Researchers have finally discovered what good salespeople have known for decades – that mimicry matters.
Social scientists have long been intrigued by the human tendency to mimic the behavior of others. Now, a new study from the April issue of the Journal of Consumer Research expands the field, exploring the potential for mimicry to influence product consumption. The researchers find that watching someone else eat a certain food-in this case, either goldfish crackers or animal crackers – will cause the viewer to be inclined to eat the same thing. Additionally, in another experiment, participants who had their posture and speech mimicked by a salesperson rated the product higher and consumed more of it.
This research was funded by the Department of Obvious.