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Robert Cialdini

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W. P. Carey Marketing
Professor Emeritus
Psychology
Professor Emeritus
Faculty,
Biography

Emeritus Professor 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 more than 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 Cialdini’s cutting edge scientific research and his ethical business and policy applications, he is frequently regarded as the “Godfather of influence.”

Cialdini received his doctorate from the University of North Carolina and postdoctoral 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, Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.

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.

Education

Ph.D. University of North Carolina 1970

 

Research Interests

Social Influence/Persuasion. Altruism/Helping.

Publications
  • Cialdini, R. B. We have to break up. Perspectives on Psychological Science (2009).
  • Wosinska, W., Cialdini, R. B., Petrova, P. K., Barrett, D. W., Gornik-Durose, M., Butner, J., & Griskevicius, V. Resistance to deficient organizational authority: The impact of culture and connectedness in the workplace. Journal of Applied Social Psychology (2009).
  • Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. A room with a viewpoint: Using normative appeals to motivate environmental conservation in a hotel setting. Journal of Consumer Research (2008).
  • Griskevicius, V., Cialdini, R. B., & Goldstein, N. J. Applying (and resisting) peer influence. MIT/Sloan Management Review (2008).
  • Griskevicius, V., Cialdini, R. B., & Goldstein, N.J. Social norms: An underestimated and underemployed lever for managing climate change. International Journal for Sustainability Communication (2008).
  • Nolan, J. M., Schultz, P. W., Cialdini, R. B., Goldstein, N. J., & Griskevicius, V. Normative social influence is underdetected. Personality and Social Psychology Bulletin (2008).
  • Cialdini, R. B. Influence: Science and Practice (5th ed.). (2008).
  • Goldstein, N. J., Martin, S. J., & Cialdini, R. B. Yes! 50 scientifically proven ways to be persuasive. (2008).
  • Cialdini, R. B. Organizing for surprise: A career of arranging to be captured. Journeys in social psychology (2008).
  • Cialdini, R. B. Turning persuasion from an art into a science. Symposium on knowledge and space: Clashes of knowledge (2008).
  • Cialdini, R. B., & Mortensen, C. R. Social influence. 21st century psychology (2008).
  • Goldstein, N. J., & Cialdini, R. B. Normative influences on consumption and conservation behaviors. The Social Psychology of Consumer Behavior (2008).
  • Petrova, P. K., & Cialdini, R. B. Evoking the imagination as a strategy of influence. Handbook of Consumer Psychology (2008).
  • N. Goldstein, Robert Cialdini. Rooms for improvement: Using social psychological research for effective business practices. Cornell Hotel and Restaurant Administration Quarterly (2007).
  • N. Goldstein, Robert Cialdini. The spyglass self: A model of vicarious self-perception. Journal of Personality and Social Psychology (2007).
  • P Petrova, Robert Cialdini, S Sills. Personal consistency and compliance across cultures. Journal of Experimental Social Psychology (2007).
  • R. Guadagno, Robert Cialdini. Gender differences in impression management in organizations: A qualitative review. Sex Roles, (2007).
  • R. Guadagno, Robert Cialdini. Persuade him by email, but see her in person: Online persuasion revisited. Computers in Human Behavior (2007).
  • Robert Cialdini. Descriptive norms as underappreciated sources of social control. Psychometrika (2007).
  • Robert Cialdini, V. Griskevicius, J. Sundie, D. Kenrick. Persuasion paralysis: When unrelated motives immobilize influence. Social Influence (2007).
