Werden Menschen hilfsbereiter, wenn man ihre Körpersprache nachahmt?

Studien:

Van Baaren, R. B., Holland, R. W., Kawakami, K., & Van Knippenberg, A. (2004). Mimicry and prosocial behavior. Psychological science, 15(1), 71-74.

Stel, M., & Van Knippenberg, A. (2008). The role of facial mimicry in the recognition of affect. Psychological Science, 19(10), 984.

Autor: Dipl. Psych. Eskil Burck

Lassen sich Menschen eher überzeugen, wenn man sie zuvor in ein Gespräch verwickelt?

Wenn man Menschen in ein Gespräch verwickelt, lassen sie sich in der Folge einfacher überreden. Was passiert wenn man diese Beeinflussungstechnik mit einer weiteren Manipulationstechnik kombiniert?

Besprochene Studien:

Dolinski, D., Grzyb, T., Olejnik, J., Prusakowski, S., & Urban, K. (2005). Let’s Dialogue About Penny: Effectiveness of Dialogue Involvement and Legitimizing Paltry Contribution Techniques. Journal of Applied Social Psychology, 35(6), 1150-1170.

Eine Vielzahl psychologischer Studien legt mittlerweile nahe, dass wir uns einfacher überzeugen lassen, wenn man uns leicht am Arm berührt. So konnte z.B. gezeigt werden, dass Menschen hilfsbereiter werden, wenn man …

– um ein bisschen Kleingeld bat.
– Versuchspersonen für eine Umfrage brauchte.
– nach einer Zigarette fragte.
– …

Literatur

Blackwell, P. L. (2000). The influence of touch on childdevelopment: Implications for intervention.Infantsand Young Children,13(1), 25–39.

Brockner, J., Pressman, B., Cabitt, J., & Moran, P. (1982). Nonverbal intimacy,sex, and compliance: A field study. Journal of Nonverbal Behavior,6, 253–258.

Alagna,  F.,  Whitcher,  S.,  Fisher,  J.,  &  Wicas,  E.  (1979).  Evaluative  reaction  to  interpersonal  touch  in  acounseling interview. Journal of  Counseling Psychology, 26,465-472.

Bacorn, C., & Dixon, D. (1984). The effects of touch on depressed and vocationally undecided clients. Journal of  Counseling Psychology, 31,488-49.

Camps, J., Tuteleers, C., Stouten, J., Nelissen, J. (2013). A situational touch: How touch affects people’s decision behavior. Social Influence, DOI:10.1080/15534510.2012.719479

Coan, J. A., Schaefer, H. S., & Davidson, R. J. (2006).  Lending a hand: Social regulation of the neural  response  to  threat.  Psychological  Science ,  17 (12),  1032 – 1039.  doi:10.1111/j.1467-9280.2006.01832.x

Crusco, A & Wetzel, C (1984). The midas touch: The effects of interpersonal touch on restaurant tipping. Personality and Social Psychology Bulletin, 10,512-517.

Doliński, D. (2010). Touch, compliance, and homophobia. Journal of Nonverbal Behavior, 34, 179-192.

Dariusz Dolinski (2013). Male homophobia, touch, and compliance: A matter of the touched, not the toucher. Polish Psychological Bulletin. Band 44, Heft 4, Seiten 457–461, ISSN (Print) 0079-2993, DOI: 10.2478/ppb-2013-0051, December 2013.

Durana, C. (1998). The use of touch in psychotherapy: Ethical and clinical guidelines. Pychotherapy, 35,269-280.

Eaton, M., Mitchell-Bonair, I,. & Friedmann, E. (1986). The effect of touch on nutritional intake of chronic organic brain syndrome patients. Journal of  Gerontology, 41,611-616.

Ebesu Hubbard, A. S., Tsuji, A., Williams, C., & Seatriz, V. (2003). Effects of touch on gratuities received insame-gender and cross-gender dyads. Journal of  Applied Social Psychology, 33(11),2427-2438.

Erceau, D., Guéguen, N., 2007. Tactile contact and evaluation of the toucher. Journal of Social Psychology 147, 441–444.

