Curriculum Vitae

Robert Cialdini, Ph.D. 

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CURRENT POSITION:

Arizona State University Regents’ Professor Emeritus of Psychology and Marketing, Department of Psychology, Arizona State University. President of INFLUENCE AT WORK, Tempe AZ.

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EDUCATIONAL BACKGROUND:

  • 1970-71 Postgraduate study in Social Psychology at Columbia University.
  • 1967-70 Graduate study in Social Psychology at the University of North Carolina (Ph.D., June, 1970).
  • 1963-67 Undergraduate study in Psychology at the University of Wisconsin (B.S., June, 1967).

PRIOR PROFESSIONAL EXPERIENCE:

  • 2000-01 Visiting Professor of Marketing, Graduate School of Business, Stanford University.
  • 1993-94 Visiting Scholar, Department of Psychology, Stanford University.
  • 1991-92 Visiting Professor, Graduate School of Business, Stanford University.

  • 1987-88 Visiting Scholar, The Annenberg School of Communications at the University of Southern California.
  • 1986 Visiting Professor of Psychology, University of California at Santa Cruz.
  • 1979-pr. Professor, Department of Psychology, Arizona State University.
  • 1978 Visiting Scholar, Department of Psychology, University of California at San Diego.
  • 1975-79 Associate Professor, Department of Psychology, Arizona State University.
  • 1973-74 Visiting Assistant Professor of Psychology, Social Psychology Doctoral Program, Ohio State University.
  • 1971-75 Assistant Professor, Department of Psychology, Arizona State University.

GRANT AND AWARDS:

  • 2002-05 “Understanding and motivating energy conservation via social norms.” Grant from The William and Flora Hewlett Foundation.
  • 1997-99 “Influencing behavior through public service annoucements.” Grant No. 98-154C/97-0152AI, Arizona Department of Environmental Quality.

  • 1996-98 “An examination of the comparative efficacy of descriptive and injunctive norms in environmental behavior change.” Cooperative Agreement No. PSW-96-0022CA from the U.S. Forest Service.
  • 1990-91 “Research on census and survey participation.” JSA No. 90-38 from the United States Bureau of the Census, U.S. Department of Commerce.
  • 1985-87 “Self-reward, emotional arousal and prosocial behavior” (with Jim Fultz). No. 5F32MH09181-02 from the National Institutes of Health.
  • 1985-86 “Consistency and prosocial behavior in children” (with Nancy Eisenberg). No. 1R01HD17909-02 from the National Institutes of Health.
  • 1984-85 “Altruism or the elimination of negative affect.” College of Liberal Arts and Sciences research award, Arizona State University.
  • 1983-84 “Study of compliance in stroke rehabilitation.” Grant No. 100-109-13-82 from the Flinn Foundation.
  • 1978-79 “Observation and categorization of compliance tactics.” No. 1R03MH31556-01 from the National Institutes of Health.
  • 1977-78 “An examination of compliance techniques in natural settings.” AZ State University.

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FELLOWSHIPS AND DISTINCTIONS:

  • 2009 Recipient, Distinguised Scientist Award of the Society Experimental Social Psychology
  • 2009 Fellow, Society of Experimental Social Psychology
  • 2009 Recipient, Outstanding Teaching Award from the Western Psychological Association.
  • 2008 Recipient, Award for Distinguished Service to the Discipline of Personality and Social Psychology from the Society of Personality and Social Psychology.
  • 2007 Recipient, Honorary Doctoral Degree, University of Basil, Basil Switzerland.
  • 2006 Recipient, The (inaugural) Peitho Prize for Distinguished Contributions to the Science of Social Influence from the Editorial Board of Social Influence
  • 2006 Recipient, Distinguished Member Award for Outstanding Contributions to the Field of Psychology from Psi Chi: The National Honors Society in Psychology

