Social Psychology Network

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Bob Cialdini

Bob Cialdini

Robert Cialdini is an internationally respected expert in the fields of persuasion, compliance, and negotiation. His books "Influence: Science and Practice" and "Influence: The Psychology of Persuasion" are the result of years of study into the reasons that people comply with requests in business and other settings. Together, they have sold over two million copies and have been translated into 26 languages.

Dr. Cialdini received his Ph.D. from the University of North Carolina and completed postdoctoral work at Columbia University. He has held Visiting Scholar appointments at Ohio State University, the University of California, the Annenberg School of Communications, and the Graduate School of Business of Stanford University.

Media coverage of Dr. Cialdini and his research has appeared in Dateline NBC, CNBC, CNN, ABC, the New York Times, Washington Post, USA Today, London Times, Scientific American, Psychology Today, and many other outlets.

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Primary Interests:

  • Applied Social Psychology
  • Attitudes and Beliefs
  • Helping, Prosocial Behavior
  • Interpersonal Processes
  • Persuasion, Social Influence
  • Social Cognition

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Journal Articles:

  • Cialdini, R. B. (2009). We have to break up. Perspectives on Psychological Science, 4, 5-6.
  • Cialdini, R. B. (2003). Crafting normative messages to protect the environment. Current Directions in Psychological Science, 12, 105-109.
  • Cialdini, R. B., Wosinska, W., Barrett, D. W., Butner, J., & Gornik-Durose, M. (1999). Compliance with a request in two cultures: The differential influence of social proof and commitment/consistency on collectivists and individualists. Personality and Social Psychology Bulletin 25, 1242-1253.
  • Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2008). A room with a viewpoint: Using normative appeals to motivate environmental conservation in a hotel setting. Journal of Consumer Research, 35, 472-482.
  • Griskevicius, V., Cialdini, R. B., & Goldstein, N. J. (2008). Applying (and resisting) peer influence. MIT/Sloan Management Review, 49, 84-88.
  • Guadagno, R. E., & Cialdini, R. B. (2002). On-line persuasion: An examination of differences in computer-mediated interpersonal influence. Group Dynamics: Theory, Research and Practice, 6, 38-51.
  • Petrova, P. K., & Cialdini, R. B. (2005). Fluency of consumption imagery and the backfire effects of imagery appeals. Journal of Consumer Research, 32, 442-452.
  • Sagarin, B. J., Cialdini, R. B., Rice, W. E., & Serna, S. B. (2002). Dispelling the illusion of invulnerability: The motivations and mechanisms of resistance to persuasion. Journal of Personality and Social Psychology, 83, 526-541.

Other Publications:

  • Cialdini, R. B. (2012). The focus theory of normative conduct. In P. van Lange, Kruglanski, A., & Higgins, E. T. (Eds.), Handbook of theories in social psychology. London: Sage Publications.
  • Cialdini, R. B., & Goldstein, N. J. (2004). Social influence: Compliance and conformity. In S. T. Fiske, D. L. Schacter, & C. Zahn-Waxler (Eds.), Annual review of psychology (Vol. 55, pp. 591-621). Annual Reviews, Inc.
  • Cialdini, R. B., Sagarin, B. J., & Rice, W. E. (2001). Training in ethical influence. In J. Darley, D. Messick, & T. Tyler (Eds.), Social influences on ethical behavior in organizations (pp. 137-153). Mahwah, NJ: Erlbaum.

Bob Cialdini
Department of Psychology
Arizona State University
Box 871104
Tempe, Arizona 85287-1104
United States

  • Phone: (480) 967-6070
  • Fax: (480) 965-8544

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