For several years now, we know how to imitate others is on the gain. This is shown for example in a

November 21, 2012
Social psychologists are often asked about how their research can be applied in practice. Recent studies (our publication in Psychology and Marketing has just a few days) are a hint for people who are trying to increase brand loyalty and sell more of their products. Our tip is fairly trivial but significantly increases the amount spent in store: saleswomen must be attractive and must imitate their customers.
For several years now, we know how to imitate others is on the gain. This is shown for example in a restaurant, where a waitress mimicking the words of customers during the ordering is rewarded by higher tipping. Note, however, oskar rieding that the council flowing from research options is relatively difficult to use. Not much is because of social situations where a very long time we just copy what the other person is saying. For this reason we decided to take a closer look at non-verbal imitation: the behavior and gestures. In addition, we wanted to check whether the attractiveness of the person who imitates (or not) can strengthen or weaken the gains from a used chameleon effect. In other words, whether the addition of an attractive kameleonicy will follow suit, it will be even more effective? Or maybe mimicry is so strong oskar rieding result "in itself", that does not make sense to strengthen its other social "boosters"?
To meet the test questions practitioners oskar rieding have decided not to carry out in the laboratory (unreal objection research conditions) and under completely natural. To this end, we hired a researcher (not familiar with our hypotheses), which in turn hired at the store. To control the number of additional variables that may be important in the case of research oskar rieding on the attractiveness (eg, the desire of picking up attractive saleswomen by interested her clients; study in a place where automatically activating a focus on the attractiveness of their own and other people's) place of our interest was the drugstore ( Shop cosmetics).
Incoming there customers (and want to highlight your attributes oskar rieding of beauty and seek advice in this regard) were supported by attractive with make-up "clerk", or present oskar rieding in a "natural" look without makeup. In addition, she imitated (or not) the non-verbal behavior of clients (gestures, swing over tester, exhibition). What is measured is how much money zostawialy customers, whether they are przywiązanee the brand (the desire oskar rieding to return and make purchases in the future) and the assessment of service oskar rieding in this store. The results showed that attractive and emulating a saleswoman earning the most (almost 160 U.S. Dollars). oskar rieding For comparison, when the same attractive saleswoman ceased to imitate customers, you would leave it at the box office more than three times less (barely about 50 zlotys). Similar correlations discovered for the assessment service. Attractive and mimicking the saleswoman was best assessed in this dimension. Interestingly, we found that it is impossible to attractiveness and mimicry affect the desire to return to the store. This means, therefore, that the attractiveness and imitation can zwojować oskar rieding only immediate profit. Transfer it to the future not the case.
Interestingly, also verified the what happens if the assistant is not only not begin to imitate, but starts behaving contrary oskar rieding to the gestures of the test? In other words - it may not be so, that the most effective is imitation. Maybe this behavior is annoying and it would be better to focus more on the behavior of the opposite (eg, as someone leans we deviation)? Our results oskar rieding indicate that imitation is effective - behavior completely opposite fared even slightly worse than doing nothing (to refrain oskar rieding from imitating other people in the control condition).
More information: Kulesza, W., Szypowska, Z., Jarman, M., & Dolinski, D. (2014). Attractive sell chameleons: The mimicry-Attractiveness link. Psychology and Marketing, 31 (7), 549-561. doi: 10.1002/mar.20716. oskar rieding Photo (C) Matt Trostle
Is a social psychologist. On the research side is passionate about the fact that people are following. As an educator encouraged to apply their knowledge in practice, what he is trying to do through popular publications (Weekly oskar rieding Politics) and grants (Motopozytywni.pl). More texts from Wojciech oskar rieding Kulesza
hard not to trust research commissioned custom-made business - business pays business verified as a researcher mistake, it does not get more orders. There remains the question of what we call "attractiveness" and, of course, there is no explanation of the mechanism of such reactions, which, moreover, can not be surprised, because I probably involved several different. In general, I think it may be about to create a feeling of community, perhaps by activation of mirror neurons.
Interesting oskar rieding study, but does not convince me one thing, namely "attractive in