  • 2003 Recipient, Donald T. Campbell Award for Distinguished Contributions in Social Psychology from the Society of Personality and Social Psychology
  • 2003 Fellow, American Psychological Association, Division 8
  • 2002 Fellow, American Psychological Association, Division 23
  • 2001 American Psychological Society William James Distinguished Lecturer
  • 2000 Recipient, Distinguished Scientific Achievement Award from the Society of Consumer Psychology
  • 1997 Fellow, American Psychological Society.
  • 1996-97 President, Society for Personality and Social Psychology
  • 1996 Distinguished Alumnus Award (Psychology). Univ. of North Carolina-Chapel Hill.
  • 1994 G. Stanley Hall Lecturer at the meeting of the American Psychological Association.
  • 1988-pr. Arizona State University Regents’ Professor.
  • 1985-86 Graduate College Distinguished Research Professor, Arizona State University.


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OTHER RELEVANT PROFESSIONAL EXPERIENCE:

  • present- Member, Board of Advisors, Behavioral Science & Policy
  • 1999-pr. Member, Board of Advisors, Yaffe Center for Persuasive Communication, University of Michigan
  • 1993-pr. Member, Board of Consulting Editors, Basic and Applied Social Psychology.
  • 1990-pr. Member, Editorial Advisory Board, Cultic Studies Journal

  • 1989-95. Member, Board of Directors, Society for the Study of Social Influence.
  • 1983-88. Member, Board of Advisory Editors, Applied Social Psychology Annual.
  • 1976-79 Associate Editor, Journal of Personality and Social Psychology.
  • 1974-76 Member, Board of Consulting Editors, Journal of Personality and Social Psychology.
  • 1969 Director and Chief Statistician, Durham Birth Control Survey for the Carolina Population Center, Chapel Hill, North Carolina.

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 PUBLICATIONS:

1. Ressler, R. R., Cialdini, R. B., Ghoca, M. L., & Kliest, S. M. (1968). Alarm pheromone inthe earthworm Lubricus terrestris. Science, 161, 597-599.

2. Insko, C. A., & Cialdini, R. B. (1969). A test of three interpretations of attitudinal verbalreinforcement. Journal of Personality and Social Psychology, 12, 333-341.

3. Cialdini, R. B., & Insko, C. (1969). Attitudinal verbal reinforcement as a function ofinformation consistency: A further test of the two- factor theory. Journal ofPersonality and Social Psychology, 12, 342-349.

4. Blake, R. R., Insko, C. A., Cialdini, R. B., & Chaikan, A. L. (September, 1969). Beliefsand attitudes about contraception among the poor. Carolina Population CenterMonograph Series.

5. Insko, C. A., Blake, R. R., Cialdini, R. B., & Mulaik, S. A. (1970). Attitude toward birthcontrol and cognitive consistency: Theoretical and practical implications of surveydata. Journal of Personality and Social Psychology, 16, 238-244. 

6. Insko, C. A., & Cialdini, R. B. (1971). Interpersonal influence in a controlled setting: Theverbal conditioning of attitude. Morristown, NJ: General Learning Press.

7. Cialdini, R. B. (1971). Attitudinal advocacy in the verbal conditioner. Journal ofPersonality and Social Psychology, 17, 350-358.

8. Cialdini, R. B., Levy, A., Herman, P., & Evenbeck, S. (1973). Attitudinal politics: Thestrategy of moderation. Journal of Personality and Social Psychology, 25, 100-108.

9. Cialdini, R. B., Darby, B. L., & Vincent, J. E. (1973). Transgression and altruism: A casefor hedonism. Journal of Experimental Social Psychology, 9, 502-516.

10. Cialdini, R. B., Braver, S. L., & Lewis, S. K. (1974). Attributional bias and the easilypersuaded other. Journal of Personality and Social Psychology, 30, 631-637.

11. Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., Darby, B. L. (1975).

A reciprocal concessions procedure for inducing compliance: The door-in-the-facetechnique. Journal of Personality and Social Psychology, 31, 206-215.

