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Cns - Persuasion and Deception - International Graduate Program ...
June 2019
Volume 12 • Issue 2

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                                                                                                             ra m Medical N
                                                                                                                            eurosciences

Persuasion and Deception
                      GOJI-CHIA-QUINOA                   THE RISE OF POPULISM                      SING ME A SONG
                      Why people believe in              The psychology of a                       Using music to improve
                      miracle foods                      political movement                        patients‘ decision-making
                                       » p. 4                               » p. 18                                    » p. 22
Cns - Persuasion and Deception - International Graduate Program ...
www.medical-neurosciences.de
                                                                                                               Want to hear a secret? Come closer.
                                                                                                                                                                                     CONTENTS
                                                                                                 Let’s talk about you for a minute. Your true value. What
                                                                                            you are really worth. Something tells me you deserve more.

                                                                                                                                                                                                                    How To Attract Your
                                                                                                                                                                                     FOCUS                                                                CAREER
                                                                               Okay. Here is how you can learn to get everything you ever wanted: you need to read this
                                                                            issue of CNS, cover to cover.                                                                                                           Crush

                                                    Edi t orial
                                                                                                                                                                                                                    A classic study on the mis-
                                                                            That’s right. You may benefit from learning, for example, how neuromarketing experts                                                    attribution of arousal..17
                                                                            know how to design products that push your brain’s Buy button (p. 8), especially how smart                                                                                    A Glimpse Into The

                                                                                                                                                                             COVER
                                                                            phones are specifically designed to be an addictive slot machine for our brains (p. 6). Or               A Sprinkle of Pollen                                                 Looking Glass

                                                                                                                                                                                                                                                  COVER
                                                                            perhaps you know that you just need to learn about the psychology of leadership in order
                                                                            to take your rightful place as king of the jungle (p. 10). On that note, you could brush up
                                                                                                                                                                                     in my Flat White,                                                    The annual meeting of
                                                                            on the neuroscience of populism (p. 18), in case you need to go that route. And speaking of              Please!                        The Rise of Populism                  the German Society for
                                                                            populism: ever feel like there is a relationship between confidence and stupidity? It’s called           Why do people believe in       The psychology of a politi-           Neurosurgery...28
                                                                            the Dunning-Kruger Effect (p. 14). But as you may have noticed, even intelligent people are              miracle foods?...4             cal movement...18
                                                                            prone to believing in hyped-up trends like superfoods (p. 4) and magic (p. 27). After you have                                                                                Column: Dr Brown
                                                                            become a master of manipulation, you can learn how to attract your crush (p. 17)... but don’t                                                                                 Transferable academic
                                                                            let your imagination run away with you (p. 24).                                                          Hacking Humans                                                       skills: Healthy cynicism
                                                                                                                                                                                     Our addiction to devices...6   “Trust Me, I’m A Sci-                 a.k.a. BS detector...29
                                                                            In the aftermath of the EU and Australian elections, and in anticipation of a looming Brexit,                                           entist!”
                                                                            the U.S. presidential elections and others worldwide; in an era where news is fake and priva-                                           Do you believe everything             A Conversation
                                                                            cy is a thing of the past; we bring you CNS: the Persuasion and Deception edition.
                                                                                                                                                                                     How To Push The                that you read?...20                   With Dr. Markus
                                                                            This time around we also bring you an extra-special career section: exclusive interviews
                                                                                                                                                                                     Brain’s “Buy!“ Button                                                Dettenhofer
                                                                            with industry leaders from the EuroSTEMpeers conference (p. 29), a field report from the                 Spotlight on                                                         Succeeding in science
                                                                            annual meeting of the German Society for Neurosurgery (p. 28) and a friendly reminder                    neuromarketing...8                                                   in the light of science
                                                                            from Dr. Brown to appreciate the BS-detection skills you picked up while getting your PhD                                                                                     policy...29
                                                                            (p. 29). We also go in-depth on options for funding as a PhD student in Germany (p. 38).
                                                                                                                                                                                     Who’s the King Here,                                                 Funding For Gradu-
                                                                            And be sure not to miss these other great articles: a journey through Ramadan (p. 42), dis-              Anyway?                                                              ate Students...38
                                                                            cussions of new findings from our very own Charité research groups (p. 15, p. 22), and a                 How to trick the forest into
                                                                            closer look at a recent study that claims a Netflix series raised the suicide rate (p. 12).              accepting you’re the lion
                                                                                                                                                                                     when you aren’t...10
                                                                            As we said: just read it cover to cover.                                                                                                Prescription:
                                                                                                                                         Bettina Schmerl                                                            Vivaldi’s “Winter“,

                                                                                                                                                                                                                                                  COVER
                                                      Like                                                                              Alex Masurovsky                              Can A Series Really            3x Per Day After                      CAMPUS
                                                   what you see?
                                                                                                                                            Ioana Weber                              Raise Suicide                  Meals
                                      Interested in contributing? We are                                                                                                             Rates?...12                    Using music to improve the
                               always looking for new authors and submission on any-                                                     Co-editors in chief                                                        quality of decision-making            News in Brief...40
                               thing related to the topic of neuroscience and beyond.                                                                                                “Trump is the best!“,          by patients...22
                                                                                                     Con t est

                               Send us an article, some beautiful shots from your micro-                                                                                             Trump Says                                                           Conference Report:
                               scope, poems, short stories, critiques, reviews, anything!                                                                                            Can the Dunning=Kruger                                               EuroSTEMpeers
                               The best contribution will be rewarded with the book                                                                                                  effect explain the poise of                                          Berlin 2019...41
                               The Future of the Brain edited by Gary Marcus.                                                                                                        incompetents?...14
                                                                                                                                                                                                                                                          Journey Through
                               Come on and write like there’s no tomorrow! Send your                                                                                                                                                                      Ramadan...42
                               contribution to cns-newsletter@charite.de to win.                                                                                                     Richard Lower’s
                                                                                                                                                                                     Thought-Provoking                                                    WhazzUp?
                                                          This    issue’s      winner
                                                                                   is                                                                                                Question                                                             Events in and around
                                                          Ewelyn Medawar, who                                                                                                        The foundation of ex-                                                Berlin..43
                                                          wrote an engaging and                                                                                                      ploring cerebral collateral
                                                          fun article about food fads                                                                                                circulation...15
                                                          (page 4).                                                                                                                                                 You Are Imagining
                                                                                                                                                                                                                    Wrong...24
                                                          Congratulations, and thanks
                                                          to everybody for their
                                                          contributions!                                                                                                                                            Selling A Miracle
                                                                                                                                                                                                                    When money trumps
                                                                                                                                                                                                                    health...27

                                                                                                                                                                                                                               June 2019          CNS newsletter                     3
Cns - Persuasion and Deception - International Graduate Program ...
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 A Sprinkle Of Pollen In My Flat White, Please!
 Why Do People Believe in Miracle Foods?

