Scholars@Duke
Tanya L. Chartrand

Tanya L. Chartrand

Roy J. Bostock Marketing Distinguished Professor
Fuqua School of Business
tanya.chartrand@duke.edu
Box 90120, 134 Towerview Drive, Durham, NC 27708-0120
Room A304, Magat Academic Center, Durham, NC 27708

Selected Publications

Money can buy me love: Gifts are a more effective form of acute social support than conversations

Journal Article Journal of Consumer Psychology · July 1, 2025 If you are having a hard day, what can someone else do to help you feel better? Maybe they could verbally comfort you or maybe they could give you a small gift. In seven studies, including an in-person real gifting study, we find that receiving a small mat ... Full text Cite

When and Why Antiegalitarianism Affects Resistance to Supporting Black-Owned Businesses.

Journal Article Psychological science · August 2024 Understanding how initiatives to support Black-owned businesses are received, and why, has important social and economic implications. To address this, we designed three experiments to investigate the role of antiegalitarian versus egalitarian ideologies a ... Full text Cite

The Benefits—and Costs—of Behavioral Mimicry: Applications in Marketing, Sales, and Therapy

Chapter · January 1, 2024 Previous research on the so-called Chameleon effect and other studies on more general mimicry indicate that mimicking another person’s gestures, mannerisms, and speech (whether intentionally or not) leads to several profound social consequences without awa ... Full text Cite

Celebrate Good Times: How Celebrations Increase Perceived Social Support

Journal Article Journal of Public Policy and Marketing · April 1, 2023 Despite the ubiquity of celebrations in everyday life, little is known about how celebrations may contribute to consumer well-being. In the current work, the authors propose that celebrations promote perceived social support, which prior work has conceptua ... Full text Cite

Experiences of mimicry in eating disorders.

Journal Article J Eat Disord · July 15, 2022 BACKGROUND: People unknowingly mimic the behaviors of others, a process that results in feelings of affiliation. However, some individuals with eating disorders describe feeling "triggered" when mimicked. This study explores the effects of implicit non-ver ... Full text Link to item Cite

Better to Decide Together: Shared Consumer Decision Making, Perceived Power, and Relationship Satisfaction

Journal Article Journal of Consumer Psychology · July 1, 2022 Shared consumer decisions, particularly those made with a relationship partner, can be very different from decisions that are made alone. Across multiple studies, we investigate how shared consumer decision making affects perceptions of power and relations ... Full text Cite

Being there without being there: Gifts compensate for lack of in-person support

Journal Article Psychology and Marketing · June 1, 2022 Providing social support is a critical part of being in a relationship with someone, but people often struggle to support loved ones in person. In this paper, we show how givers can use gifts to compensate for not providing in-person social support. Study ... Full text Cite

Sincere, not sinful: Political ideology and the unique role of brand sincerity in shaping heterosexual and LGBTQ Consumers’ views of LGBTQ ads

Journal Article Journal of the Association for Consumer Research · April 1, 2021 Brand sincerity (wholesome, family-oriented) is a core dimension of brand personality; however, to what extent is LGBTQ (lesbian, gay, bisexual, transgender, queer or questioning) representation congruent with brand sincerity? We argue that whether or not ... Full text Cite

Mimicry and Modeling of Health(-Risk) Behaviors: How Others Impact Our Health(-Risk) Behaviors Without Our Awareness

Journal Article Journal of Nonverbal Behavior · March 1, 2020 When it comes to health(-risk) behaviors, researchers are apt to consider how to change behaviors from a top-down approach (i.e., using the conscious, reflective, deliberate system) even though much of human behavior is determined by bottom-up processes (i ... Full text Cite

The Gift of Psychological Closeness: How Feasible Versus Desirable Gifts Reduce Psychological Distance to the Giver.