Field, T. (1999). Preschoolers in America are touched less and are more aggressive than preschoolers in France. Early Childhood Development and Care, 151,11-17.

Field, T., Hernandez-Reif, M., Diego, M., Schanberg, S., Kuhn, C., 2005. Cortisol decreases and serotonin and dopamine increase following massage therapy. International Journal of Neuroscience 115, 1397–1413.

Goldman, M., & Fordyce, J. (1983). Prosocial behavior as affected by eye contact, touch, andvoice expression.The Journal of Social Psychology,121, 125–129

Godin,  G.,  Sheeran,  P.,  Conner,  M.,  &  Germain,  M.  (2008).  Asking  questions  changes  behavior:  mere measurement effects on frequency of blood donation. Health Psychology, 27,179-184.

Guéguen, N., & Jacob, C. (2005). The Effect of touch on tipping: An evaluation in a French’s bar. International Journal of Hospitality Management, 24,295-299.

Guéguen,  N.,  (2001a).  Toucher  et  soumission  à  une  requête  :  Réplications  expérimentales  en  situationnaturelle et évaluation de l’impact du statut. Revue Internationale de Psychologie Sociale, 14,113-158.

Guéguen, N. (2001b). L’effet d’influence du toucher sur le comportement du consommateur: 2 illustrationsexpérimentales en extérieur. Direction et Gestion: La Revue des Sciences de Gestion, 190-191,123-132.

Guéguen, N. (2002). Touch, awareness of touch and compliance to a request. Perceptual and Motor Skills, 95,355-360.

Guéguen, N. (2002). Status, apparel and touch: Their joint effects on compliance to a request. North AmericanJournal of  Psychology, 4,279-286.

Gueguen, N. (2004). Nonverbal encouragement of participation in a course: The effect of touching. Social Psychology of Education,7,89-98.doi:10.1023/B:SPOE.0000010691.30834.14

Guéguen, N. (2007). The effect of a man’s touch on woman’s compliance to a request in a courtship context. Social Influence,2, 81–97.

Gueguen, N., & Fischer-Loku, J. (2002). An evaluation of touch on a large  request:  A field setting. Psychological Reports,90(1), 267–269.doi:10.2466/PR0.90.1.267-269.

Gueguen, N., and Fischer-Lokou, J. (2003). Tactile contact and spontaneous help: An evaluation in a natural setting. Journal of Social Psychology,143, 785-787.

Guéguen, N., & Jacob, C. (2005). The Effect of touch on tipping: An evaluation in a French’s bar. International Journal of Hospitality Management, 24,295-299.

Guéguen, N., & Jacob, C. (2006). The effect of tactile stimulation on the purchasing behaviour of consumers: An experimental study in natural setting. International Journal of Management, 23, 24-33.

Guéguen, N., Jacob, C., & Boulbry, G. (2007). Server’s suggestion and tactile contact: An evaluation in a restaurant.International Journal of  Hospitality Management, 26,1019-1023.

Guéguen, N., & Joule, R. V. (2008). L’effet d’influence du toucher sur la soumission à des requêtes: Uneméta-analyse. Cahiers Internationaux de Psychologie Sociale, 80,39-58.

Guéguen, N.  & Vion, M. (2009). The Effect of practitioner’s touch on patient’s medication compliance: An evaluation in a natural setting. Psychology, Health and Medicine, 14,689-694.

Holt-Lunstad, J., Birmingham, W. A., & Light, K. C.(2008). Influence of a“warm touch”support enhance-ment intervention among married couples on ambu-latory blood pressure, oxytocin, alpha amylase, andcortisol. Psychosomatic  Medicine,70,  976–985.doi:10.1097/PSY.0b013e318187aef7

Hornik, J. (1987). The effect of touch and gaze upon compliance and interest of interviewees. The Journal of Social Psychology, 127,681-683.

Hornik, J. (1992a). Effects of physical contact on customers’ shopping time and behavior. Marketing Letters,3,49-55.

Hornik, J. (1992b). Tactile stimulation and consumer response. Journal of Consumer Research, 19,449-458.

Hornik, J., & Ellis, S. (1988). Strategies to secure compliance for a mall intercept interview. Public OpinionQuarterly, 52,539-551.