 Açaí – Chia – Moringa –                      we look at studies investigating cogni-    edge on a well-controlled study testing    Biases: Why Believing in Miracle         powder every morning to our cereal         like superfoods, we should totally go for
 Matcha – Goji?                               tive performance, some studies show        the claim? No, because evidence is rare.   Foods is Intuitive                       seems to be a feasible solution; avoid-    it and observe whether we see health
 The hype surrounding superfoods is           beneficial effects of the antioxidant      Willingness to pay is mostly higher for    In our fast-paced life, consumers are    ing unhealthy meals overall does not.      benefits. If we do not, we should leave
 on – both in Germany and around the          molecule resveratrol [4], others show      functional foods due to the perceived      susceptible to ready-n’-easy food solu-  Driving an electric car seems a feasi-     them on the shelves to be sent back to
 world. Some consumers believe that           no effect [5]. Overall, evidence from      added value. A study suggests that this    tions. Omnipresent food cues and food    ble solution for being more sustainable;   the greedy marketers. In any case, we
 those ingredients provide a recipe for       well-controlled human studies is very      added value is not only due to health      availability as well, as the problem of an
                                                                                                                                                                             stopping the use of our car does not.      should critically ask ourselves about our
 well-being, improved health and men-         scarce and not available for superfoods,   benefits but also due to other factors,    obesity epidemic in Western societies                                               reasons for making purchase decisions.
 tal calmness. However, there is a par-       for which benefits are loudly trumpeted    e.g. “naturalness” [7].                    [10], might contribute to the seeking of Consumer research has shown intrigu-
 adoxical imbalance of belief in benefits     by marketing strategies.                                                              new solutions for more sustainable and ing results on how green consumerism
 of superfoods and lack of high-qual-                                                    Superfoods Help to Idealize “The           healthier food choices. So whenever (purchase of more sustainable products)                        Ewelyn Medawar
 ity scientific information on them.          So why is it that many consumers be- Self”                                            marketers tap into those “weaknesses” impacts our behaviour: being exposed                 PhD candidate rer. medic
                                              lieve in the efficacy of superfoods and Another reason for the ready accep-           of the consumer, we most likely forget to greener products compared to con-                   Charité/Berlin School
 The term “superfoods” or miracle foods       end up spending large amounts of tance and purchase of superfoods might               about our truth-seeking ideals to get ventional ones made people act more                   of Mind and Brain / MPI
 as such is not clearly defined, but broad-   money to get hold of them?              be the expected benefits for the con-         the best available knowledge, and are altruistically. However, after purchas-
 ly refers to “food with high levels of                                               sumer, promoting his/her idealism and         more likely to fall for their promissory ing said green products, people were                           CBS Leipzig
 either nutrient or bioactive phytochem-      Trusting Marketing Claims               a perceived superiority to non-func-          statements. This paradox or “illusion of less altruistic and showed more anti-      1. Taulavuori et al., Nat Prod Commun, 2013
 icals with human health benefits” [1].       As many health benefits as super- tional foods [8]. This concept has been             validity” bias has been shown to work social behaviour [12]. This behaviour         2. Muñoz et al., Food Rev, 2013
 For instance, açaí and chia seeds are        foods or miracle foods purport to pro- shown to exist in a study investigating        for superfoods: firstly, consumers be- is a well-known example for moral li-        3. de Lima Yamaguchi et al., Food Chem, 2015
 proposed to provide cardioprotective         vide, purchasing decisions are most the consumer’s response to food stimuli           lieve in the benefits of superfoods with censing. For purchasing superfoods this    4. Köbe et al., Front Neurosci. Frontiers, 2017
                                                                                                                                                                                                                        5. Huhn et al., Neuroimage, 2018
 qualities via anti-inflammatory proper-      likely not based on profound knowl- presented in a digital surrounding [9].           all their presumed health claims and could be translated as follows: making a       6. Meyerding et al., Sustainability, 2018
 ties and beneficial food matrix composi-     edge. Rather, consumers seem to be The consumers’ liking of an image was              secondly, consuming superfoods could purchase decision for a functional food        7. Pappalardo et al., Food Qual Prefer, 2016
 tion [2,3]. In etymological terms “super”    victims of marketing campaigns that highly driven by visual cues and the              be used to externalise personal values that conveys health benefits boosts my       8. Sikka, Food, Cult Soc, 2019
 (Greek: above) implies that those food       successfully promote putative health background story, determining the pal-           and neoliberal norms to our social sur- “healthy food choice record” and con-       9. Howatson, Victoria University of Wellington,
                                                                                                                                                                                                                        2017
 items are above other food items –           claims without backing them up with atability and “sexiness” of the present-          rounding, i.e. the wish to embody heal- sequently, my health goals are already      10. Uzogara et al., Int J Public Heal Res, 2017
 superior products, so to speak. This         evidence-based research. For example, ed food item. In the decision to buy a          thism [11].                                achieved and I can relax! “Health li-    11. MacGregor et al., J Consum Cult, 2018
 little marketing trick helps to promote      one study showed that bread with a superfood, the study supported the                                                            censing” – analogous to moral licens-                      12.      Mazar et al., Psychol Sci,
 an allegedly positive value to these food    functional ingredient, such as linseed importance of the hedonistic expe-             In general, the hype surrounding su- ing – should be further investigated and                                                       2010
                                                                                                                                                                                                                                                    13.       Blanken et al.,
 items.                                       or chia, was valued more compared to rience and symbolic value, and not               perfoods is just one example of the validated as a concept.                                                        Personal Soc Psychol
                                              a non-functional bread [6]. Common the food item (or nutritive value)                  psychology of reducing a complex life-                                                                                       Bull, 2015.
 But do superfoods actually bring about       knowledge makes us believe those per se.                                               style/habit problem to a one-dimen-                     In short, we are very
 health benefits? And if so, which mech-      functional components are really func-                                                 sional solution. We want to be health-                    good at outsmarting
 anisms could mediate those benefits? If      tional, but did we ever base our knowl- Victims of our Cognitive                      ier, therefore adding a superfood                            ourselves – if we

 Image: Delicious Fruit Portrait, Alonsa Guevara Aliaga on Wikimedia Commons

 4               CNS newsletter                        June 2019                                                                                                                              June 2019           CNS newsletter                                          5
Cns - Persuasion and Deception - International Graduate Program ...
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 Hacking Humans
 Our Addiction to Devices

 The year 2017 marks a decade since the their business model evolved to become or send a “flowers” emoji. We show off               as long as possible [11]. After hearing      having a good time, traveling and doing     is no longer known for hacking the
 first iPhone was presented by Steve Jobs heavily focused on adds.               our stories and successes and expect ap-           this interview, Bill Maher from HBO          all the cool stuff. Logically we know it    world for the better, but for hacking our
 in his famous keynote at the Macworld                                           proval in the form of likes and shares,            opened his show, Real Time, comparing        cannot be true, but instinctively we be-    minds and engineering our social lives
 Conference and Expo in San Francisco The apps that you do not pay for most which causes our dopamine levels                        social media with how tobacco com-           lieve what we see and suffer because of     for profit.
 [1]. For those of us who are older, life likely use you as a product. Roger (widely known as the “reward” neu-                     panies, in the early days, engineered        it. Another new term, nomophobia – a
 without a smartphone is a part of inno- McNamee, once Mark Zuckerberg’s rotransmitter) to spike every time we                      cigarettes to be more addictive [12]:        fear of not being able to use your smart-   It is time for developer and UX design-
 cent childhood, but for younger gener- mentor and one of the earliest investors refresh our feeds [8].                            “The tycoons of social media have to          phone – is characterized by severe anx-     ers to learn a bit more about morality
 ations, it is not possible to imagine. A in Facebook, argues you are not even a                                                    stop pretending that they are friendly       iety, avoidance of face-to-face interac-    and ethics, and take into account the
 person spends on average around 4h per product, the product is your attention; Technology not only is changing our                 nerd gods building a better world and        tions and a high level of social anxiety,   mental health of their users. Until now,
 day on the phone, making it more than you are a fuel [5,6].                     social interactions and exploiting our             admit they are just tobacco farmers in       ultimately leading to depression.           it was left to the companies to solve
 one whole day per week [2]. In addi-                                            vulnerabilities, but making gamblers               T-shirts selling an addictive product to                                                 these issues internally and start be-
 tion, Americans check their phones on And here we come to the attention out of us. In his famous TED talk [9],                     children. Because, let’s face it, checking   Time to take some lessons in                having better. That did not bring much
 average every 12 minutes [3]. This, the economy. The amount of time we Tristan Harris, former Google Design                        your “likes” is the new smoking.“            ethics                                      improvement. Like we have laws to
 decade of the smartphone, could also be spend on our phone and on a certain Ethicist, revealed how tech is turning                                                          After the Cambridge Analytica                   protect against chemical pollution, it is
 called the decade of digital dependency. app equals profit made, and tech prod- smartphones into pocket slot machines              Digital life and mental                          scandal [14] and its con-               time for policymakers and legislators
                                          uct designers are making sure our eyes and that the main reason why they are              health                                              firmed role in spreading             to issue laws against mental pollution
 The beginning of the smartphone era are on our phones as much as possible. addictive is because of what are called
 was humble: even Steve Jobs imag- When an app is presented as an im- “intermittent variable rewards” [10].
                                                                                                                                   While people report that
                                                                                                                                   the main reason they are
                                                                                                                                                                 “                      the fake news and im-
                                                                                                                                                                Checking your likes pacting American presi-
                                                                                                                                                                                                                             and protect freedom and privacy of the
                                                                                                                                                                                                                             citizens while holding tech companies
 ined an iPhone as a practical device mensely valuable and even necessary Whenever you pull out your smart-                        on social media is to keep is the new smoking. dential elections in 2016                  responsible for their actions. Individu-
 to bring together your phone and mode of communication, people fear phone, you are playing a game – What                          in touch with friends and                            [15], social media re-               ally, it is our job to be more aware and
 your music in one place, replacing the that they will miss out (you may have will I get? It could be 3 notifications              family, they also report                           surfaced on our attention.             better informed, and to know ourselves,
 iPod. So what happened? How did heard of FOMO) on important oppor- from Facebook, 5 Instagram likes, 2                            that time spent on social media            Now, Facebook’s mode of operation              without addiction..
 we come to be so dependent on it? tunities if they are not part of it, or be emails, 1 match from Tinder. When-                   makes them stressed and frustrated, is being faced with antitrust and rising
                                                                                                                                                                                                                                             Jelena Brasanac
                                          considered the odd one out. Not having ever you open an app, you are playing             and causes disruption to personal and critique. Politicians from both the Left
                                                                                                                                                                                                                                        PhD Student, AG Gold