Journal Article Personality & social psychology bulletin · March 2019 Gift-giving is a common form of social exchange but little research has examined how different gift types affect the psychological distance between giver and recipient. We examined how two types of gifts influence recipients' perceived psychological distan ... Full text Cite

Enhancing activation in the right temporoparietal junction using theta-burst stimulation: Disambiguating between two hypotheses of top-down control of behavioral mimicry.

Journal Article PLoS One · 2019 Whereas previous research has focused on the role of the rTPJ when consciously inhibiting mimicry, we test the role of the rTPJ on mimicry within a social interaction, during which mimicking occurs nonconsciously. We wanted to determine whether higher rTPJ ... Full text Open Access Link to item Cite

Coke vs. Pepsi: Brand compatibility, relationship power, and life satisfaction

Journal Article Journal of Consumer Research · February 1, 2018 Individuals often evaluate, purchase, and consume brands in the presence of others, including close others. Yet relatively little is known about the role brand preferences play in relationships. In the present research, the authors explore how the novel co ... Full text Cite

Erratum: Coke vs. Pepsi: Brand compatibility, relationship power, and life satisfaction [Journal of Consumer Research, 44, 5, (2018) (991-1014)] DOI: 10.1093/jcr/ucx079

Journal Article Journal of Consumer Research · February 1, 2018 In the article "Coke vs. Pepsi: Brand Compatibility, Relationship Power, and Life Satisfaction," by Danielle J. Brick, Gráinne M. Fitzsimons, Tanya L. Chartrand, and Gavan J. Fitzsimons, doi: 10.1093/jcr/ucx079, the findings for studies 4 and 6 were incorr ... Full text Cite

Pessimistic expectations and poorer experiences: The role of (low) extraversion in anticipated and experienced enjoyment of social interaction.

Journal Article PloS one · January 2018 Given research suggesting that social interactions are beneficial, it is unclear why individuals lower in extraversion engage less in social interactions. In this study, we test whether individuals lower in extraversion reap fewer hedonic rewards from soci ... Full text Cite

On thwarted goals and displaced aggression: A compensatory competence model

Journal Article Journal of Experimental Social Psychology · September 1, 2017 Thwarted goals and motivational obstacles are antecedents of aggression, but it is not entirely clear what motivates the aggressive response or why it is often displaced onto unrelated targets. The present work applies Goal Systems Theory (Kruglanski et al ... Full text Cite

Women recovering from social rejection: The effect of the person and the situation on a hormonal mechanism of affiliation.

Journal Article Psychoneuroendocrinology · February 2017 Rejection can motivate either affiliation or withdrawal. In order to study how personality and situational variables influence whether women will be motivated to affiliate versus withdraw, we manipulate social feedback (rejection vs. acceptance) and opport ... Full text Cite

An affect misattribution pathway to perceptions of Intrinsic reward

Journal Article Social Cognition · January 1, 2017 Intrinsic rewards are typically thought to stem from an activity's inherent properties and not from separable rewards one receives from it. Yet, people may not consciously notice or remember all the subtle external rewards that correspond with an activity ... Full text Cite

The effects of resources on brand and interpersonal connection

Journal Article Journal of the Association for Consumer Research · January 1, 2017 Although social connections have long been considered a fundamental human motivation and deemed necessary for well-being, recent research has demonstrated that having greater resources is associated with weaker social connections. In the present research, ... Full text Cite

Is Freedom Contagious? A Self-Regulatory Model of Reactance and Sensitivity to Deviant Peers.

Journal Article Motivation science · December 2016 Psychological reactance is typically assumed to motivate resistance to controlling peer influences and societal prohibitions. However, some peer influences encourage behaviors prohibited by society. We consider whether reactant individuals are sensitive to ... Full text Cite

"Paper or plastic?": How we pay influences post-transaction connection

Journal Article Journal of Consumer Research · February 1, 2016 Does the way that individuals pay for a good or service influence the amount of connection they feel after the purchase has occurred? Employing a multi-method approach across four studies, individuals who pay using a relatively more painful form of payment ... Full text Cite

The influence of gender and self-monitoring on the products consumers choose for joint consumption

Journal Article International Journal of Research in Marketing · December 1, 2015 We examine how impression management can influence the types of products consumers suggest for joint consumption in same-gender and mixed-gender situations. We show that when motivated to engage in impression management, those who care the most about their ... Full text Cite

The Extravert Advantage: How and When Extraverts Build Rapport With Other People.

