Attractive chameleons sell: The mimicry-attractiveness link

Wojciech Kulesza , Zofia Szypowska , Matthew S. Jarman , Dariusz Doliński

Abstract

The present research explored the effects of nonverbal mimicry behavior and mimicker attractiveness in a natural retail context. A 3 (nonverbal mimicry, nonmimicking, anti-mimicry) by 2 (attractive salesperson, attractiveness control) design was used to study the effects of different combinations of these variables on female customers’ (N = 150) purchases, customer service ratings, and plans to return to the store. Results showed that customers spent the most and had the highest customer service ratings when they interacted with a salesperson who was both attractive and mimicking them. When the salesperson, however, was less attractive and engaged in the opposite gestures as the customer, it corresponded with substantially lower customer service ratings and a tendency to not wish to return to the store.
Author Wojciech Kulesza (Wydział Psychologii)
Wojciech Kulesza,,
- Wydział Psychologii
, Zofia Szypowska
Zofia Szypowska,,
-
, Matthew S. Jarman
Matthew S. Jarman,,
-
, Dariusz Doliński (Wydział Zamiejscowy we Wrocławiu)
Dariusz Doliński,,
- Wydział Zamiejscowy we Wrocławiu
Journal seriesPsychology & Marketing, ISSN 0742-6046, (A 30 pkt)
Issue year2014
Vol31
No7
Pages549-561
Publication size in sheets0.6
ASJC Classification1406 Marketing; 3202 Applied Psychology
DOIDOI:10.1002/mar.20716
URL http://onlinelibrary.wiley.com/doi/10.1002/mar.20716/abstract
Languageen angielski
File
Psychology-Marketing2014.pdf of 14-09-2015
394 KB
Attractive chameleons sell_1.pdf 119.73 KB
Score (nominal)30
Publication indicators Scopus SNIP (Source Normalised Impact per Paper): 2014 = 1.243; WoS Impact Factor: 2014 = 1.08 (2) - 2014=1.547 (5)
Citation count*47 (2020-06-29)
Additional fields
Dorobek Naukowy - Preview URLhttp://dn.swps.edu.pl/Podglad.aspx?WpisID=15300
Dorobek Naukowy - Approve URLhttp://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=15300
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* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perish system.
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