The impact of mimicking on attitudes toward products presented in TV commercials

Social Influence

Volumn 6, Issue 3, 2011, Pages 142-152

  Stel, Mariëlle ^a   Mastop, Jessanne ^b   Strick, Madelijn ^c  

^a TILBURG UNIVERSITY   (Netherlands)

^b LEIDEN UNIVERSITY   (Netherlands)

^c RADBOUD UNIVERSITY NIJMEGEN   (Netherlands)

Author keywords

Attitude; Consumer; Mimicry; Nonverbal behavior

Indexed keywords

EID: 79960809424     PISSN: 15534510     EISSN: 15534529     Source Type: Journal    
DOI: 10.1080/15534510.2011.580978     Document Type: Article

References (23)

1. Bailenson, J. N., & Yee, N. (2005). Digital chameleons: Automatic assimilation of nonverbal gestures in immersive virtual environments. Psychological Science, 16, 814-819.
2. Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51, 1173-1182.
3. Baumeister, R. F., & Leary, M. R. (1995). The need to belong: Desire for interpersonal attachments as a fundamental human motivation. Psychological Bulletin, 117, 497-529.
4. Bem, D. J. (1967). Self-perception: An alternative interpretation of cognitive dissonance phenomena. Psychological Review, 74, 183-200.
5. Bernieri, F. J. (1988). Coordinated movement and rapport in teacher-student interactions. Journal of Nonverbal Behavior, 12, 120-138.
6. Bernieri, F. J., & Rosenthal, R. (1991). Interpersonal coordination: Behavior matching and interactional synchrony. In B. Rime & R. S. Feldman (Eds.), Fundamentals of nonverbal behavior: Studies in emotion & social interaction. New York: Cambridge University Press.
7. Charney, E. J. (1966). Psychosomatic manifestations of rapport in psychotherapy. Psychosomatic Medicine, 28, 305-315.
8. Chartrand, T. L., & Bargh, J. A. (1999). The chameleon effect: The perception- behavior link and social interaction. Journal of Personality and Social Psychology, 76, 893-910.
9. Chartrand, T. L., Maddux, W., & Lakin, J. (2005). Beyond the perception-behavior link: The ubiquitous utility and motivational moderators of nonconscious mimicry. In R. Hassin, J. Uleman, & J. A. Bargh (Eds.), The New unconscious (pp. 334-361). New York: Oxford University Press.
10. Conger, J. C., Conger, A. J., Costanzo, P. R., Wright, K. L., & Matter, J. A. (1980). The effect of social cues on the eating behavior of obese and normal subjects. Journal of Personality, 48, 258-271.
11. Engels, R. C. M. E., Hermans, R., Van Baaren, R. B., Hollenstein, T., & Bot, S. M. (2009). Alcohol portrayal on television affects actual drinking behavior. Alcohol and Alcoholism, 44, 244-249.
12. Hsee, C. K., Hatfield, E., Carlson, J. G., & Chemtob, C. (1990). The effect of power on susceptibility to emotional contagion. Cognition and Emotion, 4, 327-340.
13. Judd, C. M., Kenny, D. A., & McClelland, G. H. (2001). Estimating and testing mediation and moderation in within-participant designs. Psychological Methods, 6, 115-134.
14. LaFrance, M. (1979). Nonverbal synchrony and rapport: Analysis by the cross-lag panel technique. Social Psychology Quarterly, 42, 66-70.
15. LaFrance, M., & Broadbent, M. (1976). Group rapport: Posture sharing as a nonverbal indicator. Group and Organization Studies, 1, 328-333.
16. Lakin, J. L., & Chartrand, T. L. (2003). Using nonconscious behavioral mimicry to create affiliation and rapport. Psychological Science, 14, 334-339.
17. Lakin, J. L., Jefferis, V. E., Cheng, C. M., & Chartrand, T. L. (2003). The chameleon effect as social glue: Evidence for the evolutionary significance of nonconscious mimicry. Journal of Nonverbal Behavior, 27, 145-162.
18. Scheflen, A. E. (1964). The significance posture in communication systems. Psychiatry, 27, 316-331.
19. Stel, M., Van Baaren, R., Blascovich, J., McCall, C., Pollmann, M. M. H., van Leeuwen, M. J., et al. (2010). Effects of a priori liking on the elicitation of mimicry. Experimental Psychology, 57, 412-418.
20. Stel, M., Van Dijk, E., & Olivier, E. (2009). You want to know the truth? Then don't mimic! Psychological Science, 20, 693-699.
21. Stel, M., Vonk, R., Van Baaren R. B., & Smeets, R. C. (2011). The social consequences for the mimicker: The impact of mimicry on liking. Manuscript submitted for publication.
22. Tanner, R., Ferraro, R., Chartrand, T. L., Bettman, J., & Van Baaren, R. B. (2008). Of chameleons and consumption: The impact of mimicry on choice and preferences. Journal of Consumer Research, 34, 754-766.
23. Van Baaren, R. B., Holland, R. W., Kawakami, K., & Van Knippenberg, A. (2004). Mimicry and pro-social behavior. Psychological Science, 15, 71-74.