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Institution
Arizona State UniversityCurrent Position
Graduate College Distinguished Research Professor and Arizona State University Regents' Professor Highest Degree
Ph.D. in Psychology from University of North Carolina, 1970
Research Interests
 | Helping/Pro-Social Behavior |
| Interpersonal Processes |
| Persuasion/Social Influence |
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Bob Cialdini
Department of Psychology
Arizona State University
Box 871104
Tempe, Arizona 85287-1104
U.S.A.
Home Page
Work: (480) 965-4971
Mobile: (480) 330-0855
Fax: (480) 965-8544
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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 three quarters of a million copies and have been translated into nine languages. In the field of influence and persuasion, Dr. Cialdini is the most cited social psychologist in the world today.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. Dr. Cialdini’s clients include IBM, Coca Cola, Compaq Computer Corporation, Kodak, Merrill Lynch, Prudential, the Mayo Clinic, Glaxo Wellcome, the American Advertising Federation, the National Association of Attorneys General, the United States Department of Justice, and NATO. For further details, please see: http://www.robertcialdini.com/
 Books:
 Cialdini, R. B. (2001). Influence: Science and practice (4th ed.). Boston: Allyn & Bacon.
- Cialdini, R. B. (1993). Influence: The psychology of persuasion (rev. ed.). New York: Morrow.
- Goldstein, N. J., Martin, S. J., & Cialdini, R. B. (2008). Yes! 50 scientifically proven ways to be persuasive. New York: Free Press. [Also published in the UK as Yes! 50 secrets from the science of persuasion. London: Profile Books.]
- Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2007). Social psychology: Goals in interaction (4th ed.). Boston, MA: Allyn & Bacon.
- Wosinska, W., Cialdini, R. B., Barrett, D. W., & Reykowski, J. (Eds.). (2001). The practice of social influence in multiple cultures. Mahwah, NJ: Lawrence Erlbaum Associates.
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. (2001, February). The science of persuasion. Scientific American, 284, 76-81.
- 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.
- 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., & 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.
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