  • V. Griskevicius, J. Tybur, J. Sundie, Robert Cialdini, G. Miller, D. Kenrick. Blatant benevolence and conspicuous consumption: When romantic motives elicit strategic costly signals. Journal of Personality and Social Psychology (2007).
  • Cialdini, Robert B, Kenrick, D. T., Neuberg, S. L., Cialdini, R. B. Social Psychology: Goals in Interaction. (2007).
  • Goldstein, N. J.,Cialdini, Robert B. Using social norms as a lever of social influence. Science of social influence (2007).
  • J Pfeffer, C Fong, Robert Cialdini, R Portnoy. Why use an agent in transactions?. Personality and Social Psychology Bulletin (2006).
  • R Bator, Robert Cialdini. The nature of consistency motivation: Consistency, aconsistency, and anticonsistency in a dissonance paradigm. Social Influence (2006).
  • Robert Cialdini, L Demaine, D Barrett, K Rhoads, P Winter, B Sagarin. Managing social norms for persuasive impact. Social Influence (2006).
  • S Martin, Robert Cialdini. The surprising science of influence and persuasion. Consumer Sciences Today (2006).
  • V Griskevicius, N Goldstein, C Mortensen, Robert Cialdini, D Kenrick. Going along versus going alone: When fundamental motives facilitate strategic (non)conformity. Journal of Personality and Social Psychology (2006).
  • V Griskevicius, Robert Cialdini, D Kenrick. Peacocks, Picasso, and parental investment: The effects of romantic motives on creativity. Journal of Personality and Social Psychology (2006).
  • Sundie, J (Author) ,Cialdini, Robert B (Author) ,Griskevicius, V (Author) ,Kenrick, Douglas T (Author) . Evolutionary social influence. Evolution and social psychology (2006).
  • Guadagno, R E, Cialdini, Robert B. Influence. Blackwell Dictionary of Organizational Behavior (2005).
  • P Petrova, Robert Cialdini. Fluency of consumption imagery and the backfire effects of imagery appeals. Journal of Consumer Research (2005).
  • Robert Cialdini. Don't throw in the towel: Use social influence research. American Psychological Society Observer (2005).
  • Robert Cialdini. What's the best secret device for engaging student interest? Hint: The answer's in the title. Journal of Social and Clinical Psychology (2005).
  • S Brown, T Asher, Robert Cialdini. Evidence of a positive relationship between age and preference for consistency. Journal of Research in Personality (2005).
  • . . Social Psychology: Unraveling the Mystery (2005).
  • Cialdini, Robert B (Author) ,Maner, J (Author) ,Gerend, M (Author) . Persuasion and health: Creating positive behaviour change. The ABC of behaviour change (2005).
  • Cialdini, Robert B (Author) ,Sagarin, B J (Author) . Principles of interpersonal influence. Persuasion: Psychological insights and perspectives (2005).
  • Guadagno, R E (Author) ,Cialdini, Robert B (Author) . Persuasion and attitude change on the Internet. The social net: The social psychology of the Internet (2005).
  • D Barrett, W Wosinska, J Butner, P Petrova, M Gornik-Durose, Robert Cialdini. Individual differences in the motivation to comply across cultures: The impact of social obligation. Personality and Individual Differences (2004).
  • Robert Cialdini. The language of persuasion. Harvard Management Update (2004).
  • Robert Cialdini. The perils of being the best and the brightest. Harvard Management Communication Letter (2004).
  • Robert Cialdini, N Goldstein. Social Influence: Compliance and Conformity. Annual Review of Psychology (2004).
  • Robert Cialdini, Petia Petrova, N Goldstein. The hidden costs of organizational dishonesty. MIT Sloan Management Review (2004).
  • Robert Cialdini, S Martin. The science of compliance. NIMR Medical Review (2004).
  • . . Review of: PsycCRITIQUES -Contemporary Psychology: APA Review of Books (2004).
  • Cialdini, Robert B (Author) ,Goldstein, N J (Author) . Social Influence: Compliance and Conformity. Annual Review of Psychology (2004).
  • Cialdini, Robert B (Author) ,Guadagno, R E (Author) . Sequential request compliance tactics. Perspectives on persuasion, social influence, and compliance-gaining (2004).