Hou WH1, Chiang PT, Hsu TY, Chiu SY, Yen YC. (2010). Treatment effects of massage therapy in depressed people: a meta-analysis. 2010 jul;71(7):894-901. doi: 10.4088/jcp.09r05009blu. epub 2010 mar 23.

Hubble, M., Noble, F., & Robinson, S. (1981). The effect of counselor touch in an initial counseling session. Journal of Counseling Psychology, 28,533-535.

Jourard, S. (1966). An exploratory study of body accessibility. British Journal of  Social and Clinical Psychology, 5,221-231. Journal of  Articles in Support of  the Null Hypothesis.JASNH, 2011, Vol. 8, No. 18

Kaufman, D., & Mahoney, J. M. (1999). The effect of waitress touch on alcohol consumption in dyads. Journal of Social Psychology, 139,261-267.

Joule, R.V., Guéguen, N., 2007. Touch, compliance, and awareness of tactile contact.Perceptual and Motor Skills 104, 581–588.

Kleinke, C. (1977). Compliance to requests made by gazing and touching experimenters in field settings. Journal of  Experimental Social Psychology, 13,218-223.

Leonard JA, Berkowitz T, Shusterman A. (2014). The effect of friendly touch on delay-of-gratification in preschool children. Q J Exp Psychol (Hove). 2014;67(11):2123-33. doi: 10.1080/17470218.2014.907325. Epub 2014 Apr 22.

Lynn, M., Le, J. M., & Sherwyn, D. (1998). Reach out and touch your customers. Cornell Hotel and Restaurant Administration Quarterly, 39,60-65.

Moore, M. M. (2002). Courtship communication and perception.Perceptual and Motor Skills,94, 97–105.

Moore, M. M. (1985). Nonverbal patterns in women: Context and consequences. Ethology andSociobiology,6, 237–247.

Moore, M. M., & Butler, D. L. (1989). Predictive aspects on nonverbal courtship behavior inwomen.Semiotica,3, 201–214

Nannberg, J., & Hansen, C. (1994). Post-compliance touch: An incentive for task performance. The Journal of  Social Psychology, 134,301-307.

Paulsell, S., & Goldman, M. (1984). The effect of touching different body areas on prosocial behavior. The Journal of  Social Psychology, 122,269-273.

Patterson, M. L., Powell, J. L., & Lenihan, M. G. (1986). Touch, compliance, and interpersonal affect. Journal of Nonverbal Behavior,10(1), 41–50.doi:10.1007/BF00987204.

Patterson, M.L., and Manusov, V.L. (2006). The SAGE handbook ofnonverbal communication. Book Academic Collection, SagePublication.

Pattison, J. (1973). Effects of touch on self-exploration and the therapeutic relationship. Journal of  Consulting and Clinical Psychology, 40,170-175.

Powell, J.L., Meil, W., Patterson, M.L., Chouinard, E.F. (1994). Effects of timing of touch on compliance to a request. Journal of Social Behavior and Personality, 9, 153-162.

Scafidi F, Field T, Schanberg SM, et al. Effects of tactile/kinesthetic stimulation and sleep/wake behavior of preterm neonates.  Infant Behav Dev 1986;9:91-105.

Segrin,  C.  (1993).  The  effects  of  nonverbal  behavior  on  outcomes  of  compliance  gaining  attempts. Communication Studies, 44,169-187.

Smith, D., Gier, J., & Willis, F. (1982). Interpersonal touch and compliance with a marketing request. Basic and Applied Social Psychology, 3,35-38.

Stephen,  R.,  &  Zweigenhaft,  R.  (1986).  The  effect  on  tipping  of  a  waitress  touching  male  and  female customers. The Journal of Social Psychology, 126,141-142.

Stockwell, S., & Dye, A. (1980). Effects of counselor touch on counseling outcome. Journal of Counseling Psychology, 27,443-446.

Willis, F.N., Hamm, H.K. (1980). The use of interpersonal touch insecuring compliance. Journal of Nonverbal Behavior, 5, 49-55.