 We bought a story: we can’t live
 without a smartphone                      a social media account can make you       the slot machine again – What are the         family life [13]. People sign in to con-      and Right are advocating for stronger
 Today’s smartphone is much more than      look suspicious or be perceived as ex-    notifications about? What photo comes         nect with friends from another part of        regulation of Internet platforms. In the    1. https://tinyurl.com/mw6vpdr
                                                                                                                                                                                                                             2. https://tinyurl.com/ybssobps
 your music playlist and text messages.    treme and unsociable [7].                 next? Who swiped right? You never             the world but cannot maintain an un-          end, this is not a question of Right and    3. https://tinyurl.com/yye3eols
 It is your email, camera, TV, podcast,                                              know in advance and it will be different      interrupted conversation with a friend        Left, but right and wrong.                  4. https://tinyurl.com/y2s52ke2
 fitness coach, assistant and exter-       A Silicon Valley whistleblower            every time. When the rate of reward is        across the table. In 2012 the term “phub-                                                 5. https://tinyurl.com/y52msmwz
 nal memory. However, where people         We are social beings. We want to keep     the most variable, Harris says, addic-        bing” was coined to describe the act of       Most likely, neither Facebook, nor          6. https://tinyurl.com/yyloo93v
                                                                                                                                                                                                                             7. https://tinyurl.com/y2d5rxm4
 spend the most time on their phones       in touch with family and friends, check   tiveness is the greatest [10]. In an inter-   snubbing someone in a social setting by       Google, nor anyone else knew or pre-        8. https://tinyurl.com/y7wff8m8
 is on social media: Facebook, Insta-      who was where on a vacation, who got      view with Anderson Cooper on 60 min-          looking at your phone instead of paying       dicted how addictive and exploitative       9. https://tinyurl.com/y3h4za7e
 gram, Twitter, Snapchat and YouTube       a baby and who got a promotion. As        utes, Harris argued that Silicon Valley       attention.                                    their products could become. That time      10. https://tinyurl.com/y9kehouh
 [4]. While all of those except Snapchat   the band Aerosmith famously noted,        is not programming apps, it is program-                                                     of innocence is gone, however – just        11. https://tinyurl.com/y9qfz9pr
                                                                                                                                                                                                                             12. https://tinyurl.com/y234fggh
 also exist on the computer, their usage   we don’t want to miss a thing–other-      ming people, and that technology is           Social media gives us a platform to           like our analog childhood. Whatev-          13. https://tinyurl.com/y8lrd6xo
 skyrocketed with the appearance of        wise FOMO strikes. Instead of calling a   not neutral because it is programmed          carefully curate a perfect digital perso-     er tech companies are doing now is          14. https://tinyurl.com/y5eunt75
 the smartphone and, more importantly,     friend to congratulate her, we hit like   to be used in a particular way and for        na – one that is always smiling, always       well-researched and orchestrated. Tech      15. https://tinyurl.com/yb6ystbl

 Image: Gerd Altmann on Pixabay

 6              CNS newsletter                      June 2019                                                                                                                                     June 2019            CNS newsletter                               7
Cns - Persuasion and Deception - International Graduate Program ...
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                                                                                                                                                                                                             $                 $
                                                                                                                                                                                                                 $$
                                                                                                                                                                                                                                           $
     How To Push The Brain’s “Buy!” Button
     Spotlight on Neuromarketing