12. Cialdini, R. B., & Mirels, H. L. (1976). Sense of personal control and attributions aboutyielding and resisting persuasion targets. Journal of Personality and SocialPsychology, 33, 395-402.

13. Cialdini, R. B., Kenrick, D. T., & Hoerig, J. (1976). Victim derogation in the Lernerparadigm: Just world or just justification? Journal of Personality and SocialPsychology, 33, 719-724.

14. Cialdini, R. B., & Ascani, K. (1976). Test of a concession procedure for inducing verbal,behavioral, and further compliance with a request to give blood. Journal of AppliedPsychology, 61, 295-300.

515. Cialdini, R. B., Borden, R. J., Thorne, A., Walker, M., Freeman, S., & Sloan, L. (1976).

Basking in reflected glory: Three (football) field studies. Journal of Personality andSocial Psychology, 34, 366-375.

16. Cialdini, R. B., & Schroeder, D. A. (1976). Increasing compliance by legitimizing paltrycontributions: When even a penny helps. Journal of Personality and SocialPsychology, 34, 599-604.

17. Cialdini, R. B., Levy, A., Herman, C. P., Kozlowski, L. T., & Petty, R. F. (1976). Elasticshifts of opinion: Determinants of direction and durability. Journal of Personality andSocial Psychology, 34, 663- 672.

18. Kenrick, D. K., Reich, J. W., Cialdini, R. B. (1976). Justification and compensation:Rosier skies for the devalued victim. Journal of Personality and Social Psychology,34, 654-657.

19. Cialdini, R. B., & Kenrick, D. T. (1976). Altruism as hedonism: A social developmentperspective on the relationship of negative mood and helping. Journal of Personalityand Social Psychology, 34, 907-914.

20. McPeek, R., & Cialdini, R. B. (1977). Social anxiety, emotion, and helping. Motivationand Emotion, 1, 225-233.

21. Lingle, J. H., Brock, T. C., & Cialdini, R. B. (1977). Surveillance instigates entrapmentwhen violations are observed, personal involvement is high, and sanctions are severe.

Journal of Personality and Social Psychology, 35, 419-421.

22. Kenrick, D. T., & Cialdini, R. B. (1977). Romantic attraction: Drive labeling or drivereduction? Journal of Personality and Social Psychology, 35, 381-391. (FeaturedArticle)Reprinted in: Wrightsman & Brigham (1981) (Eds.). Contemporary Issues in SocialPsychology, Vol. 4. Brooks/Cole.

23. Braver, S. L., Linder, D. E., Corwin, T. T., & Cialdini, R. B. (1977). Some conditions thataffect admissions of attitude change. Journal of Experimental Social Psychology, 13,565-576.

24. Cialdini, R. B., Cacioppo, J. T., Basset, R., & Miller, J. A. (1978). The low-ball procedurefor producing compliance: Commitment then cost. Journal of Personality and SocialPsychology, 36, 463-476. (Featured Article)25. Cialdini, R. B., Bickman, L., & Cacioppo, J. T. (1979). An example of consumeristic socialpsychology: Bargaining tough in the new car showroom. Journal of Applied SocialPsychology, 9, 115-126.

26. Kenrick, D. T., Baumann, D. J., & Cialdini, R. B. (1979). A step in the socialization ofaltruism as hedonism: Effects of negative mood on children’s generosity under publicand private conditions. Journal of Personality and Social Psychology, 37, 747-755.

627. Kenrick, D. T., Cialdini, R. B., & Linder, D. E. (1979). Misattribution under fear-producingcircumstances: Four failures to replicate. Personality and Social Psychology Bulletin,5, 329-334.

28. Kenrick, D. T., Cialdini, R. B., & Linder, D. E. (1979). Heterosexual attraction andattributional processes in fear producing situations. In G. Wilson & M. Cook (Eds.),Love and Attraction. London: Pergamon29. Cialdini, R. B. (1980). Full-cycle social psychology. In L. Bickman (Ed.), Applied SocialPsychology Annual (Vol. 1, pp. 21-47). Beverly Hills, CA: Sage Publications.