Wheldall ,  K. ,  Bevan ,  K .  &  Shortall ,  K .  (1986) .  A  touch  of  reinforcement :  The  effects of  contingent  teacher  touch  on  the  classroom  behaviour  of  young  children.  Educational Review,  38 ,  207-216.

Folgen wir eher der Empfehlung einer Kellnerin, wenn sie uns am Arm berührt?
Und geben wir ihr vielleicht sogar mehr Trinkgeld?

Literatur

Blackwell, P. L. (2000). The influence of touch on childdevelopment: Implications for intervention.Infantsand Young Children,13(1), 25–39.

Brockner, J., Pressman, B., Cabitt, J., & Moran, P. (1982). Nonverbal intimacy,sex, and compliance: A field study. Journal of Nonverbal Behavior,6, 253–258.

Alagna,  F.,  Whitcher,  S.,  Fisher,  J.,  &  Wicas,  E.  (1979).  Evaluative  reaction  to  interpersonal  touch  in  acounseling interview. Journal of  Counseling Psychology, 26,465-472.

Bacorn, C., & Dixon, D. (1984). The effects of touch on depressed and vocationally undecided clients. Journal of  Counseling Psychology, 31,488-49.

Camps, J., Tuteleers, C., Stouten, J., Nelissen, J. (2013). A situational touch: How touch affects people’s decision behavior. Social Influence, DOI:10.1080/15534510.2012.719479

Coan, J. A., Schaefer, H. S., & Davidson, R. J. (2006).  Lending a hand: Social regulation of the neural  response  to  threat.  Psychological  Science ,  17 (12),  1032 – 1039.  doi:10.1111/j.1467-9280.2006.01832.x

Crusco, A & Wetzel, C (1984). The midas touch: The effects of interpersonal touch on restaurant tipping. Personality and Social Psychology Bulletin, 10,512-517.

Doliński, D. (2010). Touch, compliance, and homophobia. Journal of Nonverbal Behavior, 34, 179-192.

Dariusz Dolinski (2013). Male homophobia, touch, and compliance: A matter of the touched, not the toucher. Polish Psychological Bulletin. Band 44, Heft 4, Seiten 457–461, ISSN (Print) 0079-2993, DOI: 10.2478/ppb-2013-0051, December 2013.

Durana, C. (1998). The use of touch in psychotherapy: Ethical and clinical guidelines. Pychotherapy, 35,269-280.

Eaton, M., Mitchell-Bonair, I,. & Friedmann, E. (1986). The effect of touch on nutritional intake of chronic organic brain syndrome patients. Journal of  Gerontology, 41,611-616.

Ebesu Hubbard, A. S., Tsuji, A., Williams, C., & Seatriz, V. (2003). Effects of touch on gratuities received insame-gender and cross-gender dyads. Journal of  Applied Social Psychology, 33(11),2427-2438.

Erceau, D., Guéguen, N., 2007. Tactile contact and evaluation of the toucher. Journal of Social Psychology 147, 441–444.

Field, T. (1999). Preschoolers in America are touched less and are more aggressive than preschoolers in France. Early Childhood Development and Care, 151,11-17.

Field, T., Hernandez-Reif, M., Diego, M., Schanberg, S., Kuhn, C., 2005. Cortisol decreases and serotonin and dopamine increase following massage therapy. International Journal of Neuroscience 115, 1397–1413.

Goldman, M., & Fordyce, J. (1983). Prosocial behavior as affected by eye contact, touch, andvoice expression.The Journal of Social Psychology,121, 125–129

Godin,  G.,  Sheeran,  P.,  Conner,  M.,  &  Germain,  M.  (2008).  Asking  questions  changes  behavior:  mere measurement effects on frequency of blood donation. Health Psychology, 27,179-184.

Guéguen, N., & Jacob, C. (2005). The Effect of touch on tipping: An evaluation in a French’s bar. International Journal of Hospitality Management, 24,295-299.

Guéguen,  N.,  (2001a).  Toucher  et  soumission  à  une  requête  :  Réplications  expérimentales  en  situationnaturelle et évaluation de l’impact du statut. Revue Internationale de Psychologie Sociale, 14,113-158.

Guéguen, N. (2001b). L’effet d’influence du toucher sur le comportement du consommateur: 2 illustrationsexpérimentales en extérieur. Direction et Gestion: La Revue des Sciences de Gestion, 190-191,123-132.