                                                                                                                                                                                                                                          $
                                                                                                                                                                                                                                                                                   e
     Look around you. Wherever you are,         However, when the blindfold came off,       Mind Reading: Fear of Neuro-                                                                                                                                                       enc
     you are probably surrounded by ads.        Coca Cola became the definite favorite,     marketing                                                                                                                                                                    a udi
                                                                                                                                                                                                                                                                     our
     Like it or not, they are everywhere: on    and the brain activity of the partici-      It seems as if Neuromarketing is after                                                                                                                            n c ey
                                                                                                                                                                                                                                                         flue
     public transport, your phone, laptop,      pants changed. When people saw the          our unconscious mind, and for some
                                                                                                                                                                                                                                                  t o in        1. Playing on
     the road to university or work, on the     brand “Coca-Cola”, activation in the        people this rings alarm bells. Hearing                                                                                                         How
     back of this magazine and many other       hippocampus (our memory center), the        about sleep nudging (a type of stimu-                                                                                                                      preconceptions helps to
     places. The number of ads that surround    dorsal lateral PFC and the midbrain for     lus-response conditioning during sleep                                                                                                           sell
     you has increased from about 500 per       those people showed an increase in ac-      – think Brave New World), in which re-                                                                                                     As also becomes clear from the Pepsi-Coca
     day in 1970, to almost 5000 per day [1].   tivation [2]. This increase in activation   searchers can force us to link the smell                                                                                                   experiment, it is not so much the taste, but
                                                seems to indicate a change in our per-      of cigarettes with rotten eggs [6], or                                                                                                     rather their brand-recognition that interests
     Behind the increasing number of ads        ception of taste.                           knowing that researchers direct more                                                                                                       consumers [2].
     are the many companies trying to                                                       of their attention to the groups most
                                                                                                                                                                                                                                       2. Pricing changes perception in taste
     grab your undivided attention. With        With studies similar to this Pepsi-Cola     vulnerable to their advertisements [7]…
                                                                                                                                                                                                                                       In a wine-tasting experiment, participants
     the recent rise of a new field combin-     experiment, companies using neuro-          I can’t say it is strange that people fear
                                                                                                                                                                                                                                       were asked to rate the wine they tasted. The
     ing neuroscience, psychology, and          marketing have claimed that actions         that the information collected by big
                                                                                                                                                                                                                                       most expensive wine was rated best. How-
     marketing (termed “Neuromarket-            speak louder than words. Interviews         companies “harbors a hidden code to
                                                                                                                                                                                                                                       ever, there were no differences between the
     ing”), companies can now understand,       and questionnaires do not reliably pre-     tweak our perceptions below the level
                                                                                                                                                                                                                                       wines; they were all the same [16]. With the
     better than ever, what catches our at-     dict what we will buy [3], but brain        of our consciousness.”
                                                                                                                                                                                                                                       increase in price, there was also an increase
     tention and plays on our emotions.         activity does (or so it is thought [4]).                                                                                                                                  types
                                                                                                                                                                                                                                       in medial orbital frontal cortex activation (the
                                                Our subconscious mind knows what we         However, in general there are a number                                                                                     of bread.
                                                                                                                                                                                                                                       area for pleasantness [17]).
     Our Brains Want Coca-Cola                  want, even if we don’t. As put by Daniel    of reasons why we should not be scared.                                                                                  Although
     One of the first studies, published in     Kahneman [5], author of the book            Firstly, reading the brain of a consumer                                                                               the first day
                                                                                                                                                                                                                                       3. Follow the gaze
     2004, indicated that people who taste      “Thinking Fast and Slow”: “although         is not that simple. For example, an fMRI                                                                            that you had
                                                                                                                                                                                                                                       It is well known in advertising that babies,
     cola while blindfolded generally like      system 2 [our rational, slow and reflec-    study in 2011 suggested that activation                                                                           to buy your own
                                                                                                                                                                                                                                       animals, and sex sell [18]. But apparently,
     Pepsi-Cola as much as Coca Cola, and       tive mind] believes itself to be where      of the insula in subjects upon seeing                                                                          bread, you might
                                                                                                                                                                                                                                       the interaction between the consumer and
     created activation in the ventral-me-      the action is … most peoples’ choic-        an iPhone must mean that they love            con-                                                           have looked for what
                                                                                                                                                                                                                                       the ad also matters. It has been shown that
                   dial Prefrontal Cortex       es correspond to the predilection of        their iPhone [12]. However, the insula        sumer, rather than                                          you would like, naturally
                                                                                                                                                                                                                                       when a baby in the ad is looking back at us,
                                 (vmPFC).       system 1 [our fast and intuitive mind]”.    is also the area of disgust, and as brain     an individual response. And like most                     you will not take 20 min-
                                                                                                                                                                                                                                        we pay most attention to the baby. But, when
                                                                                            areas are overall not dedicated to one        studies in neuroscience, studies are            utes to think about which one is the
                                                                                                                                                                                                                                                the baby in the ad is looking at the
                                                                                            specific function, it is not that easy to     “pretty abstract, focused and far from          best now as it is too tiresome [based
                                                                                                                                                                                                                                                        text in the ad, we are more
                                                                                            simply “read” the mind of the consumer        an everyday experience” [12].                   on an example in 14].
                                                                                                                                                                                                                                                                 likely to read the
Neuroethics and the                                                                         directly.
                                                                                                                                                                                                                                                                         text [19].
Facebook-Cambridge Analytica                                                                                                              In the meantime, the fear of mind-read-         You pick the one that you always take,
Data Scandal                                                                                In addition to fMRI, neuromarketing re-       ing has led to quite some commotion.            or something you want to try out (pos-
An important aspect of Neuromarketing is Neuroethics. For example,                          search also uses EEG, biometric mark-         To give a couple of examples: France            sibly because of ads). Efficiency: you
there is currently no ethical board that oversees the behavioral ex-                        ers (the heart rate, respiration rate, skin   banned use of the fMRI scanner for              decide with your subconscious mind
periments conducted by companies like Facebook [8]. This has been                           conductance, and pupil dilation) and          marketing purposes in 2011 [13]; many           [15]. Although probably influenced by      1. https://cbsn.ws/2xhTDh5
                                                                                                                                                                                                                                     2. McClure et al., Neuron, 2004
cited as contributing to scandals like the recent one with Facebook and                     measurement of facial expressions. A          companies are forced to explain that            an ad, it is only bread. We need to eat    3. Lindstrom Buyology: truth and lies about why we buy,
Cambridge Analytica. In 2015, the social network, together with aca-                        particular variable of interest is when       neuromarketing does not directly read           right?                                     2008
demic researchers, studied the influence of subtle changes to peoples’                      people have more reaction to a product.       peoples’ minds in interviews; and ac-                                                      4. Ariely & Berns, Nature Reviews. Neuroscience, 2010
Facebook Timelines (a constantly updated homepage containing up-                            What that means in the end and wheth-         ademics are currently researching the           Overall, marketers do not have “more       5. Kahneman, Thinking Fast and Slow, 2011
                                                                                                                                                                                                                                     6. Arzi et al., Journal of Neuroscience, 2014
dates from their Facebook friends). They observed how the behavior                          er this leads to more sales is a problem      threat of neuromarketing [e.g. 4,6-7].          control” over what we buy. They can        7. Hensel, et al., Cogent Psychology 2016
of nearly 700,000 users changed when using Facebook (which they be-                         that comes later [8].                                                                         predict better what we are already plan-   8. Stanton et al., Journal of Business Ethics, 2017
lieved reflected changes to these users’ mindsets) as a result of these                                                                   Another point to note is that marketing         ning to do and make certain commer-        9. Kramer et al., PNAS, 2014
subtle manipulations to their timelines [9]. Later, Facebook offered                        A few more reasons not to worry (yet):        is about recognizing what the consumer          cials stand out more.                      10. https://bit.ly/2pBaiv6
                                                                                                                                                                                                                                     11. https://bit.ly/2LCJg2O
companies the opportunity to target their ads specifically at insecure                      Imaging is very expensive and is cur-         wants, which in the end could also be                                                      12. https://bit.ly/1SMZhzx
teenagers with low self-esteem [10]. Cambridge Analytica used Face-                         rently not available for all neuromar-        good for them.                                                                             13. Oulier, Nature, 2012
book information to determine which American voters could possi-                            keting companies [8]. The only brain re-                                                                                                 14.
bly be influenced by showing fake news (possibly also British voters                        sponses that marketers possess are those      Our Subconscious Mind Is an                                                                15. https://bit.ly/2E60Ea3
                                                                                                                                                                                                                                     16. https://bit.ly/2LCs9OU
during the EU Brexit referendum [11]). Neither, however, were data                          of people who consented – researchers         Efficient Mind.
                                                                                                                                                                                                                                     17. Plassmann et al., PNAS, 2008
breaches because people technically consented according to                                  have no way of harvesting brain data          But there is also another side to this story.                                              18. Stone, International Conferences Arts, Humanities &
the policy of Facebook. Some feel it is a case in                                           from your smartphone, for example –           Do you consciously think when you act           Irina Scheer                               Social Sciences, 2014.
which marketing went too far.                                                               and brain data that is collected is often     out one of your habits? Imagine you are         MSc Student,                               19. Singh R et al., ICCCA Conference Paper, 2016
                                                                                            averaged out to understand the average        in a shop. You need to pick between 10          Medical Neurosciences
                                                                                                                                                                                                                                            Image: YkleduY ABH on Pixabay

     8               CNS newsletter                       June 2019                                                                                                                                        June 2019               CNS newsletter                                9
Cns - Persuasion and Deception - International Graduate Program ...
FOCUS                                                                                                                                                                                                                                                                                 FOCUS

 Who’s The King Here, Anyway?
 How To Trick The Forest Into Accepting You’re The Lion When You Aren’t

