{"id":"https://openalex.org/W4404248174","doi":"https://doi.org/10.1007/978-3-031-62634-0_13","title":"The Benefits\u2014and Costs\u2014of Behavioral Mimicry: Applications in Marketing, Sales, and Therapy","display_name":"The Benefits\u2014and Costs\u2014of Behavioral Mimicry: Applications in Marketing, Sales, and Therapy","publication_year":2024,"publication_date":"2024-11-11","ids":{"openalex":"https://openalex.org/W4404248174","doi":"https://doi.org/10.1007/978-3-031-62634-0_13"},"language":"en","primary_location":{"id":"doi:10.1007/978-3-031-62634-0_13","doi":"https://doi.org/10.1007/978-3-031-62634-0_13","is_oa":true,"landing_page_url":"https://doi.org/10.1007/978-3-031-62634-0_13","pdf_url":"https://link.springer.com/content/pdf/10.1007/978-3-031-62634-0_13.pdf","source":{"id":"https://openalex.org/S4306463937","display_name":"Springer eBooks","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310319965","host_organization_name":"Springer Nature","host_organization_lineage":["https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Nature"],"type":"ebook platform"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Automatic Imitation","raw_type":"book-chapter"},"volume":{"id":"https://openalex.org/W4404224712","display_name":"Automatic Imitation"},"type":"book-chapter","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"hybrid","oa_url":"https://link.springer.com/content/pdf/10.1007/978-3-031-62634-0_13.pdf","any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5078782681","display_name":"Wojciech Marek Kulesza","orcid":"https://orcid.org/0000-0001-5457-6396","observed_orcids":["https://orcid.org/0000-0001-5457-6396"]},"institutions":[{"id":"https://openalex.org/I36685595","display_name":"Uniwersytet SWPS","ror":"https://ror.org/0407f1r36","country_code":"PL","type":"education","lineage":["https://openalex.org/I36685595"]}],"countries":["PL"],"is_corresponding":true,"raw_author_name":"Wojciech Kulesza","raw_affiliation_strings":["SWPS University, Psychology Department, Warsaw, Poland"],"raw_orcid":"https://orcid.org/0000-0001-5457-6396","affiliations":[{"raw_affiliation_string":"SWPS University, Psychology Department, Warsaw, Poland","institution_ids":["https://openalex.org/I36685595"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5113492488","display_name":"Tanya L. Chartrand","orcid":"https://orcid.org/0009-0001-4644-8279","observed_orcids":["https://orcid.org/0009-0001-4644-8279"]},"institutions":[{"id":"https://openalex.org/I170897317","display_name":"Duke University","ror":"https://ror.org/00py81415","country_code":"US","type":"education","lineage":["https://openalex.org/I170897317"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Tanya Chartrand","raw_affiliation_strings":["Duke University: The Fuqua School of Business, Durham, NC, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Duke University: The Fuqua School of Business, Durham, NC, USA","institution_ids":["https://openalex.org/I170897317"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":2,"corresponding_author_ids":["https://openalex.org/A5078782681"],"corresponding_institution_ids":["https://openalex.org/I36685595"],"apc_list":null,"apc_paid":null,"fwci":2.8063,"has_fulltext":true,"cited_by_count":1,"citation_normalized_percentile":{"value":0.927155,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":93,"max":96},"biblio":{"volume":null,"issue":null,"first_page":"261","last_page":"273"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11431","display_name":"Action Observation and Synchronization","score":0.8715999722480774,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11431","display_name":"Action Observation and Synchronization","score":0.8715999722480774,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13841","display_name":"Psychology of Social Influence","score":0.07240000367164612,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11883","display_name":"Embodied and Extended Cognition","score":0.005100000184029341,"subfield":{"id":"https://openalex.org/subfields/2805","display_name":"Cognitive Neuroscience"},"field":{"id":"https://openalex.org/fields/28","display_name":"Neuroscience"},"domain":{"id":"https://openalex.org/domains/1","display_name":"Life Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/behavioral-mimicry","display_name":"behavioral mimicry","score":0.9049999713897705},{"id":"https://openalex.org/keywords/chameleon-effect","display_name":"chameleon effect","score":0.8830000162124634},{"id":"https://openalex.org/keywords/interpersonal-attraction","display_name":"interpersonal attraction","score":0.5400000214576721},{"id":"https://openalex.org/keywords/marketing-applications","display_name":"marketing