Dopaminergic-neuropeptide interactions in the social brain

Skuse, David; Gallagher, Louise

doi:10.1016/j.tics.2008.09.007

Cited by 312 publications

(231 citation statements)

References 93 publications

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“…This network is comprised of hypothalamic nuclei, importantly the MPOA, the mesocorticolimbic system , which encompasses the amygdala, the hippocampus , the nucleus accumbens (nAcc), the ventral tegmental area (VTA), the pre-frontal cortical regions, the ventral pallidum (Love, 2014; Skuse and Gallagher, 2009; Strathearn, 2011), as well as the dopaminergic nigrostriatal pathway (Feldman, 2015a). Extensive research in rodents indicates that OTRs are abundantly expressed within this network rendering it sensitive to the effects of OT (Love, 2014; Numan and Stolzenberg, 2009).…”

Section: Ot and Early-life Stress (Els) – Role In Shaping Neural Cmentioning

confidence: 99%

Oxytocin pathways in the intergenerational transmission of maternal early life stress

Toepfer

Heim

Entringer

et al. 2017

Neuroscience & Biobehavioral Reviews

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Severe stress in early life, such as childhood abuse and neglect, constitutes a major risk factor in the etiology of psychiatric disorders and somatic diseases. Importantly, these long-term effects may impact the next generation. The intergenerational transmission of maternal early life stress (ELS) may occur via pre-and postnatal pathways, such as alterations in maternal-fetal-placental stress physiology, maternal depression during pregnancy and postpartum, as well as impaired mother-offspring interactions. The neuropeptide oxytocin (OT) has gained considerable attention for its role in modulating all of these assumed transmission pathways. Moreover, central and peripheral OT signaling pathways are highly sensitive to environmental exposures and may be compromised by ELS with implications for these putative transmission mechanisms. Together, these data suggest that OT pathways play an important role in the intergenerational transmission of maternal ELS in humans. By integrating recent studies on gene-environment interactions and epigenetic modifications in OT pathway genes, the present review aims to develop a conceptual framework of intergenerational transmission of maternal ELS that emphasizes the role of OT.

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Section: Ot and Early-life Stress (Els) – Role In Shaping Neural Cmentioning

confidence: 99%

Oxytocin pathways in the intergenerational transmission of maternal early life stress

Toepfer

Heim

Entringer

et al. 2017

Neuroscience & Biobehavioral Reviews

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“…Nor will the review consider the role of the gamma-aminobutyric acid (GABA) and cannabinoid systems in predominantly operant-based studies of risk taking (Lane et al, 2008), or in experiments showing the influence of CB 1 receptor activity in decisions based on expected value . Finally, I will not consider neuropeptides, and their interactions with other modulator, in social choices (Baumgartner et al, 2008;Fehr, 2009;Skuse and Gallagher, 2009). The approach will be narrative with some, hopefully fresh, suggestions about serotonin to finish.…”

Section: Scope Of Reviewmentioning

confidence: 99%

The Roles of Dopamine and Serotonin in Decision Making: Evidence from Pharmacological Experiments in Humans

Rogers

2010

Neuropsychopharmacol

196

130

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Neurophysiological experiments in primates, alongside neuropsychological and functional magnetic resonance investigations in humans, have significantly enhanced our understanding of the neural architecture of decision making. In this review, I consider the more limited database of experiments that have investigated how dopamine and serotonin activity influences the choices of human adults. These include those experiments that have involved the administration of drugs to healthy controls, experiments that have tested genotypic influences upon dopamine and serotonin function, and, finally, some of those experiments that have examined the effects of drugs on the decision making of clinical samples. Pharmacological experiments in humans are few in number and face considerable methodological challenges in terms of drug specificity, uncertainties about pre-vs post-synaptic modes of action, and interactions with baseline cognitive performance. However, the available data are broadly consistent with current computational models of dopamine function in decision making and highlight the dissociable roles of dopamine receptor systems in the learning about outcomes that underpins value-based decision making. Moreover, genotypic influences on (interacting) prefrontal and striatal dopamine activity are associated with changes in choice behavior that might be relevant to understanding exploratory behaviors and vulnerability to addictive disorders. Manipulations of serotonin in laboratory tests of decision making in human participants have provided less consistent results, but the information gathered to date indicates a role for serotonin in learning about bad decision outcomes, non-normative aspects of risk-seeking behavior, and social choices involving affiliation and notions of fairness. Finally, I suggest that the role played by serotonin in the regulation of cognitive biases, and representation of context in learning, point toward a role in the cortically mediated cognitive appraisal of reinforcers when selecting between actions, potentially accounting for its influence upon the processing salient aversive outcomes and social choice.

