The echo effect. The power of verbal mimicry to influence prosocial behavior

Wojciech Kulesza , Dariusz Doliński , Avia Huisman , Robert Majewski


Research on the chameleon effect has demonstrated that social benefits, such as liking, safety, rapport, affiliation, and cohesion can be evoked through nonverbal imitation (e.g., body language and mannerisms). Herein, we introduce the echo effect, a less researched phenomenon of verbal mimicry, in a real-world setting. Study participants, 330 currency exchange office customers, were assigned into one of three experimental and two control conditions. Careful attention to research design produced results that address issues raised in the mimicry literature and more clearly define the boundaries of verbal mimicry. The results demonstrate that while repetition of words is important in increasing an individual’s tendency to perform prosocial behaviors, the order in which they are repeated back is not; verbal mimicry is more powerful mechanism than dialogue; and, for nonmimicry control conditions, no response produces the same result as a brief response.
Author Wojciech Kulesza (Wydział Psychologii)
Wojciech Kulesza,,
- Wydział Psychologii
, Dariusz Doliński (Wydział Zamiejscowy we Wrocławiu)
Dariusz Doliński,,
- Wydział Zamiejscowy we Wrocławiu
, Avia Huisman
Avia Huisman,,
, Robert Majewski
Robert Majewski,,
Journal seriesJournal of Language and Social Psychology, ISSN 0261-927X, (A 35 pkt)
Issue year2014
Publication size in sheets0.9
Keywords in Englishcommunication accommodation theory, contact, conversational analysis, emotions, intonation, research method, silencing, speech rate
ASJC Classification3310 Linguistics and Language; 3312 Sociology and Political Science; 3314 Anthropology; 1203 Language and Linguistics; 3304 Education; 3207 Social Psychology
Languageen angielski
3. Doliński Kulesza the echo effect JLSP 2014.pdf 155.13 KB
Score (nominal)35
Publication indicators Scopus SNIP (Source Normalised Impact per Paper): 2014 = 1.25; WoS Impact Factor: 2014 = 1.02 (2) - 2014=1.772 (5)
Citation count*62 (2021-04-09)
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