Guéguen, N. (2002). Touch, awareness of touch and compliance to a request. Perceptual and Motor Skills, 95,355-360.

Guéguen, N. (2002). Status, apparel and touch: Their joint effects on compliance to a request. North AmericanJournal of  Psychology, 4,279-286.

Gueguen, N. (2004). Nonverbal encouragement of participation in a course: The effect of touching. Social Psychology of Education,7,89-98.doi:10.1023/B:SPOE.0000010691.30834.14

Guéguen, N. (2007). The effect of a man’s touch on woman’s compliance to a request in a courtship context. Social Influence,2, 81–97.

Gueguen, N., & Fischer-Loku, J. (2002). An evaluation of touch on a large  request:  A field setting. Psychological Reports,90(1), 267–269.doi:10.2466/PR0.90.1.267-269.

Gueguen, N., and Fischer-Lokou, J. (2003). Tactile contact and spontaneous help: An evaluation in a natural setting. Journal of Social Psychology,143, 785-787.

Guéguen, N., & Jacob, C. (2005). The Effect of touch on tipping: An evaluation in a French’s bar. International Journal of Hospitality Management, 24,295-299.

Guéguen, N., & Jacob, C. (2006). The effect of tactile stimulation on the purchasing behaviour of consumers: An experimental study in natural setting. International Journal of Management, 23, 24-33.

Guéguen, N., Jacob, C., & Boulbry, G. (2007). Server’s suggestion and tactile contact: An evaluation in a restaurant.International Journal of  Hospitality Management, 26,1019-1023.

Guéguen, N., & Joule, R. V. (2008). L’effet d’influence du toucher sur la soumission à des requêtes: Uneméta-analyse. Cahiers Internationaux de Psychologie Sociale, 80,39-58.

Guéguen, N.  & Vion, M. (2009). The Effect of practitioner’s touch on patient’s medication compliance: An evaluation in a natural setting. Psychology, Health and Medicine, 14,689-694.

Holt-Lunstad, J., Birmingham, W. A., & Light, K. C.(2008). Influence of a“warm touch”support enhance-ment intervention among married couples on ambu-latory blood pressure, oxytocin, alpha amylase, andcortisol. Psychosomatic  Medicine,70,  976–985.doi:10.1097/PSY.0b013e318187aef7

Hornik, J. (1987). The effect of touch and gaze upon compliance and interest of interviewees. The Journal of Social Psychology, 127,681-683.

Hornik, J. (1992a). Effects of physical contact on customers’ shopping time and behavior. Marketing Letters,3,49-55.

Hornik, J. (1992b). Tactile stimulation and consumer response. Journal of Consumer Research, 19,449-458.

Hornik, J., & Ellis, S. (1988). Strategies to secure compliance for a mall intercept interview. Public OpinionQuarterly, 52,539-551.

Hou WH1, Chiang PT, Hsu TY, Chiu SY, Yen YC. (2010). Treatment effects of massage therapy in depressed people: a meta-analysis. 2010 jul;71(7):894-901. doi: 10.4088/jcp.09r05009blu. epub 2010 mar 23.

Hubble, M., Noble, F., & Robinson, S. (1981). The effect of counselor touch in an initial counseling session. Journal of Counseling Psychology, 28,533-535.

Jourard, S. (1966). An exploratory study of body accessibility. British Journal of  Social and Clinical Psychology, 5,221-231. Journal of  Articles in Support of  the Null Hypothesis.JASNH, 2011, Vol. 8, No. 18

Kaufman, D., & Mahoney, J. M. (1999). The effect of waitress touch on alcohol consumption in dyads. Journal of Social Psychology, 139,261-267.

Joule, R.V., Guéguen, N., 2007. Touch, compliance, and awareness of tactile contact.Perceptual and Motor Skills 104, 581–588.

Kleinke, C. (1977). Compliance to requests made by gazing and touching experimenters in field settings. Journal of  Experimental Social Psychology, 13,218-223.