Journal Article Psychological science · November 2015 Extraverts are better than introverts at building rapport, but it remains unknown what they do behaviorally to better connect with other individuals. We hypothesized that extraverts mimic more than introverts as a way to build rapport; however, we predicte ... Full text Cite

Social Mimicry Enhances Mu-Suppression During Action Observation.

Journal Article Cerebral cortex (New York, N.Y. : 1991) · August 2015 During social interactions, there is a tendency for people to mimic the gestures and mannerisms of others, which increases liking and rapport. Psychologists have extensively studied the antecedents and consequences of mimicry at the social level, but the n ... Full text Cite

Mimicry: Causes and consequences

Journal Article Current Opinion in Behavioral Sciences · June 1, 2015 People both mimic and are mimicked in nearly every social interaction, though neither the mimicker nor the mimicked are generally aware of its occurrence. People mimic what they observe in others, including facial expressions, emotions, behavioral movement ... Full text Cite

When brands reflect our ideal world: The values and brand preferences of consumers who support versus reject society’s dominant ideology

Journal Article Journal of Consumer Research · June 1, 2015 In what ways can brands symbolize America’s defining values, and for whom do these values resonate? Drawing from research on values (Schwartz 1994), the symbolic power of brands (Holt 2004, 2006; McCracken 1986), and system justification theory (Jost and B ... Full text Cite

Morningness-eveningness and risk taking.

Journal Article The Journal of psychology · May 2015 Depending on individual differences in biological rhythms and diurnal preferences, people have long been described as either "larks" or "owls." Larks and owls differ greatly in personality aspects, but from the behavioral perspective it is unclear whether ... Full text Cite

Distinctively different: Exposure to multiple brands in low-elaboration settings

Journal Article Journal of Consumer Research · February 1, 2014 Consumers see many brands during the course of a day but often pay very little attention to how such exposures will influence their subsequent decisions. This research examines how being exposed to multiple brands at once affects consumers' reactions to th ... Full text Cite

The effect of voice quality on ad efficacy

Journal Article Psychology and Marketing · January 1, 2014 Extensive research has examined how to make broadcast advertising as effective as possible. However, one area of advertising that has received little research is the effect of the announcer or spokesperson's voice on consumers' reactions to the ad or the p ... Full text Cite

Seeing others through rose-colored glasses: An affiliation goal and positivity bias in implicit trait impressions

Journal Article Journal of Experimental Social Psychology · November 1, 2013 People infer traits from other people's behaviors without intention, awareness, or effort, and this spontaneous trait inference (STI) effect has been shown to be robust. The purpose of the present research was to demonstrate the flexibility of STIs despite ... Full text Cite

Stereotyping, affiliation, and self-stereotyping of underrepresented groups in the sales force

Journal Article Journal of Personal Selling and Sales Management · January 1, 2013 This study adds theoretical and managerial insights to the sales literature regarding the unfortunate but prevalent issue of stereotyping in sales by supervisors toward underrepresented groups of sales employees. Specifically, we examine (1) the self-evalu ... Full text Cite

The antecedents and consequences of human behavioral mimicry.

Journal Article Annual review of psychology · January 2013 Behavioral mimicry--the automatic imitation of gestures, postures, mannerisms, and other motor movements--is pervasive in human interactions. The current review focuses on two recent themes in the mimicry literature. First, an analysis of the moderators of ... Full text Cite

You give me the chills: embodied reactions to inappropriate amounts of behavioral mimicry.