30. Mowen, J. C., & Cialdini, R. B. (1980). On implementing the door-in- the- facecompliance technique in a business context. Journal of Marketing Research, 17, 253-258.

31. Cialdini, R. B., & Richardson, K. D. (1980). Two indirect tactics of image management:Basking and blasting. Journal of Personality and Social Psychology, 89, 406-415.

32. Cialdini, R. B., & Petty, R. E. (1981). Anticipatory opinion change. In R. W. Petty, T.

Ostrom, & T. Brock (Eds.), Cognitive Responses to Persuasion (pp. 217-235).

Erlbaum Associates.

33. Richardson, K. D., & Cialdini, R. B. (1981). Basking in reflected glory. In Tedeschi (Ed.),Impression Management Theory and Social Psychological Research (pp. 41-53).

Academic Press.

34. Cialdini, R. B., Petty, R. E., & Cacioppo, J. T. (1981). Attitudes and attitude change. InRosenzweig & Porter (Eds.), Annual Review of Psychology (Vol. 32, pp. 357-404).

Annual Reviews, Inc.

35. Baumann, D. J., Cialdini, R. B., & Kenrick, D. T. (1981). Altruism as hedonism: Helpingand self-gratification as equivalent responses. Journal of Personality and SocialPsychology, 40, 1039-1046.

36. Cialdini, R. B., & Baumann, D. J. (1981). Littering: A new unobtrusive measure of attitude.

Social Psychology Quarterly, 44, 254-259.

37. Cialdini, R. B., & Carpenter, K. (1981). The availability heuristic: Does imagining make itso? In P. H. Reingen & A. G. Woodside (Eds.), Buyer-Seller Interactions: EmpiricalResearch and Normative Issues. Chicago, IL: American Marketing Association.

38. Cialdini, R. B., Baumann, D. J., & Kenrick, D. T. (1981). Insights from sadness: A threestepmodel of the development of altruism as hedonism. Developmental Review, 1,207-223.

39. Cialdini, R. B., Kenrick, D. T., & Baumann, D. J. (1982). Mood as a determinant ofprosocial behavior in children and adults. In N. Eisenberg (Ed.), The Development ofProsocial Behavior (pp. 339- 359). Academic Press.

40. Gregory, W. L., Cialdini, R. B., & Carpenter, K. M. (1982). Self- relevant scenarios asmediators of likelihood estimates and compliance: Does imagining make it so?Journal of Personality and Social Psychology, 43, 89-99.

41. Baumann, D. J., Cialdini, R. B., & Kenrick, D. T. (1983). Mood and sex differences in thedevelopment of altruism as hedonism. Academic Psychology Bulletin, 5, 299-307.

42. Cialdini, R. B. (1983). A philosophical analysis of commonplace morality. Review ofMoralities of Everyday Life by Sabini and Silver. Contemporary Psychology, 28, 422-423.

43. Sensenig, P. E., & Cialdini, R. B. (1984). Social psychological influences on thecompliance process: Implications for behavioral health. In J. Matarazzo, N. E. Miller,S. M. Weiss, J. A. Herd, & S. M. Weiss (Eds.), Behavioral Health: A handbook ofhealth enhancement and disease prevention (pp. 384-392). Wiley.

44. Manucia, G. K., Baumann, D. J., & Cialdini, R. B. (1984). Mood influences on helping:Direct effects or side effects? Journal of Personality and Social Psychology, 46, 357-364.

45. Cialdini, R. B. (1984). Principles of automatic influence. In J. Jacoby & S. Craig (Eds.),Personal Influence: Theory, research, and practice (pp. 1-28). Lexington, MA: Heath.

46. Cialdini, R. B. (1984). Influence. New York: William Morrow and Company, 302 pages.

(Published in paperback by Quill Books, 1985. Published in a classroom version byScott, Foresman & Co., 1985).