Leonard JA, Berkowitz T, Shusterman A. (2014). The effect of friendly touch on delay-of-gratification in preschool children. Q J Exp Psychol (Hove). 2014;67(11):2123-33. doi: 10.1080/17470218.2014.907325. Epub 2014 Apr 22.

Lynn, M., Le, J. M., & Sherwyn, D. (1998). Reach out and touch your customers. Cornell Hotel and Restaurant Administration Quarterly, 39,60-65.

Moore, M. M. (2002). Courtship communication and perception.Perceptual and Motor Skills,94, 97–105.

Moore, M. M. (1985). Nonverbal patterns in women: Context and consequences. Ethology andSociobiology,6, 237–247.

Moore, M. M., & Butler, D. L. (1989). Predictive aspects on nonverbal courtship behavior inwomen.Semiotica,3, 201–214

Nannberg, J., & Hansen, C. (1994). Post-compliance touch: An incentive for task performance. The Journal of  Social Psychology, 134,301-307.

Paulsell, S., & Goldman, M. (1984). The effect of touching different body areas on prosocial behavior. The Journal of  Social Psychology, 122,269-273.

Patterson, M. L., Powell, J. L., & Lenihan, M. G. (1986). Touch, compliance, and interpersonal affect. Journal of Nonverbal Behavior,10(1), 41–50.doi:10.1007/BF00987204.

Patterson, M.L., and Manusov, V.L. (2006). The SAGE handbook ofnonverbal communication. Book Academic Collection, SagePublication.

Pattison, J. (1973). Effects of touch on self-exploration and the therapeutic relationship. Journal of  Consulting and Clinical Psychology, 40,170-175.

Powell, J.L., Meil, W., Patterson, M.L., Chouinard, E.F. (1994). Effects of timing of touch on compliance to a request. Journal of Social Behavior and Personality, 9, 153-162.

Scafidi F, Field T, Schanberg SM, et al. Effects of tactile/kinesthetic stimulation and sleep/wake behavior of preterm neonates.  Infant Behav Dev 1986;9:91-105.

Segrin,  C.  (1993).  The  effects  of  nonverbal  behavior  on  outcomes  of  compliance  gaining  attempts. Communication Studies, 44,169-187.

Smith, D., Gier, J., & Willis, F. (1982). Interpersonal touch and compliance with a marketing request. Basic and Applied Social Psychology, 3,35-38.

Stephen,  R.,  &  Zweigenhaft,  R.  (1986).  The  effect  on  tipping  of  a  waitress  touching  male  and  female customers. The Journal of Social Psychology, 126,141-142.

Stockwell, S., & Dye, A. (1980). Effects of counselor touch on counseling outcome. Journal of Counseling Psychology, 27,443-446.

Willis, F.N., Hamm, H.K. (1980). The use of interpersonal touch insecuring compliance. Journal of Nonverbal Behavior, 5, 49-55.

Wheldall ,  K. ,  Bevan ,  K .  &  Shortall ,  K .  (1986) .  A  touch  of  reinforcement :  The  effects of  contingent  teacher  touch  on  the  classroom  behaviour  of  young  children.  Educational Review,  38 ,  207-216.

Manchmal können schon scheinbar harmlose Ereignisse unsere Stimmung und unser Verhalten beeinflussen. Dies ließ sich auch  in einem klassischen Experiment aus der Psychologie beobachten: Forscher platzierten eine 10-Cent-Münzen in einer Telefonzelle. Würden jene Versuchspersonen, die das Geld fanden in der Folge hilfsbereiter sein?

Keywords: Psychologie – Hilfsbereitschaft – Experiment – 10 Cent – Telefonzelle – Sozialpsychologie

Besprochene Studien:

Isen, A. M., & Levin, P. F. (1972). Effect of feeling good on helping: cookies and kindness. Journal of personality and social psychology, 21(3), 384.

Literatur

Batson, C., J. Coke, F. Chard, D. Smith, and A. Taliaferro. 1979. Generality of the ‘glow of goodwill’:Effects of mood on helping and information acquisition.  Social Psychology Quarterly  42: 176–179.

Weyant, J., & Clark, R. D. (1976). Dimes and helping: The other side of the coin. Personality and Social Psychology Bulletin, 3(1), 107-110.