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“…We can only surmise that salespeople who exhibit strong MN activation and curiosity will be more likely to engage in CO, but this remains to be studied. Equally, not all empathic people will be good salespeople, but being empathic and able to tune sensitively into specific customer needs and desires should help one engage in CO. Interestingly, research shows that dopamine system regulation is involved in social attunement (Skuse and Gallagher 2009). More specifically, the literature shows that attunement to other people involves the production of oxytocin.…”

Section: Biomarkers In Sales Researchmentioning

confidence: 99%

Genetic and neurological foundations of customer orientation: field and experimental evidence

Bagozzi

Verbeke

Berg

et al. 2011

J. of the Acad. Mark. Sci.

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We explore genetic and neurological bases for customer orientation (CO) and contrast them with sales orientation (SO). Study 1 is a field study that establishes that CO, but not SO, leads to greater opportunity recognition. Study 2 examines genetic bases for CO and finds that salespeople with CO are more likely to have the 7R variant of the DRD4 gene. This is consistent with basic research on dopamine receptor activity in the brain that underlies novelty seeking, the reward function, and risk taking. Study 3 examines the neural basis of CO and finds that salespeople with CO, but not SO, experience greater activation of their mirror neuron systems and neural processes associated with empathy. Managerial and research implications are discussed.Keywords Knowledge brokering . Opportunity recognition . Genetics . Customer orientation . Neuroscience . Biomarkers . Personal selling . Marketing concept "Everybody hates their phone," Jobs says, "and that is not a good thing. And there's an opportunity there." To Jobs' perfectionist eyes, phones are broken. Jobs likes things that are broken. It means he can make something that isn't and sell it to you at a premium price. In their visionary paper, Saxe and Weitz (1982) explore two contrasting orientations by which salespeople interact with customers: sales versus customer orientation. Under the former, salespeople are driven by such notions as, "I try to sell customers all I can convince them to buy, even if I think it is more than a wise customer should buy," where the motivation is to meet one's own short-term interests and goals and not necessarily the customer's. Under the latter, salespeople are guided primarily by such ideas as, "I try to align customers who have problems with products that will help them solve their problems," where the aim is to meet mutual needs and the hope is to build long-term relationships.Sales orientation (SO) involves persuasion and "selling to" customers, whereas customer orientation (CO) is more about "interacting with" and encouraging customers to talk about their problems so that the salesperson can figure out their needs (a process akin to co-creation of solutions) and bring them in touch with solutions to their problem. Seldom has a concept sparked so much interest, resonating with both researchers and practitioners (e.g., Franke and Park 2006;Homburg et al. 2009;Leigh et al. 2001 Mark. Sci. (2012) 40:639-658 DOI 10.1007 Academics and sales managers are very interested in successfully selecting and managing salespeople, but to understand the basis for salesperson motivation and implement successful policies in this regard, they need to know the why behind CO and SO. Here is where the situation is muddled, for many anecdotal and loosely conceived explanations lack coherence and managerial relevance. Saxe and Weitz (1982) proposed that researchers should explore the psychological mechanisms underlying CO, and indeed a plethora of selling and marketing research has attempted to do just this. For example, in their meta-study, F...

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Dopaminergic-neuropeptide interactions in the social brain

Cited by 312 publications

References 93 publications

Oxytocin pathways in the intergenerational transmission of maternal early life stress

Oxytocin pathways in the intergenerational transmission of maternal early life stress

The Roles of Dopamine and Serotonin in Decision Making: Evidence from Pharmacological Experiments in Humans

Genetic and neurological foundations of customer orientation: field and experimental evidence

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