学基金面上项目(32071082)。

摘　　要：现有说服领域研究大多仍停留在对信息内容的机械理解,忽视了说服的互动性。本研究通过创设高生态效度的双人说服范式,结合近红外功能成像技术,探究互动反馈对说服行为的影响及其认知和神经基础。结果表明,相较于无互动反馈条件,互动反馈提高了说服结果和感知说服力,并增强了说服者和被说服者在右侧额中、左侧颞顶的脑−脑同步,且该脑−脑同步正向预测了说服结果。在说服策略使用上,相较于支持性说服策略,互动反馈中说服者更频繁地使用反驳性策略,且脑−脑同步有效识别和追踪了两种不同策略。综上,本研究为理解互动反馈如何促进人际说服提供了新视角,有助于深入解析人际神经科学背后复杂且真实的说服过程。Persuasion is a fundamental social skill in humans,serving as a crucial foundation for information propagation and social influence.Existing research has predominantly focused on a mechanical understanding of persuasive content,overlooking the interactive nature of persuasion.The current study investigates the effects of interactive feedback on interpersonal persuasion and its underlying neurocognitive mechanisms,utilizing a dyadic persuasion paradigm with high ecological validity in combination with functional near-infrared spectroscopy(fNIRS).Participants visited the laboratory on two occasion to complete all tasks:the item selection task(first visit)and the fNIRS hyperscanning dyadic persuasion task(second visit).In the item selection task,participants attended the laboratory individually,where they were instructed to read the Arctic survival scenario,select the three most critical items from a list of 15 items,and rank them according to their significance for survival.The fNIRS hyperscanning task consisted of two phases:a no-discussion phase(no feedback)and a discussion phase(feedback).Additionally,to eliminate the confounding effects of interactive feedback on persuasion that might arise from repeated information processing(e.g.,repeated exposure to persuasive content enhancing persuasion)or interpersonal factors(e.g.,intimacy,interpersonal distance),two control conditions were included.In control condition 1,both task parts were identical.In control condition 2,phase two involved independent thinking phase,where participants were asked to reflect independently on the other person’s opinions and complete the item selection task.This study primarily focuses on the prefrontal cortex and the left temporoparietal regions.The behavioral results indicate that,compared to the no interactive feedback condition,interactive feedback enhanced both persuasion outcomes and perceived persuasiveness.In neural activity,our results showed that interactive feedback strengthened brain-to-brain synchrony between the persuader

关 键 词：说服 互动反馈 说服策略 近红外功能成像技术 脑−脑同步 

分 类 号：B845[哲学宗教—心理学] C91[经济管理]