NeuroImage (Apr 2023)
The single- and dual-brain mechanisms underlying the adviser's confidence expression strategy switching during influence management
Abstract
Effective influence management during advice-giving requires individuals to express confidence in the advice properly and switch timely between the ‘competitive’ strategy and the ‘defensive’ strategy. However, how advisers switch between these two strategies, and whether and why there exist individual differences during this process remain elusive. We used an advice-giving game that manipulated incentive contexts (Incentivized/Non-Incentivized) to induce the adviser's confidence expression strategy switching and measured the brain activities of adviser and advisee concurrently using functional near-infrared spectroscopy (fNIRS). Behaviorally, we observed individual differences in strategy switching. Some advisers applied the ‘defensive’ strategy when incentivized and the ‘competitive’ strategy when not incentivized, while others applied the ‘competitive’ strategy when incentivized and the ‘defensive’ strategy when not incentivized. This effect was mediated by the adviser's perceived stress in each condition and was reflected by the frequencies of advice-taking in the advisees. Neurally, brain activation in the dorsolateral prefrontal cortex (DLPFC) supported strategy switching, as well as interpersonal neural synchronization (INS) in the temporoparietal junction (TPJ) that supported influence management. This two-in-one process, i.e., confidence expression strategy switching and the corresponding influence management, was linked and modulated by the strength of DLPFC-TPJ functional connectivity in the adviser. We further developed a descriptive model that contributed to understanding the adviser's strategy switching during influence management.