47. Eisenberg, N., & Cialdini, R. B. (1984). The role of consistency pressures in behavior.

Academic Psychology Bulletin, 6, 115-126.

48. Cialdini, R. B. (1985). Setting fractures in the bones of social interaction. Review of TheAccountability of Conduct by Semin and Manstead. Contemporary Psychology, 30,324.

49. Sherman, S. J., Cialdini, R. B., Schwartzman, D. F., & Reynolds, K. (1985). Imaginingcan heighten or lower the perceived likelihood of contracting a disease. Personalityand Social Psychology Bulletin, 11, 118-127.

50. Cialdini, R. B. (October, 1985). Persuasion principles. Public Relations Journal, 12-16.

51. Cialdini, R. B. (1986). Compliance principles of compliance professionals: Psychologistsof necessity. In M. Zanna, J. Olson, & C. Herman (Eds.), Social Influence: TheOntario Symposium (Vol. 5, pp. 165-184). Erlbaum Pubs.

52. Cialdini, R. B. (1987). The psychology of influence. Currents, 13, 48- 51.

53. Cialdini, R .B., Schaller, M., Houlihan, D., Arps, K., Fultz, J., & Beaman, A. L. (1987).

Empathy-based helping: Is it selflessly or selfishly mediated? Journal of Personalityand Social Psychology, 52, 749-758.

54. Cialdini, R. B. (1987). Personal influence: Being ethical and effective. In S. Oskamp & S.

Spacapan (Eds.), Interpersonal Processes: The Claremont Symposium on AppliedSocial Psychology (pp. 95-107). Newbury Park, CA: Sage.

55. Cialdini, R. B., Eisenberg, N., Shell, R., & McCreath, H. (1987). Commitments to help bychildren: Effects on subsequent prosocial self-attributions. The British Journal ofSocial Psychology, 26, 237-245.

56. Eisenberg, N., Cialdini, R. B., McCreath, H., & Shell, R. (1987). Consistency-basedcompliance: When and why do children become vulnerable? Journal of Personalityand Social Psychology, 52, 1174- 1181.

57. Maass, A., West, S. G., & Cialdini, R. B. (1987). Minority influence and conversion. In C.

Hendrick (Ed.), Review of Personality and Social Psychology (Vol. 8, pp. 55-79).

58. Cialdini, R. B. (1987). Perspectives on media effects. Contemporary Psychology, 32,125-126.

59. Cialdini, R. B. (1987). Why do people say yes when they want to say no? SocialScience, 72, 219-221.

60. Cialdini, R. B., (2nd. Ed.) (1988). Influence: Science and practice. Glenview, IL: Scott,Foresman.

61. Fultz, J., Schaller, M., & Cialdini, R. B. (1988). Empathy, sadness, and distress: Threerelated but distinct vacarious affective responses to another’s suffering. Personalityand Social Psychology Bulletin, 14, 312-325.

62. Schaller, M., & Cialdini, R. B. (1988). The economics of empathic helping: Support for amood management motive. Journal of Experimental Social Psychology, 24, 163-181.

63. Cialdini, R. B. (1988). Communicating responsibly with the public: Researcher as edifier.

Communication Research, 15, 787-792.

64. Cialdini, R. B. (1989). Indirect tactics of impression management: Beyond basking. In R.

Giacalone and P. Rosenfeld (Eds.), Impression management in the organization.

Hillsdale, NJ: Erlbaum.

65. Trost, M. R., Cialdini, R. B., & Maass, A. (1989). Effects of an international conflictsimulation on perceptions of the Soviet Union: A FIREBREAKS backfire. Journal ofSocial Issues, 45, 139- 158.

66. Cialdini, R. B., Finch, J. F., & DeNicholas, M. (1989). Strategic self- presentation: Theindirect route. In M. Cody & M. McLaughlin (Eds.), The Psychology of TacticalCommunication. London: Multilingual Matters, Ltd.

