Attractive Chameleons Sell: The Mimicry‐Attractiveness Link

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

doi:10.1002/mar.20716

Cited by 44 publications

(36 citation statements)

References 74 publications

(99 reference statements)

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“…Mimicking a person's facial expressions in such contexts thus may represent a controlled process that requires cognitive resouces (and perhaps engages self-conscious attention), with a resultant decrement in attention to the subtle facial cues of the person (cf. Kulesza et al, 2014b;Niederhoffer & Pennebaker, 2002;van Leeuwen, van Baaren, Martin, Dijksterhuis, & Bekkering, 2009). Mimicry of facial expressions is also less likely to occur spontaneously when interacting with members of an outgroup as opposed to members of one's ingroup (e.g., Bourgeois & Hess, 2008;Dalton, Chartrand, & Finkel, 2010).…”

Section: Discussionmentioning

confidence: 99%

The Face of the Chameleon: The Experience of Facial Mimicry for the Mimicker and the Mimickee

Kulesza

Cisłak

Vallacher

et al. 2015

The Journal of Social Psychology

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This research addressed three questions concerning facial mimicry: (a) Does the relationship between mimicry and liking characterize all facial expressions, or is it limited to specific expressions? (b) Is the relationship between facial mimicry and liking symmetrical for the mimicker and the mimickee? (c) Does conscious mimicry have consequences for emotion recognition? A paradigm is introduced in which participants interact over a computer setup with a confederate whose prerecorded facial displays of emotion are synchronized with participants’ behavior to create the illusion of social interaction. In Experiment 1, the confederate did or did not mimic participants’ facial displays of various subsets of basic emotions. Mimicry promoted greater liking for the confederate regardless of which emotions were mimicked. Experiment 2 reversed these roles: participants were instructed to mimic or not to mimic the confederate’s facial displays. Mimicry did not affect liking for the confederate but it did impair emotion recognition.

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Section: Discussionmentioning

confidence: 99%

The Face of the Chameleon: The Experience of Facial Mimicry for the Mimicker and the Mimickee

Kulesza

Cisłak

Vallacher

et al. 2015

The Journal of Social Psychology

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“…Ashton-James et al, 2007; Hasler, Hirschberger, Shani-Sherman, & Friedman, 2014). These conditions may have significantly different effects; for example, people bought significantly more products when they were not mimicked compared to antimimicked (Kulesza et al, 2014). Therefore, researchers need to consider the appropriate control condition to use.…”

Section: Methodological Challenges and Future Directionsmentioning

confidence: 99%

“…The Contingency model we have outlined is directly challenged by studies comparing merely contingent behaviour to mimicry: in both infants (Agnetta & Rochat 2004) and adults (Hogeveen et al, 2014;Kulesza, Szypowska, Jarman, & Dolinski, 2014), mimicry elicits more positive responses than contingent behaviour or anti-mimicry. People also show a preference for movements that involve the same effector even when there is no temporal contingency (Sparenberg, Topolinski, Springer, & Prinz, 2012), which suggests that similarity of movement may still account for some of the positive effects of being mimicked.…”

Section: Contingency Model Whereas the First Model Proposed That Permentioning

confidence: 99%

Cognitive mechanisms for responding to mimicry from others

Hale

Hamilton

2016

Neuroscience & Biobehavioral Reviews

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unclear how the complex behavioural effects of mimicry relate to neural systems which respond to being mimicked. Mimicry activates regions associated with mirror properties, selfother processing and reward. In this review, we outline three potential models linking these regions with cognitive consequences of being mimicked. The models suggest that positive downstream consequences of mimicry may depend upon self-other overlap, detection of contingency or low prediction error. Finally, we highlight limitations with traditional research designs and suggest alternative methods for achieving highly ecological validity and experimental control. We also highlight unanswered questions which may guide future research. Keywords: mimicry, imitation, nonverbal behaviour, neurocognitive modelsIt is often said that imitation is the sincerest form of flattery, and copying what other people do is a central feature of human social interaction (Frith & Frith, 2012; Hamilton, 2014; Meltzoff, 2010; Over & Carpenter, 2013). One way we copy others is through unconscious behavioural mimicry, also described as 'behaviour matching' (Bernieri & Rosenthal, 1991;Chartrand & Bargh, 1999) or the 'chameleon effect' (Chartrand & Bargh, 1999). This kind of mimicry occurs when one person unintentionally and effortlessly copies another person's posture or body movements without either one being aware (Chartrand & Lakin, 2013;Chartrand & van Baaren, 2009). Mimicry may extend to the contagion of facial expressions (Bavelas, Black, Lemery, & Mullett, 1986, 1987 Dimberg, Thunberg, & Elmehed, 2000;Hsee, Hatfield, Carlson, & Chemtob, 1990), moods (Hsee et al., 1990;Neumann & Strack, 2000) and speech (Giles & Powesland, 1975;Neumann & Strack, 2000).As well as mimicry, there are many other ways we coordinate our behaviour with other people during social interactions (Table 1). The umbrella term 'interpersonal coordination' covers a range of coordinated actions between two people, which can be linked in both space and time. Actions occurring at the same time are described as entrained or synchronous; this includes perfect synchrony where actions are matched in form and timing, as well as general synchrony where different actions are coordinated in time (see Table 1, column 1). Actions that occur after a delay but which are contingent on the other are termed imitation or mimicry if the form is the same, and complementary if the form is different (see column 2). There is a distinction between imitation, which is deliberate and goal-directed,and mimicry, which is unconscious and spontaneous. In this paper we will focus specifically on mimicry. For the main part we will limit our review to mimicry of postures and body movements, and we will not include literature on facial, emotional or vocal mimicry. We will also concentrate on adult mimicry rather than developmental literature. At the end, we will return to consider how future research may situate mimicry within a wider framework of interpersonal coordination. Whilst partners in real life social interac...

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“…Attractiveness has been found a positive moderator in the retail context leading to higher customer service ratings (Kulesza et al, 2014). A gender mismatch between customer and SP resulted in higher customer satisfaction for a facial attractive SP (McColl and Truong, 2013).…”

Section: Theory and Hypothesesmentioning

confidence: 98%

Customers' choice of a salesperson during the initial sales encounter

Lieven

2016

Journal of Retailing and Consumer Services

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a b s t r a c tIn retailing, the initial encounter of a customer with a salesperson (SP) is crucial. Easily accessible cues, such as physical, task, or social attractiveness, may help in the choice process of an SP. Another cue is SP gender. Enhancing the current literature about brand gender, this research analyzes a possible match between brand and SP gender including aspects of physical, task, and social attractiveness characteristics, as well as the customers' requirements of rather core or relational aspects for the specific brand. Androgynous brands that attracted attention in recent publications are included in the analyses as well.

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Attractive Chameleons Sell: The Mimicry‐Attractiveness Link

Cited by 44 publications

References 74 publications

The Face of the Chameleon: The Experience of Facial Mimicry for the Mimicker and the Mimickee

The Face of the Chameleon: The Experience of Facial Mimicry for the Mimicker and the Mimickee

Cognitive mechanisms for responding to mimicry from others

Customers' choice of a salesperson during the initial sales encounter

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