 We all invariably know one person in                                                                                                                                                                                                        12.   M. Wolf et al., Trends Ecol. Evol., 2012
 our circle who always seems to know                                                                                                                                                                                                         13.   J.      Krause,         Oecologia,          1993
 how to create, thrive in, and emerge                                                                                                                                                                                                        14.   I. R. Fischhoff et al., Anim. Behav., 2007
 unscathed from every possible situa-                                                                                                                                                                                                        15.   D. Lusseau et al., Behav. Ecol. Sociobiol., 2009
 tion. And they seem to do it effortless-                                                                                                                                                                                                    16.   A. J. King et al., Curr. Biol., 2009
 ly, much to the chagrin of onlookers
 who begin to feel the sting of inade-
 quacy themselves. These onlookers
 then set out to watch each move of this
 person carefully and find out the win-
 ning formula, only to discover much
 to their disappointment, that if there’s                                                                                                                                                                                                                                    Seeking inspi-
 one rule that this person ever follows,                                                                                                                                                                                                                               ration from the lion
 it’s to never follow any rule. It appears                                                                                                                                                                                                                         herself (and her subjects)
 like they’re spontaneously wielding
 the situation to their advantage on the                                                                                                                                                                                                          Personality differences are seen across
 spot. So is the “winning code” for suc-                                                                                                                                                                                                       the animal kingdom too [12], leading to
 cess truly uncrackable?                                                                                                                                                                                                                       the emergence of leaders and followers in
                                                                                                                                                                                                                                               non-human species. Some of the most com-
 Concocting a Powerful Dose of
                                                                                                                                                                                                                                               plex non-human mammalian social struc-
 Charisma
                                                                                                                                                                                                                                               tures are lead by their females (including
 Who can resist a person who not only                                                                                                                                                                                                          killer whales, lions, spotted hyenas, bono-
 seems to know where they’re heading,                                                                                                                                                                                                          bos, lemurs, and elephants). In certain spe-
 but also appears to be kind enough to                                                                                                                                                                                                         cies, leadership is ascribed (spotted hyena
 show the way to anyone who desires                                                                                                                                                                                                            daughters inherit their social rank from
 to follow? People in power are known         ically different from your peers, and       leader and follower when the commu-         acquired through constant exposure         external environmental influences [11].                       their mothers), while in others leadership is
 to portray themselves as being empath-       having a different neuroendocrine pro-      nication is initiated by the leader, com-   to situations that required them to                                                                      achieved (bottlenose dolphins, apes).
 ic, or indeed truly are. Leading their       file. You can even sniff out the dom-       pared to a communication initiated by       call the shots, or are they genetically    Every day presents new opportunities.
 followers requires that the leader sym-      inant people from the rest of the lot,      the follower.                               predisposed to be a guiding light for      Every interaction paves new paths.                            Leadership position occupancy is motivated
 pathizes with their needs, understands       since they appear to have a distinct                                                    others? Getting your own throne ap-        Would you choose to walk first, braving                       by different factors in different animals:
 their wants, and knows how to get it         olfactory makeup due to the increased       The Brain of a Leader                       pears to depend partially on whether       the loneliness? Or would you choose
                                                                                                                                                                                                                                               A strong motive: In some species, the indi-
 for them. Two tools are thus quite im-       levels of testosterone and its metabo-      You can, in fact, predict who will take     you managed to successfully sneak in a     the comfort and familiarity of having
 perative in a leader’s toolbox: empathy,     lites [3].                                  the lead in a pair of people even before    single nucleotide polymorphism called      your brethren walk beside you? When                           vidual who has the most pressing need for
 and the ability to attribute mental states                                               they engage in a task by analysing          rs4950 into your neuronal acetylcholine    the moment comes, you’ll know what                            a resource such as food emerges to be the
 to others (also known as Theory of           The Secret is in the Sync!                  their brain waves with EEG. The leader      receptor gene (CHRNB3) [8]. The do-        to do.                                                        leader going out in search of it. Starved fish
 Mind (ToM)). Functional neuroimaging         Convincing leaders are apparently quite     shows as a suppression in alpha oscil-      pamine transporter gene DAT1 is also                                                                     tend to occupy the lead positions in shoals
 shows that empathy and ToM stimuli           ‘engaging’ at the neural level too! In an   lations over their motor and frontal        thought to be involved, as one study           Nandini Peripalayam Sekar                                 while foraging for food [13], and lactating
 activate overlapping neural networks         interesting experiment, eleven groups       cortex, compared to the follower [6].       found a positive relation between DAT1                      (P.S. Nandini)                               zebras (who are in an energetically demand-
 including the medial prefrontal cortex,      of three people each were asked to          Frontal alpha suppression is seen when      and moderate rule breaking which was               MSc Student, Medical                                  ing phase of their reproductive cycle) tend
 temporo-parietal junction and tempo-         engage in a leaderless group discussion     task complexity increases, when at-         positively associated with leadership                       Neuroscience                                 to lead the movement of their herds [14].
 ral poles [1]. “Followers”, on the other     and their brain activity was recorded       tention increases and when the neural       role occupancy [9]. But these studies
                                                                                                                                                                                                                                               Knowledge: Bottlenose dolphins with great-
 hand, when perceiving ‘charisma’ in a        simultaneously with functional near in-     system is engaged in planning [7]. This     also reiterate that these findings don’t
 leader, promptly respond by deactivat-       frared spectroscopy (fNIRS)-based hy-       frontal alpha suppression seen in lead-     mean you can completely rule out en-       1. B. A. Völlm et al., NeuroImage, 2006
                                                                                                                                                                                                                                               er knowledge (of the activities of other clus-
 ing their frontal executive networks (as     perscanning. The task was videotaped        ers a second prior to initiating the task   vironmental influences. Inheriting such    2. U.      Schjoedt       et     al.,   Soc.      Cogn.
                                                                                                                                                                                                                                               ters, and food locations) perform side flips to
 seen by a decrease in the BOLD signal        and coded for leadership and commu-         suggests that they are already investing    genotypes might make it more probable             Affect.             Neurosci.,                2011
                                                                                                                                                                                                                                               redirect the whole group [15], while honey
 in fMRI), indicating a temporary ‘hand-      nication. Leader-follower pairs were        more in preplanning and control com-        and easier for the person to occupy a      3. A. Sorokowska, J. Nonverbal Behav., 2013
                                                                                                                                                                                                                                               bee individuals who have scouted the area
 ing over’ of their executive functions       found to have a higher interpersonal        pared to the other partner. This primes     leadership role. We already notice that    4. R. Saxe et al., NeuroImage, 2003
                                                                                                                                                                                                                                                   and found a new nesting site perform a
 to the one they perceive as running the      neural synchronisation in the left tem-     their mental system into a state of         people with certain personality traits     5. J. Jiang et al., Proc. Natl. Acad. Sci. U. S. A., 2015
                                                                                                                                                                                                                                                          ‘waggle’ dance to induce the rest
 show [2].                                    poro-parietal junction (a region known      readiness, making it easier for them to     (such as neuroticism, extroversion,        6. I. Konvalinka et al., NeuroImage, 2014
                                                                                                                                                                                                                                                                 of the hive to follow them
                                              to be involved in reasoning about the       take the reins when the task eventually     openness to experience, agreeableness      7. L. Verhagen et al., J. Neurosci., 2013
                                                                                                                                                                                                                                                                       [16].
 Tweak Your Hormones to Stay at               contents of another person’s mind [4])      begins.                                     and conscientiousness) find it easier to   8. J.-E. De Neve et al., Leadersh. Q., 2013
 the Top                                      compared to follower-follower pairs                                                     lead than the rest [10]. However, almost   9. W.-D. Li et al., Leadersh. Q., 2015
 Being there right at the top of the social   [5]. Also, a there’s a greater increase     Born to Lead?                               everyone agrees that personality differ-   10. T. A. Judge et al., J. Appl. Psychol., 2002
 hierarchy also means being physiolog-        in neural synchronisation between the       Are   brain wave patterns of leaders        ences are shaped by both genetics and      11. C. J. Hopwood et al., J. Pers. Soc. Psychol., 2011

                                                                                                                                       Image: Ioana Weber, from Gerd Altmann, Gordon Johnson and OpenClipart-Vectors on Pixabay; dolphin: Clker on Pixabay

 10              CNS newsletter                         June 2019                                                                                                                                        June 2019                     CNS newsletter                                           11
Cns - Persuasion and Deception - International Graduate Program ...
FOCUS                                                                                                                                                                                                                                                                  FOCUS
                                                                                                                                                           Berliner
                                                                                                                                                           Krisendienst
                                                                                                                                                           Hotline                                    NIMH Suicide
 Can A Series Really Raise Sucide Rates?                                                                                                                                                              Prevention Helpline