67. Finch, J. F., & Cialdini, R. B. (1989). Another indirect tactic of (self-) image management:Boosting. Personality and Social Psychology Bulletin, 15, 222-232.

68. Cialdini, R. B. (1989). Social motivations to comply: Norms, values, and principles. In J.

Roth and J. Scholz (Eds.), Taxpayer Compliance (Vol. 2). Philadelphia: University ofPennsylvania Press.

69. Eisenberg, N., Cialdini, R. B., McCreath, H., & Shell, R. (1989). Consistency-basedcompliance in children: When and why do consistency pressures have immediateeffects? International Journal of Behavioral Development, 12, 351-357.

70. Cialdini, R. B. (1989). Littering: When every litter bit hurts. In R. Rice & C. Atkin (Eds.),Public Communications Campaigns (Eds.). Newbury Park, CA: Sage Publications.

71. Cialdini, R. B., & DeNicholas, M. (1989). Self-presentation by association. Journal ofPersonality and Social Psychology, 57, 626- 631.

72. Cialdini, R. B., & Fultz, J. (1990). Interpreting the negative mood/helping literature viamega-analysis: A contrary view. Psychological Bulletin, 107, 210-214.

73. Cialdini, R. B. (1990). Consumers as targets of personal influence tactics. Advancing theConsumer Interest, 2, 36-39.

74. Cialdini, R. B. (1990). Perspectives on research classics: A door opens. ContemporarySocial Psychology, 14, 50-52.

75. Cialdini, R. B., Reno, R. R., & Kallgren, C. A. (1990). A focus theory of normativeconduct: Recycling the concept of norms to reduce littering in public places. Journalof Personality and Social Psychology, 58, 1015-1026.

76. Schaller, M., & Cialdini, R. B. (1990). Happiness, sadness, and helping: A motivationalintegration. In E. T. Higgins & R. Sorrentino (Eds.), Handbook of motivation andsocial cognition: Foundations of social behavior (Vol. 2). New York: Guilford, pp. 265-296.

77. Cialdini, R. B., Kallgren, C. A., & Reno, R. R. (1991). A focus theory of normativeconduct: A theoretical refinement and reevaluation of the role of norms in humanbehavior. In M. Zanna (Ed.), Advances in experimental social psychology (Vol. 24,pp. 201-234). New York: Academic Press.

78. Cialdini, R. B. (1991). Altruism or egoism: That is (still) the question. PsychologicalInquiry, 2, 124-126.

79. Reeves, R. A., Baker, G. A., Boyd, J. G., & Cialdini, R. B. (1991). The door-in-the-facetechnique: Reciprocal concessions vs. self- presentational explanations. Journal ofSocial Behavior and Personality, 6, 545-558.

80. Fultz, J., & Cialdini, R. B. (1991). Situational and personality determinants of the quantityand quality of helping. In R. A. Hinde & J. Groebel (Eds.), Cooperation, prosocialbehavior, trust, and commitment. Cambridge, UK: Cambridge University Press.

81. Cialdini, R. B., Green, B. L., & Rusch, A. J. (1992). When tactical pronouncements ofchange become real change: The case of reciprocal persuasion. Journal ofPersonality and Social Psychology, 63, 30- 40.

82. Cialdini, R. B. (1992). Le sei strade che portano al si (The six roads to yes). PsicologiaContemporanea, 10, 32-37.

83. Cialdini, R. B. (1992). Agents of influence: Bunglers, smugglers, and sleuths. CanadianJournal of Marketing Research, 11, 19-27.

84. Groves, R. M., Cialdini, R. B., & Couper, M. P. (1992). Understanding the decision toparticipate in a survey. Public Opinion Quarterly, 56, 475-495.

85. Reno, R. R., Cialdini, R. B., & Kallgren, Carl, A. (1993). The trans- situational influence ofsocial norms. Journal of Personality and Social Psychology, 64, 104-112.

