过度模仿效应:强烈的(相对于微妙的)模仿会损害分配谈判中的好感和信任

IF 1.2 3区 心理学 Q4 PSYCHOLOGY, SOCIAL
Janet Wessler, David D. Loschelder, Johannes C. Fendel, Malte Friese
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引用次数: 0

摘要

我们研究了模仿互动伙伴是否普遍有利,或者,如果模仿特别强,是否对人际关系和谈判结果有不利影响。参与者与一个不模仿、微妙模仿或强烈模仿的同盟者进行互动,然后进行谈判。在实验室实验1 (N = 71)和实验2 (N = 149)中,微妙模仿(与不模仿相比)的参与者更喜欢同盟者,而强烈模仿(与微妙模仿相比)的参与者更不喜欢和信任同盟者。在实验2中,强烈(相对于微妙)模仿的参与者更不容易受到第一提议锚的影响。在线实验3 (N = 180)证实了过度模仿效应:当参与者意识到模仿时,无论实验条件如何,它都会对喜欢和信任产生不利影响。实验1和实验3没有发现过度模仿对锚定敏感性的影响。这些发现表明:(a)足够微妙的模仿对人际关系的结果有积极影响,(b)太多的模仿适得其反。
本文章由计算机程序翻译,如有差异,请以英文原文为准。

The Too-Much-Mimicry Effect: Strong (vs. Subtle) Mimicry Impairs Liking and Trust in Distributive Negotiations

The Too-Much-Mimicry Effect: Strong (vs. Subtle) Mimicry Impairs Liking and Trust in Distributive Negotiations

We examined whether mimicking an interaction partner is universally advantageous or, provided the mimicry is particularly strong, whether it has detrimental impacts on interpersonal and negotiation outcomes. Participants interacted with a confederate who engaged in no, subtle, or strong mimicry and then negotiated. In laboratory Experiment 1 (N = 71) and Experiment 2 (N = 149), subtly (vs. not) mimicked participants liked the confederate more, while strongly (vs. subtly) mimicked participants liked and trusted less. In Experiment 2, strongly (vs. subtly) mimicked participants were less susceptible to the first-offer anchor. The online Experiment 3 (N = 180) corroborated the too-much-mimicry effect: When participants became aware of mimicry, it exerted detrimental effects on liking and trust irrespective of the experimental condition. Experiment 1 and Experiment 3 found no too-much-mimicry effect on anchoring susceptibility. These findings show that (a) sufficiently subtle mimicry positively influences interpersonal outcomes and (b) too much mimicry backfires.

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来源期刊
Journal of Nonverbal Behavior
Journal of Nonverbal Behavior PSYCHOLOGY, SOCIAL-
CiteScore
4.80
自引率
9.50%
发文量
27
期刊介绍: Journal of Nonverbal Behavior presents peer-reviewed original theoretical and empirical research on all major areas of nonverbal behavior. Specific topics include paralanguage, proxemics, facial expressions, eye contact, face-to-face interaction, and nonverbal emotional expression, as well as other subjects which contribute to the scientific understanding of nonverbal processes and behavior.
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