 The Netflix series 13 Reasons Why              approximately 195 additional suicide         Young people are especially at risk,        A closer look at the methods                specifically affected suicide rates, but    In Berlin, you can check out https://
 seems to promote a head-on discussion          deaths in 2017 for 10- to 17-year-olds.”     particularly when they identify             The primary methods used in this            not violent crime in general. The au-       www.berliner-krisendienst.de/en/      if
 of suicide and stigma, but is it possible      [2]                                          with the characters or see explic-          study were a quasi-Poisson regression       thors also note that another study found    you or someone close to you needs to
 that it inadvertently encouraged some                                                       it depictions of suicide methods on-        and Holt-Winters forecasting models.        an increase in Internet searches about      talk to someone with psychiatric train-
 people to go through with the act?             When I read the press release for this       screen [7]. There are research-based        Does that pretty much answer your           suicide in that month [10], as well as an   ing right away. The NIMH in the US
                                                study on the NIMH’s website [3], my          guidelines that exist for the media [e.g.                questions?                     increase in suicide attempt admissions      also offers a helpline and and infor-
 The series, based on the 2007 novel by         first thought was: is this clickbait? The    8] which the authors suggest went                                                       at a local hospital [2, 9].                 mation sheet about suicide prevention
 Jay Asher, follows the lives of several        NIMH is a large and reputable scientif-      largely unheeded by Netflix, with only       Luke Tudge, a statistics lecturer at                                                   at https://www.nimh.nih.gov/health/
 American high school students imme-            ic organization, not a tabloid news hub.     one warning displayed before                       Humboldt-Universität        to       Why the effect was specific to boys be-     topics/suicide-prevention/index.shtml.
 diately after the suicide of a girl in their   While all news implicitly cries out for      the first episode of the                                  whom those words              tween the ages of 10-17 is ultimately
 class. She has left behind cassette tapes,     attention, I would expect this source to     season.                                                           might actually        unexplained. Dr. Tudge’s impression         Another comment in the study’s dis-
 recorded shortly before her suicide, as        lean more towards cautious scientific                                                                                  mean          was that there was “no obvious expla-       cussion that brought my childhood to
 a sort of suicide note detailing her psy-      statements than cheap sensationalism.                                                                                                nation why this should be the case” [9].    mind: “Numerous media outlets failed
 chological pain. The people from her life                                                                                                                                                                                       to adhere to guidelines for suicide re-
 - former friends, sexual partners, “fren-      My generation grew up with par-                                                                                                          The study authors were also sur-        porting after the death of the actor
 emies,” admirers - are left to decipher        ents who had lived much of their                                                                                                         prised, having predicted an in-         Robin Williams. This resulted in a
 the tapes and deal with the aftermath.         lives in a pre-internet world, a time                                                                                                    crease in suicide rates for young       roughly 10% increase in suicide deaths
                                                when all TV deaths were bloodless                                                                                                        women due to the plot centering         in the subsequent five months, repre-
 A recent study spanning various re-            and elegant. Our parents had much                                                                                                        around a high-school-aged girl          senting an excess of 1,841 cases” [2, 10].
 search groups, including the National          fear of the corrupting influence                                                                                                         who died by suicide. They cite
 Institute of Mental Health (NIMH), an-         that godless first-person shooter                                                                                                        studies which “indicate that sui-
 alyzed data on suicides in the US, freely      video games and gory, violent films                                                                                                      cide contagion disproportionately
 available for download from the Cen-           might have on our supple neocorti-                                                                                                       affects those who strongly identify
 ters for Disease Control and Prevention        ces and ventral tagmentae. We, of                                                                                                        with the person who died by sui-                     Alex Masurovsky
 (CDC’s) website [1], in order to deter-        course, assumed most of their fears                                                                                                      cide (particularly celebrities)” [2].                     MA Student,
 mine if the release of 13 Reasons Why          were akin to witch burning.                                                                                                              However, they note that [SPOIL-             Berlin School of Mind and
 may have had an impact on the suicide                                                                                                                                                   ER ALERT] in the last episode of                                Brain
 rate [2]. The study joins a continuing         So I decided to look into this                                                                                                           Season 1, a young male character
 dialogue around suicide, the duties of         further.                                                                                                                                 makes a serious attempt at suicide
 society towards preventative mental                                                                                                                                                     with a gun. They also note that “a
 healthcare and the role of media in the        Suicide contagion and the                                                                                                                well-known gender paradox in sui-
 responsible depiction of such issues.          responsibilities of the media                                                                                                        cide also exists, with male rates of sui-
                                                The authors of the suicide risk study cite   So,                                                                                     cide being higher than female rates and     1. CDC WONDER Online Database, released
 They focused on a five year period en-         previous research touting the power of       there is evi-                                                                           female rates of attempted suicide being     December, 2018: https://tinyurl.com/yxnwe4wx
 compassing the release of the series on        media to raise awareness of suicide          dence that media can                                         something, took a          higher than male rates across the lifes-    2. Bridge JA, Greenhouse JB, Ruch D, et al., J Am
 Netflix on March 31, 2017. They found          risk and encourage them to seek help         have an effect on suicide risk.                      look at the study’s methods.       pan” [2]. The study did not have data       Acad Child Adolesc Psychiatry, 2019
 a significant increase in the suicide rate     [4], as well as to increase the risk for     As for whether this particular study                                                    about attempted suicides, only actual       3. https://tinyurl.com/y2yds57p
 for boys ages 10-17 in April 2017, the         suicide, known as “suicide contagion.”       found evidence that this particular         “As far as the methods of analysis are      deaths by suicide.                          4. Sisask M, Varnik A, Int J Environ Res Public
 first month the series was available           Suicide contagion, also known as the         series increased the suicide rate — this    concerned, I think they are reasonable,”                                                Health, 2012
 for streaming on Netflix. This “28.9%          Werther Effect (named for a character        is a more difficult question to assess.     says Dr. Tudge. “I … redid the plot for a   Towards understanding                       5. Halgin RP & Whitbourne S. Abnormal Psy-
 step increase” [2] was found after con-        from a Goethe novel called The Sorrows                                                   slightly broader time period running up     Though causally inconclusive, the           chology, 2006
 trolling for a general increase in suicide     of Young Werther), is a well-established     This study was a quasi-experimental         to the release of [the series] and using    study makes it clear that we need to        6. Meyers DG, Social Psychology, 2009
 rates and seasonal fluctuations. They          finding that a publicized suicide influ-     design, aimed at finding evidence for a     a quicker simpler model of the time         be aware that media portrayals of sui-      7. Gould MS, Ann. N. Y. Acad. Sci., 2001
 used the homicide rate as a control,           ence other at-risk people to kill them-      correlation (which, as the authors admit    trend. A good check is whether the con-     cide may indeed pose a serious risk of      8. National Recommendations for Depicting Sui-
 citing previous research suggesting that       selves as well (sometimes referred to        and any good scientist will tell you, is    clusion holds if we change the methods      increasing the likelihood that some at-     cide. https://tinyurl.com/yxtmh2qh
 it is influenced by similar environmen-        as a “copy-cat suicide”) [5]. After the      NOT EVIDENCE FOR CAUSATION).                of analysis slightly. And it seems they     risk people will kill themselves. At a      9. Tudge L, personal communication, 2019
 tal factors to suicide. The suicide rate in    release of Goethe’s novel, there were        But this is tricky terrain because a        do, more or less” [9].                      minimum, even fictional portrayals of       10. Ayers JW, Althouse BM, Leas EC, Dredze M,
 April was also the highest of any month        reports of people dying by shooting          correlation is evidence that it could be                                                suicide should follow media guidelines      Allem JP, JAMA Intern. Med., 2017
 in the five-year study period that they        themselves in the same manner as the         worth looking closer for a causal link.     Given the limitation that this is a cor-    [8], including more of the frequent issu-   11. Cooper MT, Jr., Bard D, Wallace R, Gillaspy S,
 looked at.                                     character Werther is depicted as doing,      And, given that suicidal ideation, not to   relational study, then, the correlation     ing of warnings. This association study     Deleon S. J Adolesc. Health, 2018
                                                resulting in the banning of the book in      mention suicidal acts are very, very dif-   seems to be solid. Using the homicide       joins a continuing study of suicidology,    12. Stack S, J Epidemiol Community Health, 2003
 Perhaps the most chilling line in the          some places [6] and perhaps starting the     ficult to study via controlled experimen-   rate as a control helps to support the      the factors that lead to suicide and the
 study report: “We estimate that the            discussion of the responsibilities of the    tal methods, a correlational study might    claim that something unusual had to         ways we can support our fellow human
 series’ release was associated with            media and artists in depicting suicide.      be the best way available.                  have happened around April 2017 that        beings.

                                                                                                                                                                                                                                              Image: Jan Vasek on Pixabay

 12               CNS newsletter                          June 2019                                                                                                                                   June 2019             CNS newsletter                                      13
Cns - Persuasion and Deception - International Graduate Program ...
FOCUS                                                                                                                                                                                                                                                               FOCUS

 “Trump Is The Best!”, Trump Says
 Can The “Dunning-Kruger-Effect” Explain The Poise Of Incompetents?