86. Cialdini, R. B. (1993). Influence: Science and practice (3rd ed.). New York:HarperCollins.

87. Cialdini, R.B. (1993). Influence: The psychology of persuasion (Revised edition). NewYork: Quill.

88. Cialdini, R. B. (1994). Interpersonal influence. In S. Shavitt & T.C. Brock (Eds.),Persuasion: Psychological insights and perspectives. Boston: Allyn & Bacon. pp.

195-218.

89. Cialdini, R. B. (1994). A full-cycle approach to social psychology. In G.G. Brannigan &M.R. Merrens (Eds.), The social psychologists: Research adventures. Boston:McGraw-Hill.

90. Cialdini, R. B. (1994). Activating and aligning two kinds of norms in persuasivecommunications. In L. Sechrest, T. Backer, E. Rogers, M. Grady, & T. Campbell(Eds.), Effective dissemination of clinical and health information. Washington, DC:US Department of Health and Human Services.

91. Cialdini, R. B. (1994). Principles and techniques of social influence. In A. Tesser (Ed.),Advanced social psychology. New York: McGraw-Hill.

92. Cialdini, R. B. (1995). Norms. In A. Kuper & J. Kuper (Eds.), The social scienceencyclopedia (2nd ed.). London: Routledge.

93. Cialdini, R.B. (1995). Using the science of psychology to improve the art of fund raising.

In P. Stenbeck & P. Le Bas (Eds.). International fund raising. London: Biddles, Ltd.

94. Cialdini, R.B., Trost, M.R., & Newsom, J.T. (1995). Preference for consistency: Thedevelopment of a valid measure and the discovery of surprising behavioralimplications. Journal of Personality and Social Psychology, 69, 318-328.

95. Cialdini, R.B. (1996). Social influence and the triple tumor structure of organizationaldishonesty. In D.M. Messick & A. Tenbrunsel (Eds.). Behavioral Research andBusiness Ethics. New York: Russell Sage.

96. Wosinska, W., Dabul, A.J., Whetstone-Dion, R., Cialdini, R.B. (1996). Self-presentationresponses to success in the organization: The costs and benefits of modesty. Basicand Applied Social Psychology, 18, 229-242.

97. Cialdini, R.B. (1996). Friendly persuasion. Currents, 22, 54-58.

98. Cialdini, R.B. (1996). Activating and aligning two kinds of norms in persuasivecommunications. Journal of Interpretation Research, 1, 3-10.

99. Cialdini, R.B. (1997). Professionally responsible communication with the public: Givingpsychology a way. Personality and Social Psychology Bulletin, 23, 675-683.

100. Cialdini, R.B., Brown, S.L., Lewis, B.P., Luce, C., & Neuberg, S.L. (1997). Reinterpretingthe empathy-altruism relationship: When one into one equals oneness. Journal ofPersonality and Social Psychology, 73, 481-494.

101. Neuberg, S.L., Cialdini, R.B., Brown, S.L., Luce, C., Sagarin, B.J., & Lewis, B.P. (1997).

Does empathy lead to anything more than superficial helping? Journal ofPersonality and Social Psychology, 73, 510-516.

102. Dabul, A.J., Wosinska, W., Cialdini, R.B., Mandal, E., & Whetstone-Dion, R. (1997).

Self-presentational modesty across cultures: The effects of gender and socialcontext in the workplace. Polish Psychological Bulletin, 28, 295-306.

103. Cialdini, R.B., Eisenberg, N., Green, B.L., Rhoads, K.v.L., & Bator, R. (1998).

Undermining the undermining effect of reward on sustained interest. Journal ofApplied Social Psychology, 28, 249-263.

104. Cialdini, R.B., & Trost, M.R. (1998). Social influence: Social norms, conformity, andcompliance. In D. Gilbert, S. Fiske, & G. Lindzey (Eds.) The handbook of socialpsychology, (4th edition) vol. 2, pp. 151-192. New York: McGraw-Hill.

