Wednesday, July 09, 2003

Mimicry Will Get You Everywhere

Another reason to imitate Christ, because in the end that is really what matters. If your a waitress, here is some beneficial news.

From Nature magazine:

Waitresses who copy their customers' behaviour get substantially bigger tips than those who don't, Dutch psychologists have discovered1.

"Mimicry creates bonds between people - it induces a sense of 'we-ness'," says Rick van Baaren of the University of Nijmegen. "You know that what you're doing is ok, and you become more generous."

Van Baaren's team studied staff in an American-style restaurant in southern Holland. In half of the tests, they primed a waitress to repeat customers' orders back to them. In the other half, she said something else positive, such as "Coming right up!"

When copycatting, the waitresses' average tip almost doubled, to nearly 3 guilders (US$1.20). Service charge is included in Dutch restaurant bills, tips are a small additional gift.

The experiment is the first to show that mimicry has concrete benefits, van Baaren claims, although many understand its benefits implicitly. " A good salesperson knows from experience that people like to hear and see themselves," he says. Business training manuals often advise mirroring the customer.