Of Chameleons and Consumption: The Impact of Mimicry on Choice and Preferences

Robin J. Tanner, Rosellina Ferraro, Tanya L. Chartrand, James R. Bettman, Rick Van Baaren

Journal of Consumer Research · 2008 · Volume 34 · Issue 6

Abstract

This article investigates the effect of mimicry on consumer product consumption and appraisal. We propose and test two paths via which mimicry may influence product preferences. In the mimicking consumer path, we suggest that individuals automatically mimic the consumption behaviors of other people and that such mimicry then affects preferences toward the product(s) consumed. In the mimicked consumer path, we argue that being mimicked leads to increased prosociality, which affects preferences for products presented in dyadic interactions. Three studies confirm the two paths and suggest that mimicry can indeed influence product preferences.

Keywords

Persuasion, Preferences, Experimental Design and Analysis (ANOVA)

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