Journal Article Psychological science · July 2012 In the research reported here, we investigated how suspicious nonverbal cues from other people can trigger feelings of physical coldness. There exist implicit standards for how much nonverbal behavioral mimicry is appropriate in various types of social int ... Full text Cite

Effect of Self-awareness on Negative Affect Among Individuals with Discrepant Low Self-esteem

Journal Article Self and Identity · July 1, 2012 Past research suggests that individuals with discrepant low self-esteem (low explicit and high implicit self-esteem) may hold themselves against higher standards and judge themselves more critically when they fall short of those standards (Zeigler-Hill & T ... Full text Cite

Beyond the Perception-Behavior Link: The Ubiquitous Utility and Motivational Moderators of Nonconscious Mimicry

Chapter · March 22, 2012 Perception and behavior are inextricably intertwined such that people automatically behave as they perceive. This "perception-behavior link" refers to the unintentional, nonconscious effects of social perception on social behavior. The perception of observ ... Full text Cite

Embodied emotion perception: Amplifying and dampening facial feedback modulates emotion perception accuracy

Journal Article Social Psychological and Personality Science · November 1, 2011 How do we recognize the emotions other people are feeling? One source of information may be facial feedback signals generated when we automatically mimic the expressions displayed on others' faces. Supporting this "embodied emotion perception," dampening ( ... Full text Cite

The object of my protection: Shielding fundamental motives from the implicit motivational influence of others

Journal Article Journal of Experimental Social Psychology · November 1, 2011 Goal shielding theory suggests that one's focal pursuits automatically inhibit the activation of interfering goals (Shah, Friedman, & Kruglanski, 2002); however, it is not entirely clear how individuals come to identify what constitutes "interfering". Thre ... Full text Cite

Preface

Journal Article Journal of Physics Conference Series · October 17, 2011 Full text Cite

Affect in the aftermath: how goal pursuit influences implicit evaluations.

Journal Article Cognition & emotion · April 2011 Previous research has shown that the activation of a goal leads to more implicit positivity toward goal-relevant stimuli. We examined how the actual pursuit of a goal influences subsequent implicit positivity toward such stimuli. Participants were consciou ... Full text Cite

Use of "entertainment" chimpanzees in commercials distorts public perception regarding their conservation status.

Journal Article PloS one · January 2011 Chimpanzees (Pan troglodytes) are often used in movies, commercials and print advertisements with the intention of eliciting a humorous response from audiences. The portrayal of chimpanzees in unnatural, human-like situations may have a negative effect on ... Full text Open Access Cite

Nonconscious Consumer Psychology

Journal Article Journal of Consumer Psychology · January 1, 2011 Full text Cite

Mind your mannerisms: Behavioral mimicry elicits stereotype conformity

Journal Article Journal of Experimental Social Psychology · January 1, 2011 Four studies demonstrate that the affiliative responding that is typically encouraged by mimicry can be manifested in conformity to shared gender and racial stereotypes. In Studies 1 and 2, mimicry by a confederate led participants to perform in accordance ... Full text Cite

Nonconscious goal pursuit: Isolated incidents or adaptive self-regulatory tool?

Journal Article Social Cognition · October 1, 2010 Models of nonconscious goal pursuit propose that goals can be activated and pursued without conscious awareness and intent. Until recently, these models have been relatively silent about whether or not nonconscious goal pursuit has consequences and what th ... Full text Cite

The schema-driven chameleon: how mimicry affects executive and self-regulatory resources.

Journal Article Journal of personality and social psychology · April 2010 The authors propose that behavioral mimicry is guided by schemas that enable efficient social coordination. If mimicry is schema driven, then the operation of these schemas should be disrupted if partners behave in counternormative ways, such as mimicking ... Full text Cite

Where is the love? The social aspects of mimicry.

