Navigation Links
Chameleons and copycats: How mimicry affects interpersonal persuasion
Date:2/12/2008

Social scientists have long been intrigued by the human tendency to mimic the behavior of others. Now, a new study from the April issue of the Journal of Consumer Research expands the field, exploring the potential for mimicry to influence product consumption. The researchers find that watching someone else eat a certain foodin this case, either goldfish crackers or animal crackers will cause the viewer to be inclined to eat the same thing. Additionally, in another experiment, participants who had their posture and speech mimicked by a salesperson rated the product higher and consumed more of it.

In the first study, participants were seated in front of a computer in a private lab room and asked to watch a video of a fellow participant (actually someone who was a part of the study) describing a series of ads while occasionally taking goldfish or animal crackers from a bowl. Bowls of both goldfish and animal crackers were present, but the subject in the video only took from one of the two bowls the entire time.

Some participants also had two bowls of food in front of them, one filled with goldfish crackers and the other with animal crackers. Those who watched a person eat goldfish crackers took from the goldfish bowl 71 percent of the time. Those who watched a person eat animal crackers only took from the goldfish bowl 44 percent of the time. Importantly, a pre-rating among participants found that goldfish crackers were preferred over animal crackers, on average.

A person who views someone elses snacking behavior will come to exhibit a similar snack selection pattern, explain Robin J. Tanner (Duke University), Rosellina Ferraro (University of Maryland), Tanya L. Chartrand (Duke University), James R. Bettman (Duke University), and Rick Van Baaren (University of Amsterdam).

This suggests that preferences may shift as a result of unintentionally mimicking another persons consumption behavior.

In another experiment, the researchers examined whether a person who is mimicked would come to like that person more than they would otherwise, and whether that would lead to a more positive response towards a product endorsed by the mimicker. Participants who had their posture, body angle, foot movements, and verbal patterns mimicked rated a new sports drink more positively and drank more of the sports drink than participants who were not mimicked. A separate experiment showed that the positive ratings and the amount consumed was even higher when the mimicker expressly stated that he or she was invested in the success of the product.

This suggests that mimicry has the potential to be a valuable tool in interpersonal persuasion, particularly in cases where the motivations and persuasive intent of the mimicker are transparent, the researchers write. So, even though consumers might try to resist a salespersons pitch, being mimicked by that salesperson makes that pitch more impacting.

Robin J. Tanner, Rosellina Ferraro, Tanya L. Chartrand, James R. Bettman, and Rick Van Baaren, Of Chameleons and Consumption: The Impact of Mimicry on Choice and Preferences. Journal of Consumer Research: April 2008.


'/>"/>

Contact: Suzanne Wu
swu@press.uchicago.edu
209-608-2038
University of Chicago Press Journals
Source:Eurekalert

Related medicine news :

1. How one virus uses mimicry to replicate successfully
2. Pieris and Pepscan to Identify GPCR-Specific Anticalins(R) Using CLIPS(TM) Protein Mimicry Technology
3. Abuse history affects pain regulation in women with irritable bowel syndrome
4. CIHR news: U of S scientists find plant gene that affects stress resistance
5. Metabolic syndrome affects nearly 1 in 10 US teens
6. Extreme obesity affects chances of kidney transplantation
7. Where vets served affects frequency of ER visits but not hospital stays
8. Got sugar? Glucose affects our ability to resist temptation
9. Childhood sleep-disordered breathing disproportionately affects obese and African-Americans
10. Fetal Exposure to Arsenic Affects Genes
11. Competition Affects Your Perception of Your Paycheck
Post Your Comments:
*Name:
*Comment:
*Email:
(Date:6/25/2017)... ... 2017 , ... An increase in wetter weather in the Northern California area ... that; a humdinger of an allergy season. A relief from drought conditions is most ... grass and weed pollen. , “Our patients have been reporting the typical allergy ...
(Date:6/25/2017)... ... ... a heatwave currently bearing down on Northern California pushing temperatures to the maximum, many people ... easy with laser hair removal. , The process of summer waxing and constantly shaving ... you want to do is get out, dive in and cool off. There is a ...
(Date:6/24/2017)... ... June 24, 2017 , ... Genes Advice, ... medications in select Florida and Texas doctors' offices and clinics. This breakthrough testing ... of genetic testing recognizes the role genes play in determining an individual's tolerance ...
(Date:6/24/2017)... (PRWEB) , ... June 24, 2017 , ... ... Dental365 family. Located at 217 Portion Road in Lake Ronkonkoma, Dental365 offers patients ... and weekends so that visits to the dentist fit into their patients’ busy ...
(Date:6/24/2017)... ... June 24, 2017 , ... Doorknobs are for convenience, deadbolts are for ... a guard dog or having an alarm system installed. But unless there is a ... Yair Frenkel, owner of TX Premier Locksmith in Killeen, TX says: “In the majority ...
Breaking Medicine News(10 mins):
(Date:6/16/2017)... Datascope Corp. is voluntarily performing a worldwide field correction of ... test failure code.     ... PART NUMBER ... 0998-UC-0446HXX; 0998-UC-0479HXX 0998-00-3013-XX;  0998-UC-3013-XX ... This field correction also applies to ...
(Date:6/14/2017)... June 14, 2017  In 2016, Embodied Labs ... pitch competition and came away with $25,000 in ... described by Forbes as "entering the life of another" ... as teaching "empathy to medical professionals in an entirely ... recently named a finalist for the Department of Education,s ...
(Date:6/10/2017)... 2017  Shane K. Burchfield, DPM, is recognized by Continental Who,s ... Podiatrist in Alabama . Dr. ... Care. He brings over 20 years of experience, as well as ... to his role. ... pleased to welcome you to his practice," the company,s ...
Breaking Medicine Technology: