title: A neural model of valuation and information virality.
abstract: Information sharing is an integral part of human interaction that serves to build social relationships and affects attitudes and behaviors in individuals and large groups. We present a unifying neurocognitive framework of mechanisms underlying information sharing at scale (virality). We argue that expectations regarding self-related and social consequences of sharing (e.g., in the form of potential for self-enhancement or social approval) are integrated into a domain-general value signal that encodes the value of sharing a piece of information. This value signal translates into population-level virality. In two studies (n= 41 and 39 participants), we tested these hypotheses using functional neuroimaging. Neural activity in response to 80New York Timesarticles was observed in theory-driven regions of interest associated with value, self, and social cognitions. This activity then was linked to objectively logged population-level data encompassingn= 117,611 internet shares of the articles. In both studies, activity in neural regions associated with self-related and social cognition was indirectly related to population-level sharing through increased neural activation in the brain's value system. Neural activity further predicted population-level outcomes over and above the variance explained by article characteristics and commonly used self-report measures of sharing intentions. This parsimonious framework may help advance theory, improve predictive models, and inform new approaches to effective intervention. More broadly, these data shed light on the core functions of sharing-to express ourselves in positive ways and to strengthen our social bonds.
authors.affiliation: Annenberg School for Communication, University of Pennsylvania, Philadelphia, PA 19104.
authors.forename: Christin
authors.identifier: 0000-0001-6567-7504
authors.initials: C
authors.lastname: Scholz
authors.affiliation: Annenberg School for Communication, University of Pennsylvania, Philadelphia, PA 19104.
authors.forename: Elisa C
authors.initials: EC
authors.lastname: Baek
authors.affiliation: Annenberg School for Communication, University of Pennsylvania, Philadelphia, PA 19104.
authors.forename: Matthew Brook
authors.initials: MB
authors.lastname: O'Donnell
authors.affiliation: Annenberg School for Communication, University of Pennsylvania, Philadelphia, PA 19104.
authors.forename: Hyun Suk
authors.initials: HS
authors.lastname: Kim
authors.affiliation: Annenberg School for Communication, University of Pennsylvania, Philadelphia, PA 19104.
authors.forename: Joseph N
authors.initials: JN
authors.lastname: Cappella
authors.affiliation: Annenberg School for Communication, University of Pennsylvania, Philadelphia, PA 19104 emily.falk@asc.upenn.edu.
authors.forename: Emily B
authors.identifier: 0000-0001-6383-1846
authors.initials: EB
authors.lastname: Falk
mesh_terms: D000328:Adult; D001921:Brain / Q000502:physiology*; D005260:Female; D059907:Functional Neuroimaging / Q000379:methods*; D006801:Humans; D033181:Information Dissemination; D033182:Intention; D020407:Internet; D008297:Male; D009518:New York
keywords: fMRI; psychological mechanisms; sharing; valuation; virality