Journal Article Philosophical transactions of the Royal Society of London. Series B, Biological sciences · August 2009 One striking characteristic of human social interactions is unconscious mimicry; people have a tendency to take over each other's posture, mannerisms and behaviours without awareness. Our goal is to make the case that unconscious mimicry plays an important ... Full text Cite

Moments of weakness: the implicit context dependencies of temptations.

Journal Article Personality & social psychology bulletin · July 2009 The implicit appeal of temptations may vary by the social and self-regulatory contexts in which they are encountered. In each of four studies, participants were subliminally primed with the name of someone associated with either drug use or drug abstinence ... Full text Cite

Social cues for creativity: The impact of behavioral mimicry on convergent and divergent thinking

Journal Article Journal of Experimental Social Psychology · July 1, 2009 We present behavioral mimicry as a social cue for creative thinking. Specifically, we argue that being mimicked by an interaction partner cues convergent thinking by signalling a social opportunity for collaboration, while not being mimicked cues divergent ... Full text Cite

Chapter 5 Human Mimicry

Journal Article Advances in Experimental Social Psychology · March 13, 2009 Human mimicry is ubiquitous, and often occurs without the awareness of the person mimicking or the person being mimicked. First, we briefly describe some of the major types of nonconscious mimicry-verbal, facial, emotional, and behavioral-and review the ev ... Full text Cite

Who I am depends on how I feel: the role of affect in the expression of culture.

Journal Article Psychological science · March 2009 We present a novel role of affect in the expression of culture. Four experiments tested whether individuals' affective states moderate the expression of culturally normative cognitions and behaviors. We consistently found that value expressions, self-const ... Full text Cite

The power of strangers: The effect of incidental consumer brand encounters on brand choice

Journal Article Journal of Consumer Research · February 1, 2009 In the course of daily encounters with other consumers, an individual may be incidentally exposed to various brands. We refer to these situations as incidental consumer brand encounters (ICBEs). This research examines how ICBEs influence brand choice. Four ... Full text Cite

Automatic effects of anthropomorphized objects on behavior

Journal Article Social Cognition · December 1, 2008 Behavior can be automatically affected by the perception of other people, be they significant others or members of social groups (e.g., Bargh, Chen, & Burrows, 1996; Chartrand & Bargh, 1999; Fitzsimons & Bargh, 2003). The current research uses these findin ... Full text Cite

Nonconscious goals and consumer choice

Journal Article Journal of Consumer Research · August 1, 2008 This work examines the process through which thrift versus prestige goals can nonconsciously affect decisions in a choice task. Drawing upon research on nonconscious goal pursuit, we present a theoretical framework detailing how consumer choices are affect ... Full text Cite

I am too just like you: nonconscious mimicry as an automatic behavioral response to social exclusion.

Journal Article Psychological science · August 2008 Research across various disciplines has demonstrated that social exclusion has devastating psychological, emotional, and behavioral consequences. Excluded individuals are therefore motivated to affiliate with others, even though they may not have the resou ... Full text Cite

Automatic effects of brand exposure on motivated behavior: How Apple makes you "think different"

Journal Article Journal of Consumer Research · June 1, 2008 This article first examines whether brand exposure elicits automatic behavioral effects as does exposure to social primes. Results support the translation of these effects: participants primed with Apple logos behave more creatively than IBM primed and con ... Full text Cite

Of chameleons and consumption: The impact of mimicry on choice and preferences

Journal Article Journal of Consumer Research · April 1, 2008 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 mimi ... Full text Cite

Subliminal Suggestion

Chapter · 2008 Cite

The downside of feeling better: Self-regard repair harms performance

Journal Article Self and Identity · January 1, 2008 While threats to self-regard are unpleasant and aversive, such threats can also be motivating, leading people to change their views of themselves, and their behavior. The current studies show that when individuals experience a threat to self-regard through ... Full text Cite

"The Depleted Chameleon: Behavioral Contagion and Self-Regulation"

