Social Psychology Network

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Bob Cialdini

Bob Cialdini

Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation.

His books including, Influence: Science & Practice, are the result of decades of peer-reviewed research on why people comply with requests. Influence has sold over 3 million copies in over 30 languages and is a New York Times Bestseller.

His new book, Pre-Suasion: A Revolutionary Way to Influence and Persuade, published by Simon & Schuster, quickly became a Wall Street Journal and a New York Times Bestseller.

Because of the world-wide recognition of Dr. Cialdini’s cutting edge scientific research and his ethical business and policy applications, he is frequently regarded as the “Godfather of influence.”

Dr. Cialdini received his Ph.D from the University of North Carolina and post doctoral training from 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. Currently, Dr Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.

Dr. Cialdini is CEO and President of INFLUENCE AT WORK; focusing on ethical influence training, corporate keynote programs, and the CMCT (Cialdini Method Certified Trainer) program.

Cialdini’s clients include such organizations as Google, Microsoft, Cisco Systems, Bayer, Coca Cola, KPMG, AstraZeneca, Ericsson, Kodak, Merrill Lynch, Nationwide Insurance, Pfizer, AAA, Northern Trust, IBM, Prudential, The Mayo Clinic, GlaxoSmithKline, Kimberly-Clark, Harvard University – Kennedy School, The Weather Channel, the United States Department of Justice, and NATO.

For further details, please see:

http://www.influenceatwork.com/

Primary Interests:

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

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Books:

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

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