Robert Cialdini

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Robert Cialdini
Born (1945-04-27) April 27, 1945 (age 79)
Alma mater
speaker
  • Professor

    • Robert Beno Cialdini (born April 27, 1945) is an American psychologist. He is the

    visiting professor of marketing, business and psychology at Stanford University.[1][2]

    Education

    Cialdini received his

    Professor Emeritus of Psychology and Marketing at Arizona State University.[4]

    Work

    Cialdini wrote the 1984 book on persuasion and marketing, Influence: The Psychology of Persuasion. It was based on three "undercover" years applying for and training at used car dealerships, fund-raising organizations, and telemarketing firms to observe real-life situations of persuasion. He found that influence is based on six key principles: reciprocity, commitment and consistency, social proof, authority, liking, scarcity.[5] In 2016 he proposed a seventh principle. He called it the unity principle. The more we identify ourselves with others, the more we are influenced by these others.[6]

    The book has sold over five million copies and has been translated into 41 languages.[7] It has been listed on the New York Times Best Seller list and Fortune lists it in their "75 Smartest Business Books".[8] It is mentioned in 50 Psychology Classics.[9][10]

    One of Cialdini's other books, Yes! 50 Scientifically Proven Ways to Be Persuasive, was a

    New York Times Bestseller; and another of his books, The Small BIG: Small changes that spark a big influence, was a Times Book of the year.[11] In 2016, Cialdini published Pre-suasion, which became a New York Times and Wall Street Journal bestseller.[12]

    The Robert B. Cialdini prize from the Society for Personality and Social Psychology is named after him in honor of psychological research that demonstrates societal relevance using field methods.[13] He was elected a member of the National Academy of Sciences in April 2019.[14]

    Projects

    Cialdini was hired alongside many other behavioral scientists for the

    Hillary Clinton presidential campaign, 2016.[16][17]

    Selected publications

    References

    1. ^ University, Arizona State. "ASU Staff Directory: Robert Cialdini". ASU.EDU. Retrieved June 29, 2015.
    2. ^ University, Stanford. "ASU Staff Directory: Bob Cialdini". Stanford.EDU. Retrieved July 29, 2015.
    3. ^ "Award Recipients | Alumni". Retrieved 2019-10-30.
    4. ^ Cialdini, Robert. "Curriculum Vitae" (PDF). Robert Cialdini Bureau Friendly. Retrieved 29 July 2015.
    5. ISBN 978-0-205-60999-4
      .
    6. ISBN 978-1501109799
      .
    7. ^ Josephson, Brady (April 22, 2015). "6 Principles of Influence You Can Use For Your Cause". Huffington Post. Retrieved June 29, 2015.
    8. ^ Useem, Jerry (March 21, 2005). "The Smartest Books We Know – March 21, 2005". Money.cnn.com. Retrieved January 27, 2013.
    9. ^ Schaefer, Mark (2012). Return On Influence. McGraw-Hill.
    10. ISBN 978-1-85788-386-2
      . Retrieved June 29, 2015.
    11. ^ The New York Times (4 October 2008). "New York Times Best Seller List October, 2008". The New York Times. Retrieved 29 July 2015.
    12. ^ "Pre-Suasion: A Revolutionary Way to Influence and Persu…". Goodreads. Retrieved 2023-05-15.
    13. ^ "Cialdini Prize". SPSP.
    14. ^ "2019 NAS Election". National Academy of Sciences. April 30, 2019.
    15. ^ Carey, Benedict (November 12, 2012). "Academic 'Dream Team' Helped Obama's Effort". The New York Times.
    16. ^ "How to persuade people (hint: not by telling them they're stupid)". the Guardian. March 9, 2018.
    17. ^ Kellaway, Lucy (6 September 2016). "Persuasion tactics fit for a presidential campaign: Psychologist and business book author Robert Cialdini on how to sway people". FT.com. The Financial Times Ltd. Retrieved 15 October 2019. I rang Mr Cialdini to ask if he was helping Mrs Clinton, what he did in the moment before he replied struck me as unusually important. This amounted to a longish pause, and an intake of breath. Very slowly he said: 'It's my policy not to speak about any campaign that's ongoing. The emotions are too deep.'

    External links

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