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ID: 105233

Neuroeconomics and international studies: a new understanding of trust / Zak, Paul J; Kugler, Jacek

Kugler, Jacek	Journal Article
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2011.

Summary/Abstract

Nearly all political choices depend on trust-or a lack thereof. In world politics, successful negotiations, arms agreements, and deterrence postures all depend on trust. This paper reviews recent findings in neuroeconomics that have identified the neuroactive hormone oxytocin as a key brain mechanism that causes people to trust strangers. This research has also identified the physiologic and behavioral effect of distrust. A neurologically informed formal model of trust is introduced and implications are drawn from it for international studies (IS). We contend that findings in neuroscience and neuroeconomics can be used by social scientists to deepen their understanding of processes such as foreign policy decision making.

Key Words

World Politics ; Negotiations ; International Studies ; Neuroeconomics ; Foreign Policy

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ID: 152867

Persuasive narratives and costly actions / Zak, Paul J; Zahedzadeh, Giti; Barraza, Jorge A

Zak, Paul J	Journal Article
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Summary/Abstract

Persuasive narratives can induce some individuals to engage in costly actions. Entrepreneurs of suicide missions frame the necessity of violent behavior within the context of persuasive narratives to attract potential recruits. Herein we report results from an experiment to test factors involved with costly action linked to a persuasive narrative. We recruited 164 participants (M = 21, SD = 5.20) and measured hormones, electrodermal activity, and personality to predict who would be influenced by the narrative's message. We found that the persuasive narrative we tested resulted in costly action by those who are high-perspective takers and are more physiologically aroused by the narrative. The findings fill lacunae in the literature, providing a novel approach to examine costly behavior (like martyrdom missions) in the laboratory.

Key Words

Motivation ; Suicide Missions ; Costly Actions ; Perspective Taking ; Persuasive Narratives

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