applications","score":0.5059999823570251},{"id":"https://openalex.org/keywords/sales","display_name":"sales","score":0.722000002861023},{"id":"https://openalex.org/keywords/treatment","display_name":"treatment","score":0.7400000095367432}],"concepts":[{"id":"https://openalex.org/C7863114","wikidata":"https://www.wikidata.org/wiki/Q192627","display_name":"Mimicry","level":2,"score":0.940967321395874},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.608508825302124},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.49793529510498047},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.42750293016433716},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.3621649444103241},{"id":"https://openalex.org/C18903297","wikidata":"https://www.wikidata.org/wiki/Q7150","display_name":"Ecology","level":1,"score":0.07255855202674866},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.07010462880134583}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1007/978-3-031-62634-0_13","doi":"https://doi.org/10.1007/978-3-031-62634-0_13","is_oa":true,"landing_page_url":"https://doi.org/10.1007/978-3-031-62634-0_13","pdf_url":"https://link.springer.com/content/pdf/10.1007/978-3-031-62634-0_13.pdf","source":{"id":"https://openalex.org/S4306463937","display_name":"Springer eBooks","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310319965","host_organization_name":"Springer Nature","host_organization_lineage":["https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Nature"],"type":"ebook platform"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Automatic Imitation","raw_type":"book-chapter"}],"best_oa_location":{"id":"doi:10.1007/978-3-031-62634-0_13","doi":"https://doi.org/10.1007/978-3-031-62634-0_13","is_oa":true,"landing_page_url":"https://doi.org/10.1007/978-3-031-62634-0_13","pdf_url":"https://link.springer.com/content/pdf/10.1007/978-3-031-62634-0_13.pdf","source":{"id":"https://openalex.org/S4306463937","display_name":"Springer eBooks","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/P4310319965","host_organization_name":"Springer Nature","host_organization_lineage":["https://openalex.org/P4310319965"],"host_organization_lineage_names":["Springer Nature"],"type":"ebook platform"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Automatic Imitation","raw_type":"book-chapter"},"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[{"id":"https://openalex.org/F4320335423","display_name":"Center for Molecular Medicine Cologne, University of Cologne","ror":null}],"has_content":{"pdf":true,"grobid_xml":true},"content_urls":{"pdf":"https://content.openalex.org/works/W4404248174.pdf","grobid_xml":"https://content.openalex.org/works/W4404248174.grobid-xml"},"referenced_works_count":43,"referenced_works":["https://openalex.org/W1648167046","https://openalex.org/W1861006305","https://openalex.org/W1967585400","https://openalex.org/W1974065322","https://openalex.org/W1985126667","https://openalex.org/W1996087859","https://openalex.org/W1996619223","https://openalex.org/W2007661893","https://openalex.org/W2012922154","https://openalex.org/W2018179273","https://openalex.org/W2036610118","https://openalex.org/W2066705181","https://openalex.org/W2071458752","https://openalex.org/W2083205573","https://openalex.org/W2097780989","https://openalex.org/W2103581699","https://openalex.org/W2107549961","https://openalex.org/W2110838391","https://openalex.org/W2113352630","https://openalex.org/W2115048287","https://openalex.org/W2115725315","https://openalex.org/W2133919673","https://openalex.org/W2138903184","https://openalex.org/W2149214193","https://openalex.org/W2153582000","https://openalex.org/W2154407327","https://openalex.org/W2155677389","https://openalex.org/W2178288253","https://openalex.org/W2315466301","https://openalex.org/W2334665108","https://openalex.org/W2404840946","https://openalex.org/W2625434935","https://openalex.org/W2889959178","https://openalex.org/W3030101589","https://openalex.org/W3196325520","https://openalex.org/W3198980037","https://openalex.org/W4226528267","https://openalex.org/W4243846760","https://openalex.org/W4284673117","https://openalex.org/W4294255555","https://openalex.org/W4324145933","https://openalex.org/W4388904042","https://openalex.org/W6893254818"],"related_works":["https://openalex.org/W2136179834","https://openalex.org/W88148816","https://openalex.org/W4301455615","https://openalex.org/W2047488547","https://openalex.org/W2288482058","https://openalex.org/W26444023","https://openalex.org/W2132785383","https://openalex.org/W2329624088","https://openalex.org/W2001718141","https://openalex.org/W2277997797"],"abstract_inverted_index":{"Abstract":[0],"Previous":[1],"research":[2,52],"on":[3,11,53,62],"the":[4,63,83],"so-called":[5],"Chameleon":[6],"effect":[7],"and":[8,22,41,81],"other":[9],"studies":[10],"more":[12],"general":[13],"mimicry":[14,37,54,84],"indicate":[15],"that":[16,36,77],"mimicking":[17],"another":[18],"person\u2019s":[19],"gestures,":[20],"mannerisms,":[21],"speech":[23],"(whether":[24],"intentionally":[25],"or":[26],"not)":[27],"leads":[28],"to":[29],"several":[30],"profound":[31],"social":[32],"consequences":[33,64,76],"without":[34],"awareness":[35],"took":[38],"place":[39,79],"(Chartrand":[40],"Bargh,":[42],"J":[43],"Personality":[44],"Soc":[45],"Psychol":[46],"76:893\u2013910,":[47],"1999).":[48],"This":[49],"chapter":[50],"reviews":[51],"as":[55,72,74],"a":[56],"nonconsciously":[57],"employed":[58],"mechanism":[59],"by":[60],"focusing":[61],"of":[65],"mimicry.":[66],"Thereby,":[67],"we":[68],"will":[69],"review":[70],"positive":[71],"well":[73],"negative":[75],"take":[78],"within":[80],"beyond":[82],"dyad.":[85]},"counts_by_year":[{"year":2026,"cited_by_count":1}],"updated_date":"2026-10-10T09:11:00.788812","created_date":"2024-11-12T00:00:00"}