 In 1995, McArthur Wheeler robbed two       America are — unfortunately — just            ments they run themselves! How is it         however, showed the opposite effect.          Afterwards, everyone could reassess the    Social feedback is needed here. And
 banks in Pittsburgh in broad daylight      a few extreme examples of the “Dun-           possible that those people do not real-      They were able to estimate the perfor-        own performance. The main result was       this might be the problem about Trump.
 with nothing to cover his face. Nev-       ning-Kruger-Effect”. In 1999, Kruger          ize their lack of knowledge and instead      mance of their peers and reassessed           that people scoring in the bottom quar-    There are persons telling him about his
 ertheless, he was shocked that he got      and Dunning published an article              show an inflated confidence?                 their own performance to a more real-         tile were again overestimating them-       incompetence. However, lacking other
 caught by the cops that same evening.      named “Unskilled and Unaware of It”                                                        istic value, although they still underes-     selves and after receiving the training    (social) skills prevents him from listen-
 Looking at the surveillance videotapes     at Cornell University[1]. They observed       “Ignorance more frequently                   timated themselves. “Thus, the miscali-       they improved their ability in self-ap-    ing or learning…But this might be the
 he remarked, “But I put lemon juice        that people who are incompetent tend          begets confidence than does                  bration of the incompetent stems from         praising a lot! People from the bottom     content of another article.
 on my face…”. Misunderstanding how         to be the most confident. They argued         knowledge” – Charles Darwin                  an error about the self, whereas the          quartile, who did not receive training,
 lemon juice can be used as an “invis-      that people who are incompetent in a          In their study, Dunning and Kruger           miscalibration of the highly competent        did not gain any improvements in their                 Felicitas Brüntgens
 ible ink”, he truly thought that lemon     specific task or strategy suffer from a       wanted to prove if less competence           stems from an error about others”, as         self-estimations either.                          PhD student, AG Schmitz
 juice would make his face invisible [1].   dual burden: not only is their incompe-       makes people more confident. They            Dunning and Kruger summarize it. [1]
                                            tence preventing them from succeeding         tested their subjects in different cate-                                                   So the only way to help people see their
 Why can some seriously stupid people       in this task, they are also not able to re-   gories: humor, logical reasoning and         In the last part of their study, Dunning      incompetence is, to make them more
 think they’re so insanely smart? Take      alize their own incompetence. Dunning         grammar. On the basis of the test re-        and Kruger again asked subjects to take       competent. Without this learning and       1. Kruger and Dunning, J Pers Soc Psychol., 1999
 the president of the United States for     and Kruger call this a missing metacog-       sults, four groups were formed, from the     part in a logical reasoning test and to es-   insight, incompetents are not able to      2. https://bit.ly/2LEinM7
 example. Donald Trump clearly did          nition. For their work on these peculiar      top to the bottom quartile. Each person      timate their performance. Subsequent-         see their incompetence for what it is.     3. https://bit.ly/2mtUmdg
 something right to win the election, but   cognitive bias, Dunning and Kruger            was asked to rank itself in comparison       ly, half of all participants conducted a      Coming back to Trump: Is there any         4. Ross, Greene & House, J Exp Soc Psychol.,
 critics have rightfully pointed just how   won the satirical Ig-Nobel prize in 2000.     to the performance of the other partici-     training about logical reasoning, while       way to make him more competent and               1977
 “unpresidential” — not to say terribly     The award honors science which makes          pants. Strikingly, everyone thought that     the other half was asked to do a fill task.   with this able to see his incompetence?    5. https://bit.ly/2QRI4tQ
 ignorant — his actions, speeches and       people first laugh and then think. [2]        they performed better than the average.
 tweets really are.                                                                       All groups, except for the top quartile,
                                            The “above average effect”                    overestimated themselves. The bottom
 The lemon juice bank robber and the        Everyone might have his or her Dun-           quartile hereby was the group, which          Richard Lower’s Thought-Provoking Question
 45th president of the United States of     ning-Kruger moments. Do you think             overestimated themselves the most in
                                                            you are a good                comparison to their actual performance.                          The Foundation Of Exploring Cerebral Collateral Circulation
                                                            driver? Do you think          Only the best quartile of participants
                                                            you can drive a car           was underestimating the own perfor-          In 1664, Thomas Willis published the          Dr. Ivo Buschmann continued the pio-       be changed towards the pressure gradi-
                                                            better than the av-           mance. Dunning and Kruger explained          article “Cerebri anatome”, an outstand-       neer work of Lower and established the     ents. From the ICA, blood flows through
                                                            erage person? Yes?            this by the so-called false-consensus        ing work where he described for the           3-vessel occlusion (3-VO) model in rat     the paired PCAs into the contralateral
                                                            Well, most people             effect [4]: participants from the top        first time a ring-like arterial system lo-    as described below.                        ischemic region. Hence, the posteri-
                                                            think so, but of              quartile not necessarily underestimate       cated on the ventral surface of the brain.                                               or cerebral artery (PCA) is recruited
                                                            course, only 50% of           themselves but overestimate their peers.     Richard Lower, a gifted pupil of Willis,      The 3-VO Model of Cerebral Ar-             as collateral pathway to connect the
                                                            all car drivers can be                                                     designated the circulatory anastomo-          teriogenesis                               left ICA to the middle cerebral artery
                                                            above the average.            In one part of the study (grammar)           ses “Circle of Willis” in honour to his       Arteriogenesis is regarded as positive     (MCA) in the hypoperfused right area.
                                                            However, thinking             the participants from the top and the        teacher. Subsequently, Lower became           outward remodeling (lumen enlarge-         Therefore, PCA is the target vessel for
                                                            one is a better driver        bottom quartile were asked to estimate       interested in the question how blood          ment and wall thickening) of preexist-     analyzing cerebral arteriogenesis [3].
                                                            compared to the rest          the performance of others, after read-       flow would be redistributed and carried       ing collateral arteries – the most im-
                                                            of the population             ing their responses. They were also          to the brain, if some of the four arteries    portant endogenous mechanism for the       How Arteries Supply Blood to the
                                                            isn’t nearly as insane        allowed to reassess their own perfor-        supplying blood to the brain were to be       compensation of vascular occlusion. In     Brain
                                                            as a identifying as           mance afterwards. With this, Dunning         tied.                                         particular, cerebral arteriogenesis can    Ligation of three feeding brain arteries
                                                            a “Flat Earther”[3].          and Kruger wanted to test, if the par-                                                     be considered as the primary compen-       is a challenging situation for the cere-
                                                            (For a fascinating            ticipants would be able to recognize         To answer his question, Lower bilat-          satory mechanism for tissue perfusion      bral circulation. There are only four
                                                            look into the minds           other person’s competence and if they        erally ligated (tied shut) both carotid       in case of ischemic stroke. In order to    feeding arteries in total – two ICAs and
                                                            of flat earthers, check       would learn from that about their own        arteries of a spaniel dog, and found          investigate the mechanism of cerebral      two vertebral arteries (VA). The feeding
                                                            out “Behind the               competence.                                  that after the surgery, the dog seemed        arteriogenesis, Prof. Buschmann [2] de-    arteries enter the brain all via the Circle
                                                            Curve” on Netflix.)                                                        as lively as before [1]. Lower’s exper-       veloped a novel animal model in 2003:      of Willis. The ICA runs along the ca-
                                                            Many educated and             To make it short: The bottom quartile        iment demonstrated that two vertebral         3-vessel occlusion (3-VO). The model is    rotid canal and then bifurcate into the
                                                            intelligent      people       failed both challenges. Neither were         arteries are sufficient to compensate the     referred to as 3-VO because of the se-     MCAs and anterior cerebral arteries
                                                            will sincerely say that       they able to estimate their peer’s perfor-   bilateral carotid artery ligation by the      quential ligation of bilateral vertebral   (ACA). The bilateral ACAs are con-
                                                            they think the earth          mances, nor did they reassess their own      redistribution of blood flow via collat-      arteries and the unilateral common         nected by the anterior communicating
                                                            is flat, even after they      performance closer to the truth. Some        eral anastomoses. This study paved the        carotid artery ligation. After 3-VO, ce-   artery in the midpoint of the anterior
                                                            face dis-confirming           participants from the bottom quartile        way for a better understanding of the         rebral perfusion is supplied by a single   portion of the Circle of Willis. On the
                                                            evidence in scientif-         overestimated their own performance          mechanism of cerebral arteriogenesis          internal carotid artery (ICA) into the     posterior portion of circle, each poste-
                                                            ically sound experi-          even more than before! The top quartile,     in neuroscience. 300 years later, Prof.       Circle of Willis and flow direction will   rior communicating artery connects to

 Image: Tibur Janosi Mozes on Pixabay

 14             CNS newsletter                        June 2019                                                                                                                                       June 2019            CNS newsletter                                    15
Cns - Persuasion and Deception - International Graduate Program ...
FOCUS                                                                                                                                                                                                                                                                                      FOCUS

