Attractive chameleons sell: The mimicry-attractiveness link
Authors:
- 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.
- Record ID
- IMPORT-ARTICLE-00015300
- Author
- Journal series
- Psychology & Marketing, ISSN 0742-6046
- Issue year
- 2014
- Vol
- 31
- No
- 7
- Pages
- 549-561
- Publication size in sheets
- 0.60
- ASJC Classification
- ;
- DOI
- DOI:10.1002/mar.20716 opening in a new tab
- URL
- http://onlinelibrary.wiley.com/doi/10.1002/mar.20716/abstract opening in a new tab
- Language
- (en) English
- File
-
- File: 1
- Psychology-Marketing2014.pdf
- of 14-09-2015
394 KB
-
- File: 2
- Attractive chameleons sell_1.pdf
-
- Score (nominal)
- 30
- Publication indicators
- : 2014 = 1.243; : 2014 = 1.080 (2) - 2014=1.547 (5); = 53
- Citation count
- 52
- Additional fields
- Dorobek Naukowy - Preview URL: http://dn.swps.edu.pl/Podglad.aspx?WpisID=15300
- Dorobek Naukowy - Approve URL: http://dn.swps.edu.pl/Biuro/ZatwierdzanieWpisu.aspx?WpisID=15300
Share
- Uniform Resource Identifier
- http://192.168.13.97/info/article/IMPORT-ARTICLE-00015300/
* presented citation count is obtained through Internet information analysis and it is close to the number calculated by the Publish or Perishopening in a new tab system.