Conference ADVANCES IN CONSUMER RESEARCH, VOL 35 · January 1, 2008 Link to item Cite

Nonconscious relationship reactance: When significant others prime opposing goals

Journal Article Journal of Experimental Social Psychology · September 1, 2007 Individuals nonconsciously and unintentionally pursue goals they associate with relationship partners (Fitzsimons & Bargh, 2003; Shah, 2003). Here, we demonstrate conditions under which individuals nonconsciously and unintentionally reject goals they assoc ... Full text Cite

Mimicry and me: The impact of mimicry on self-construal

Journal Article Social Cognition · August 1, 2007 Previous research has demonstrated that nonconscious interpersonal mimicry engenders liking, affiliation, empathy, and other positive social consequences. Some of these consequences have recently been shown to go beyond the dyad. In other words, interperso ... Full text Cite

Mimicry

Chapter · 2007 Cite

High-maintenance interaction: inefficient social coordination impairs self-regulation.

Journal Article Journal of personality and social psychology · September 2006 Tasks requiring interpersonal coordination permeate all spheres of life. Although social coordination is sometimes efficient and effortless (low maintenance), at other times it is inefficient and effortful (high maintenance). Across 5 studies, participants ... Full text Cite

Linking automatic evaluation to mood and information processing style: consequences for experienced affect, impression formation, and stereotyping.

Journal Article Journal of experimental psychology. General · February 2006 According to the feelings-as-information account, a person's mood state signals to him or her the valence of the current environment (N. Schwarz & G. Clore, 1983). However, the ways in which the environment automatically influences mood in the first place ... Full text Cite

Being bad isn't always good: affective context moderates the attention bias toward negative information.

Journal Article Journal of personality and social psychology · February 2006 Research has demonstrated that people automatically devote more attention to negative information than to positive information. The authors conducted 3 experiments to test whether this bias is attenuated by a person's affective context. Specifically, the a ... Full text Cite

Social stereotypes and automatic goal pursuit

Journal Article Social Cognition · December 1, 2005 Our repertoire of social behavior may include the ability to grasp and take on the goals of others automatically - that is, without conscious intent. Two experiments tested and confirmed the hypothesis that priming social groups causes individuals to pursu ... Full text Cite

Nonconscious imitation has consequences that go beyond the dyad

Journal Article Aisb 05 Convention Social Intelligence and Interaction in Animals Robots and Agents Proceedings of the 3rd International Symposium on Imitation in Animals and Artifacts · December 1, 2005 People often nonconsciously imitate other people and imitation has positive consequences for the interaction. We argue that imitation not only has consequences for the way in which an imitated person feels towards the imitator, but that imitation also chan ... Cite

Stereotype activation and goal priming

Journal Article Social Cognition · 2005 Cite

The role of conscious awareness in consumer behavior

Journal Article Journal of Consumer Psychology · January 1, 2005 Consumer behavior can be influenced by mental processes that occur outside of conscious awareness. It is argued that in each domain of automaticity, researchers should specify the aspects of which consumers are presumably unaware. Three types of awareness ... Full text Cite

The forest, the trees, and the chameleon: context dependence and mimicry.

Journal Article Journal of personality and social psychology · March 2004 Three studies examined the relation between context dependence in information processing and behavioral mimicry. In Experiment 1, a field-dependent cognitive style was related to a greater tendency to mimic a target's behavior. In Experiment 2 context depe ... Full text Cite

Priming

Chapter · 2004 Cite

The forest, the trees, and the chameleon: Context dependency and nonconscious mimicry

Journal Article Journal of Personality and Social Psychology · 2004 Cite

Self-monitoring without awareness: using mimicry as a nonconscious affiliation strategy.