                                                                                                                                                                 How To Attract Your Crush
                                                                                                                                                                 A classic study on the misattribution of arousal

                                                                                                                                                                 Attraction can be a complicated thing.     have been aware that their arousal was      It doesn’t have to be a shaky bridge,
                                                                                                                                                                 Imagine meeting an attractive per-         fear, they found a different explanation    but maybe you can go on a roller coast-
                                                                                                                       How does                                  son in a cafe and wondering, should        for it’s appearance. Consequently, this     er ride together, go biking or watch a
                                                                                                                                                                 I talk to them? Should I ask them          phenomenon can always arise when            scary movie –be creative. Or, if you’re
                                                                                                                       the brain’s                               out? Where should we go? Do they           a person experiences arousal without        like me and you always feel the effect of

                                                                                                                       blood supply
                                                                                                                                                                 like me? But hold on, these questions      being aware of the underlying cause.        every sip of coffee, it might be enough
                                                                                                                                                                 aren’t new. According to a classic                                                     already. If you see someone you want to

                                                                                                                       develop?                                  social psychology study, the solu-         However, the same effect was not ob-        talk to in a café, go ask to buy them a
Image: Ioana Weber

                                                                                                                                                                 tion might be easier than you think.       served when a male researcher recruit-      cup of coffee to try and spice things up.
                                                                                                                                                                                                            ed female pedestrians for the study. This
                                                                                                                                                                 The “shaky bridge experiment”              could hint to subtle gender differences     A word of caution
                                                                                                                                                                 In 1974, Dutton and Aron performed         in the effect. Furthermore, their ex-       If you buy the theory, consider that any
                                                                                                                                                                 a famous experiment [1] where an at-       periment only tested for heterosexual       plausible reason for an observed arous-
                                                                                                                                                                 tractive female researcher asked men       attraction, leaving open questions of       al could be used to explain the arousal,
                                                                                                                                                                 walking over a shaky bridge to partic-     generalizability.                           and this could also negatively influence
                                                                                                                                                                 ipate in a brief study. In the middle of                                               you. Let’s say you’re about to present
                                                                                                                                                                 the bridge, individual men were asked      Room for interpretation                     a poster at a conference and you drink
                                                                                                                                                                 to fill out short questionnaires and       The theory on misattribution of arous-      a lot of coffee in order to be awake. If
                                                                                                                                                                 write short stories to describe a set      al is based on the “Two-factor theory       this coffee then makes you feel aroused
                                                                                                                                                                 of pictures. In the end, the female re-    of emotion” [2], which proposes that        and conscious about your heartbeat,
                                                                                                                                                                 searcher gave the men her telephone        two factors are necessary to experi-        you might misattribute the arousal to
                                                                                                                                                                 number in case they had any questions      ence an emotion physiological arousal       nervousness about the presentation [4].
                     the ICA anteriorly and the PCA poste-        system [5]. Kininogen is the substrate                    crine cytokines in order to          regarding the study. The responses of      and a label for it. Basically, this means   Importantly, however, if you’re aware
                     riorly, thereby closing the circle.          for kallikrein and kinin is liberated by            govern collateral artery growth            the men walking across the narrow,         that there is room for interpretation in    of this connection you can correct your
                                                                  cleaving kininogen. Kinin modulates         in the brain [7].                                  shaky bridge were compared to another      giving such a label to a physiological      misattribution.
                     Whereas ischemia is the initial stimulus     its biological function by activating                                                          group of men who were asked to do the      state. The same physiological state, for
                     for angiogenesis, fluid shear stress (FSS)   two distinct G protein-coupled recep-       Lower’s experiments on cerebral anat-              same while walking across a wider and      example, an increased heart rate, can
                     is regard as the driving force of arterio-   tors subtypes: bradykinin receptor 1        omy laid the foundation for key models             more stable bridge. Compared with men      be interpreted completely different de-
                                                                                                                                                                                                                                                                     Melina Engelhardt
                     genesis. FSS is defined as the frictional    (B1R) and bradykinin receptor 2 (B2R).      in modern neuroscience. More im-                   on the stable bridge, more men met on      pending on the context. If you just saw
                     force which appear in parallel to the        Bradykinin receptors regulate multi-        portantly, by applying his knowledge               the shaky bridge ended up calling the      a grizzly bear next to you, you would                  PhD student, AG Picht
                     endothelial cells of the vessel lumen in     ple physiological responses by internal     about blood flow and the anatomy of                researcher and their stories contained     probably say your heart is pounding be-
                     the direction of blood flow. In case of an   signal transduction.                        the Circle of Willis, our group signifi-           more sexual content.                       cause of fear, whereas if there is an at-
                     arterial occlusion, a decrease of distal                                                 cantly contributed to cerebral arterio-                                                       tractive person sitting next to you, you
                     blood pressures causes a steep pressure      Gene knockout and transgenic technol-       genesis research and demonstrated that             Misattribution of arousal                  might say you are nervous or falling in     1. Dutton and Aron, Journal of Personality and
                     gradient across collateral artery upon       ogies have been applied widely to in-       collateral growth is the most relevant             Dutton and Aron concluded that those       love.                                       Social Psychology, 1974
                     the stenosis or occlusion. As a result,      vestigate the specific role of biological   compensatory mechanism for the pre-                men walking across the shaky bridge                                                    2. Schachter and Singer, Psychological Review,
                                                                                                                                                                                                                                                        1962
                     increased shear stress leads to arterial     systems. In regards to the KKS, Prof.       vention of ischemic stroke.                        misattributed their arousal—caused by      Hot tip for a spicy date
                                                                                                                                                                                                                                                        3. https://curiosity.com/topics/how-the-misattri-
                     lumen enlargement and wall thickening        Dr. Michael Bader at the Max-Del-                                                              walking over a fear-inducing bridge—       How could such insights be helpful for      bution-of-arousal-can-make-you-fall-in-love-cu-
                     [4]. Specifically, after 3-VO, redistribu-   brück-Center in Berlin was the first to                                                        to the attractiveness of the female re-    dating? A simple take away might be         riosity/
                     tion of blood flow in the circle leads to    develop a knockout mouse strain with a                          Kangbo Li                      searcher. Because the men might not        to make your dates more exciting [3].       4. http://psychology.iresearchnet.com/
                                                                                                                                                                                                                                                        social-psychology/self/misattribution-of-arousal/
                     an increased FSS in the PCA, which is        disrupted B1R gene in 2000 [6]. Nowa-                        PhD Student
                     a bypass to connect the single ICA and       days, B1R, B2R and B1R&B2R knockout
                                                                                                                    AG Bader, AG Buschmann
                     contralateral MCA.                           mouse strains are used by Prof. Bader to
                                                                  understand the role of kinin receptors
                     Hormonal Regulation in Cerebral              in many physiological processes. Using
                     Arteriogenesis                               these models, Dr. Philipp Hillmeister       1. Gibson, Med Hist, 1970
                     For decades, our group has been focus-       demonstrated for the first time that ki-    2. Buschmann et al., J Cereb Blood Flow Metab,
                     ing on the hormonal regulation of the        ninogen is a molecular marker for cere-     2003
                     kallikrein-kinin system (KKS) in ce-         bral arteriogenesis and B1R was shown       3. Hillmeister et al., J Cereb Blood Flow Metab,
                     rebral arteriogenesis. KKS is regarded       to be one of the most relevant modu-        2008
                     as one of the most pivotal hormonal          lators in cerebral arteriogenesis signal-   4. Buschmann et al., Development, 2010
                     systems participating in a wide spec-        ing. B1R stimulate monocyte transmi-        5. Bader, Arterioscler Thromb Vasc Biol, 2009
                     trum of physiological functions in the       gration in the perivascular tissue, which   6. Pesquero et al., PNAS, 2000
                     cardiovascular as well as the nervous        is relevant for the production of para-     7. Hillmeister et al., Circ Res, 2011

                                                                                                                                                                                                                                                                       Illustration: Sandra Proelss

                     16              CNS newsletter                         June 2019                                                                                                                                         June 2019            CNS newsletter                                     17
Cns - Persuasion and Deception - International Graduate Program ...
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