  • Sagarin, B J (Author) ,Cialdini, Robert B (Author) . Creating critical consumers: Motivating receptivity by teaching resistance. Resistance and Persuasion (2004).
  • Robert Cialdini. Crafting normative messages to protect the environment. Current Directions in Psychological Science (2003).
  • Robert Cialdini. Creating an Ethical Environment. Leader to Leader (2003).
  • Robert Cialdini. The Mind. Scientific American (2003).
  • Robert Cialdini. The power of persuasion. Stanford Social Innovation Review (2003).
  • Robert Cialdini. The science of persuasion. Scientific American (2003).
  • Robert Cialdini, R Wissler, N Schweitzer. The Best Articles Published by the American Bar Association. GPSolo (2003).
  • B Sagarin, Robert Cialdini, W Rice, S Serna. Dispelling the illusion of invulnerability: The motivations and mechanisms of resistance to persuasion. Journal of Personality and Social Psychology (2002).
  • D Redelmeier, Robert Cialdini. Problems for clinical judgment: Principles of influence in medical practice. Canadian Medical Association Journal (2002).
  • J Maner, C Luce, Steven Neuberg, Robert Cialdini, S Brown, B Sagarin, W Rice. The effects of perspective taking on motivations for helping: Still no evidence for altruism. Personality and Social Psychology Bulletin (2002).
  • R Guadagno, Robert Cialdini. On-line persuasion: An examination of differences in computer-mediated interpersonal influence. Group Dynamics: Theory, Research and Practice (2002).
  • Robert Cialdini, N Goldstein. The science and practice of persuasion. Cornell Hotel and Restaurant Administration Journal (2002).
  • . . Social Psychology: Unraveling the Mysteries (2002).
  • Rhoads, K V L (Author) ,Cialdini, Robert B (Author) . The business of influence: Principles that lead to success in commercial settings. The persuasion handbook: Theory and practice (2002).
  • R Guadagno, T Asher, L Demaine, Robert Cialdini. When saying yes leads to saying no: Preference for consistency and the reverse foot-in-the-door effect. Personality and Social Psychology Bulletin (2001).
  • Robert Cialdini. Harnessing the science of persuasion. Harvard Business Review (2001).
  • Robert Cialdini, K Rhoads. Human behavior and the marketplace. Marketing Research (2001).
  • . . Influence: Science and practice (2001).
  • . . The practice of social influence in multiple cultures (2001).
  • Cialdini, Robert B (Author) . Littering: When every litter bit hurts. Public Communications Campaigns (2001).
  • Cialdini, Robert B (Author) . Systematic opportunism: An approach to the study of tactical social influence. Social influence: Direct and indirect processes (2001).
  • Cialdini, Robert B (Author) ,Sagarin, B J (Author) ,Rice, W E (Author) . Training in ethical influence. Social influences on ethical behavior in organizations (2001).
  • C Kallgren, R Reno, Robert Cialdini. A focus theory of normative conduct: When norms do and do not affect behavior. Personality and Social Psychology Bulletin (2000).
  • P Winter, B Sagarin, K Rhoads, D Barrett, Robert Cialdini. Choosing to encourage or discourage: Perceived effectiveness of prescriptive versus proscriptive messages. Environmental Management (2000).
  • R Bator, Robert Cialdini. The application of persuasion theory to the development of effective pro-environmental public service announcements. Journal of Social Issues (2000).
Research Activity
  • Cialdini,Robert B*. Alcohol Abuse Prevention: Overcoming Three Barriers. HHS-NIH-NIAAA(8/1/2006 - 7/31/2007).
  • Cialdini,Robert B*. UNDERSTANDING AND MOTIVATING ENERGY CONSERVATION VIA SOCIAL NORMS. HEWLETT (WILLIAM & FLORA) FDN(12/1/2001 - 12/31/2004).
  • Cialdini,Robert B*. INFLUENCING BEHAVIOR THROUGH PUBLIC SERVICE ANNOUNCEMENTS. AZ CLEAN/ BEAUTIFUL(10/15/1997 - 5/20/1999).
