What a Coincidence! The Effects of Incidental Similarity on Compliance

Burger, Jerry M.; Messian, Nicole; Patel, Shebani; Prado, Alicia del; Anderson, Carmen

doi:10.1177/0146167203258838

Cited by 278 publications

(220 citation statements)

References 30 publications

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“…Prior work shows that factors such as age and gender can indicate similarity with others, and that similarity leads to affiliative behavior (e.g., McPherson, Smith-Lovin, and Cook 2001;Brown, Grzeskowiak, and Dev 2009;Naylor, Lamberton, and West 2012). For example, actual or inferred similarity between two people (e.g., a shared birthday) can enhance compliance with each other's requests (Burger et al 2004), make online reviews more persuasive (Naylor, Lamberton, and Norton 2011), and increase the perceived social connection between two individuals (Jiang, Hoegg, Dahl, and Chattopadhyay 2010). Taken together, this literature suggests that when a consumer contributes WOM after an individual who is personally similar to her, the consumer should affiliate with this individual.…”

Section: Behavioral and Linguistic Mimicrymentioning

confidence: 99%

She Said, She Said: Differential Interpersonal Similarities Predict Unique Linguistic Mimicry in Online Word of Mouth

Moore¹,

McFerran²

2017

Journal of the Association for Consumer Research

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3This research examines the antecedents, causes, and consequences of linguistic mimicry, which assesses how closely individuals match others' word use, in online WOM. We examine mimicry of both linguistic style (how things are said) and content (what is said). To our knowledge, this research provides the first demonstration of unique linguistic mimicry, where consumers engaging in online WOM differentially mimic other posters' word use. Two experiments and one study using field data show that when consumers are personally similar to an individual who has previously posted (e.g., same gender), they mimic this individual's positive emotion and social word use. When consumers are similar in status to an individual who has previously posted (e.g., same forum ranking), they mimic this individual's cognitive and descriptive word use. This differential mimicry is driven by affiliation versus achievement goals, respectively, and affects consumers' engagement in online WOM in terms of posting incidence and volume.

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Section: Behavioral and Linguistic Mimicrymentioning

confidence: 99%

She Said, She Said: Differential Interpersonal Similarities Predict Unique Linguistic Mimicry in Online Word of Mouth

Moore¹,

McFerran²

2017

Journal of the Association for Consumer Research

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“…In particular, heuristics, used heavily in behavioral economics, plays an interesting role in potentially explaining the disparity between women's and men's efficacy in negotiation via anchoring (Rosette, Kopelman & Abbott, 2014), the halo effect (Kahneman, 2011) and similarity (Burger, Messian, Patel, del Prado & Anderson, 2004). In particular, similarity heuristics explain the "sticky floor," where women's loose ties and reliance on similarity biases prompt low-level supervisors to hire other women for low-paying jobs, at the same time similarity prompts men to hire other men for higher-level positions (Kee, 2006;Rainbird, 2007;Shambaugh, 2007).…”

Section: Behavioral Explanations For Disparities Between Sexes In Negmentioning

confidence: 99%

Availability Bias Can Improve Women’s Propensity to Negotiate

Douglas

Miller²

2015

IJBA

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Women's reluctance to negotiate aggressively on their own behalf has long been thought to account for the striking disparities between the salaries earned by men versus women. Extensive research has documented women occupying a low-wage "sticky floor," encountering mid-level career bottlenecks, or being confined by a glass ceiling. In numerous studies, women have undervalued themselves, responded to stereotypes on women's lack of aggressiveness, or placed greater value on interpersonal relationships even in negotiating salaries. However, this study found that, contrary to most studies on women's and men's propensity to negotiate, women negotiated as aggressively as did their male colleagues. Not only did more women than men negotiate aggressively for a reward, but women relied on heuristics usually seen as misleading in decision-making to make demands in their favor. This study focuses on women's and men's reliance on availability, anchoring, and framing-staples of understanding negotiating behavior independent of sex-in requesting rewards, linked notably to perceptions of the value of their highest-earned salaries and to their job performance compared to their workplace colleagues'. When faced with situational ambiguity and an absence of targets in negotiating a first offer or reward, women may improve their negotiating skills through training that uses priming, availability, or counterfactual thinking.

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“…Incidental similarities-for example, two people having the same birth date-increase the likelihood of prosocial and helping behaviors (Burger et al 2004). People are also more likely to express willingness to help a hypothetical person with similar attitudes (Park and Schaller 2005).…”

Section: Similarity and Familiarity As Related Facial Cuesmentioning

confidence: 99%

Facial Similarity between Voters and Candidates Causes Influence

Bailenson¹,

Iyengar²,

Yee³

et al. 2008

Public Opinion Quarterly

159

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Social science research demonstrates that people are drawn to others perceived as similar. We extend this finding to political candidates by comparing the relative effects of candidate familiarity as well as partisan, issue, gender, and facial similarity on voters' evaluations of candidates. In Experiment 1, during the week of the 2006 Florida gubernatorial race, a national representative sample of voters viewed images of two unfamiliar candidates (Crist and Davis) morphed with either themselves or other voters. Results demonstrated a strong preference for facially similar candidates, despite no conscious awareness of the similarity manipulation. In Experiment 2, one week before the 2004 presidential election, a national representative sample of voters evaluated familiar candidates (Bush and Kerry). Strong partisans were unmoved by the facial similarity manipulation, but weak partisans and independents preferred the candidate with whom their own face had been morphed over the candidate morphed with another voter. In Experiment 3, we compared the effects of policy similarity and facial similarity using a set of prospective 2008 presidential candidates. Even though the effects of party and policy similarity dominated, facial similarity proved a significant cue for unfamiliar candidates. Thus, the evidence across the three studies suggests that even in high-profile elections, voters prefer candidates high in facial similarity, but most strongly with unfamiliar candidates.

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What a Coincidence! The Effects of Incidental Similarity on Compliance

Cited by 278 publications

References 30 publications

She Said, She Said: Differential Interpersonal Similarities Predict Unique Linguistic Mimicry in Online Word of Mouth

She Said, She Said: Differential Interpersonal Similarities Predict Unique Linguistic Mimicry in Online Word of Mouth

Availability Bias Can Improve Women’s Propensity to Negotiate

Facial Similarity between Voters and Candidates Causes Influence

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