Journal Article Journal of personality and social psychology · December 2003 This research sought to extend the current conceptualization of self-monitoring by examining whether self-monitoring motives and behaviors can operate outside of conscious awareness. Two studies examined nonconscious mimicry among high and low self-monitor ... Full text Cite

The chameleon effect as social glue: Evidence for the evolutionary significance of nonconscious mimicry

Journal Article Journal of Nonverbal Behavior · September 1, 2003 The "chameleon effect" refers to the tendency to adopt the postures, gestures, and mannerisms of interaction partners (Chartrand & Bargh, 1999). This type of mimicry occurs outside of conscious awareness, and without any intent to mimic or imitate. Empiric ... Full text Cite

Using nonconscious behavioral mimicry to create affiliation and rapport.

Journal Article Psychological science · July 2003 Nonconscious behavioral mimicry occurs when a person unwittingly imitates the behaviors of another person. This mimicry has been attributed to a direct link between perceiving a behavior and performing that same behavior. The current experiments explored w ... Full text Cite

It takes two to mimic: behavioral consequences of self-construals.

Journal Article Journal of personality and social psychology · May 2003 The present studies demonstrated the moderation of self-construal orientation on mimicry. Recent research has indicated that an interdependent self-construal is associated with assimilation of the other to the self whereas an independent self-construal is ... Full text Cite

May I have your attention, please: electrocortical responses to positive and negative stimuli.

Journal Article Neuropsychologia · January 2003 Previous research has shown that negative stimuli elicit more attention than do positive stimuli. However, this research has relied on response-based measures to assess attention. The current research uses the P1 component of the event-related brain potent ... Full text Cite

The role of nonconscious goal pursuit in hope

Journal Article Psychological Inquiry · December 1, 2002 Cite

Non-Conscious Influences on Consumer Choice

Journal Article Marketing Letters · December 1, 2002 While consumer choice research has dedicated considerable research attention to aspects of choice that are deliberative and conscious, only limited attention has been paid to aspects of choice that occur outside of conscious awareness. We review relevant r ... Full text Cite

Non-conscious influences on consumer choice

Journal Article Marketing Letters · 2002 Cite

The chameleon effect: the perception-behavior link and social interaction.

Journal Article Journal of personality and social psychology · June 1999 The chameleon effect refers to nonconscious mimicry of the postures, mannerisms, facial expressions, and other behaviors of one's interaction partners, such that one's behavior passively and unintentionally changes to match that of others in one's current ... Full text Cite

The unbearable automaticity of being

Journal Article American Psychologist · January 1, 1999 What was noted by E. J. Langer (1978) remains true today; that much of contemporary psychological research is based on the assumption that people are consciously and systematically processing incoming information in order to construe and interpret their wo ... Full text Cite

When manipulation backfires: The effects of time delay and requester on the foot-in-the-door technique

Journal Article Journal of Applied Social Psychology · January 1, 1999 We examined the effects of 2 variables on compliance rates within the foot-in-the-door procedure. Participants who agreed to a small request were presented with a larger request either immediately after the first request or 2 days later. The second request ... Full text Cite

Learning by imitation: a hierarchical approach.

Journal Article The Behavioral and brain sciences · October 1998 To explain social learning without invoking the cognitively complex concept of imitation, many learning mechanisms have been proposed. Borrowing an idea used routinely in cognitive psychology, we argue that most of these alternatives can be subsumed under ... Full text Cite

Priming primates: Human and otherwise

Journal Article Behavioral and Brain Sciences · 1998 Cite

Automatic Activation of Impression Formation and Memorization Goals: Nonconscious Goal Priming Reproduces Effects of Explicit Task Instructions

Journal Article Journal of Personality and Social Psychology · January 1, 1996 According to the auto-motive model (J. A. Bargh, 1990), intentions and goals are represented mentally and, as representations, should be capable of nonconscious activation by the environmental context (i.e., "priming"). To test this hypothesis, the authors ... Full text Cite

Preface

Other Oxford Art Journal · 1978 Full text Link to item Cite