  • Cialdini,Robert B*. AN EXAMINATION OF THE COMPARITIVE EFFICACY OF DESCRIPTIVE AND INJUNCTIVE NORMS IN ENVIRONMENTAL BEHAVIOR CHANGE. USDA-FS(9/1/1996 - 9/30/1999).
  • Cialdini,Robert B*. RESEARCH ON CENSUS AND SURVEY PARTICIPATION. DOC - CENSUS(7/1/1990 - 10/31/1992).
Presentations
  • Cialdini, Robert. Crafting normative messages for persuasive impact. Columbia University School of Business Colloquium Series (Nov 2005).
  • Cialdini, Robert. The Poison Parasite Defense. George Washington Univ. Crossroads Colloquium Series (Oct 2005).
  • Cialdini, Robert. Activating and aligning social norms for persuasive impact. Queens University Psychology Dept. Colloquium Series (Oct 2005).
  • Cialdini, Robert. What science can teach lawyers about the art of persuasion. The Rappaport Lecture, Harvard University Law School (Sep 2005).
  • Cialdini, Robert. The power of persuasion. U.S. Dept. of Energy, Energy 2005 Conference (Aug 2005).
  • Cialdini, Robert. You don't have to be a fool to be fooled. International Cultic Studies Association Conference, Madrid (Jul 2005).
  • Cialdini, Robert. Managing social norms for persuasive impact. Deptartment of Psychology, Princeton University Colloquium Series (Apr 2005).
  • Cialdini, Robert. Recycling the concept of norms to protect the environment. Rocky Mountain Psychological Association Conference (Apr 2005).
Service
  • Arizona Science Center Lecture, Speaker (2008 - Present)
  • National Institutes of Health, Grant Reviewer (2008 - Present)
  • University Business Services Coloquium Series, Presenter (2008 - Present)
  • Sustainability Coloquium Series, Presenter (2008 - Present)
  • ASU Center fo Services Leadership, Speaker (2008 - Present)
  • ASU Professional Sales and Management Initiative, Speaker (2008 - Present)
  • Univerisity-Community Partnership for Social Action Research, Advisory Board (2008 - Present)
  • Basic and Applied Social Psychology, Editorial Board (2008 - Present)
  • National Science Foundation, Grant Reviewer (2008 - Present)
  • Social Influence, Editorial Board (2008 - Present)
  • Yaffe Center for Persuasive Communication at University of Michigan, Board of Advisors (2006 - Present)
  • Cultic Studies Journal, Editorial Board (1993 - Present)
  • CLAS, Dean's Advisory Committee, Member (2007 - 2007)
  • Deptartment of Psychology Effectiveness Research Search Committee, Member (2006 - 2006)
  • American Association of Retired Persons, Advisor on Consumer Fraud (2006 - 2006)
  • Basic and Applied Social Psychology, Editorial Board (2006 - 2006)
  • CLAS Dean's Faculty Advisory Council, Member (2006 - 2006)
  • Cultic Studies Journal, Editorial Board (2006 - 2006)
  • Yaffe Center for Persuasive Communication at University of Michigan, Board of Advisors (2006 - 2006)
  • Cognitive Engineering Research Institute, Speaker (2006 - 2006)
  • Federation for the Addvancement of Behavioral and Brain Sciences, Speaker (2006 - 2006)
  • National Science Foundation, Grant Reviewer (2006 - 2006)
  • National Institutes of Health, Grant Reviewer (2006 - 2006)
  • ASU Campus Safety Committee, Advisor (2003 - 2004)
  • College of Liberal Arts and Sciences, Alumni Lecturer (2003 - 2004)
  • Psychology Department, Head, Fund-raising Initiative (2003 - 2004)
  • Psychology Department, Member, Chair Search Committe (2003 - 2004)
  • Psychology Department, Member, Faculty Evaluation Committee (2003 - 2004)
  • Society of Personality and Social Psychology, Liaison to APA for the Decade of Behavior (2003 - 2004)
  • Southwest Interdisciplinary Research Consortium, Advisory Board (2003 - 2004)
  • Dean's Faculty Advisory Council, Member (2004)
  • Society of Personality and Social Psychology, Selection Committee for Distinguished Contributions Award (2004)
  • ASU President's Club, Lecturer (2003)
  • Faculty Achievement Awards, Evaluator (Present)
Expertise Areas
Social Psychology
Psychology