105. Cialdini, R.B., Wosinska, W., Dabul, A.J., Whetstone-Dion, R., & Heszen, I. (1998).

When social role salience leads to social role rejection: Modest self-presentationamong women and men in two cultures. Personality and Social Psychology Bulletin,24, 473-481.

106. Pfeffer, J., Cialdini, R.B., Hanna, B., & Knopoff, K. (1998). Faith in supervision and selfenhancementbias. Two psychological reasons why managers don’t empowerworkers. Basic and Applied Social Psychology, 20, 313-321.

107. Pfeffer, J., & Cialdini, R. B. (1998). Illusions of influence. In R. M. Kramer & M. A. Neale(Eds). Power and Influence in Organizations, pp 1-20. Thousand Oaks, CA: Sage.

108. Sagarin, B.J., Rhoads, K.v.L., & Cialdini, R.B. (1998). Deceiver’s distrust: Denigration asa consequence of undiscovered deception. Personality and Social PsychologyBulletin, 24, 1167-1176.

109. Winter, P. L., Cialdini, R. B., Bator, R. J., Rhoads, K., & Sagarin, B. J. (1998). An analysisof normative messages in signs at recreation settings. Journal of InterpretationResearch, 3, 39-47.

110. Cialdini, R.B., Bator, R.J., & Guadagno, R.E. (1999). Normative influences inorganizations. In L. Thompson, D. Messick, & J. Levine (Eds.). Shared cognition inorganizations, pp. 195-212. Mahwah, NJ: Erlbaum.

111. 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 proofand commitment/consistency on collectivists and individualists. Personality andSocial Psychology Bulletin 25, 1242-1253.

112. Cialdini, R.B. (1999). Of tricks and tumors: Some little recognized costs of dishonest useof effective social influence. Psychology & Marketing, 16, 91-98.

113. Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (1999). Social Psychology: Unraveling theMysteries. Boston: Allyn & Bacon.

114. Winter, P. L., Sagarin, B. J., Rhoads, K., Barrett, D. W., & Cialdini, R. B. (2000). Choosingto encourage or discourage: Perceived effectiveness of prescriptive versusproscriptive messages. Environmental Management, 26, 589-594.

115. Kallgren, C. A., Reno, R. R., & Cialdini, R. B. (2000). A focus theory of normative conduct:When norms do and do not affect behavior. Personality and Social PsychologyBulletin, 26, 1002-1012.

116. Bator, R. J., & Cialdini, R. B. (2000). The application of persuasion theory to thedevelopment of effective pro-environmental public service announcements. Journal ofSocial Issues, 56, 527-541.

117. Wosinska, W., Cialdini, R. B., Barrett, D. W., & Reykowski, J. (Eds.) (2001). The practiceof social influence in multiple cultures. Mahwah, NJ: Erlbaum.

118. Cialdini, R. B., Wosinska, W., Barrett, D. W., Butner, J., & Gornik-Durose, M. (2001). Thedifferential impact of two social influence principles on individualists and collectivists inPoland and the United States. In W. Wosinska, R. B. Cialdini, D. W. Barrett, & J.

Reykowski (Eds.). The practice of social influence in multiple cultures. Mahwah, NJ:Erlbaum.

119. Cialdini, R. B., Sagarin, B. J., & Rice, W. E. (2001). Training in ethical influence. In J.

Darley, D. Messick, and T. Tyler (Eds.). Social influences on ethical behavior inorganizations (pp. 137-153). Mahwah, NJ: Erlbaum.

120. Guadagno, R. E., Asher, T., Demaine, L. J., & Cialdini, R. B. (2001). When saying yesleads to saying no: Preference for consistency and the reverse foot-in-the-door effect.

Personality and Social Psychology Bulletin, 27, 859-867.

121. Cialdini, R. B. (2001). Systematic opportunism: An approach to the study of tactical socialinfluence. In J. P. Forgas and K. D. Williams (Eds.), Social influence: Direct andindirect processes (pp. 25-39). Philadelphia, PA: Psychology Press.

122. Cialdini, R. B. (2001). Littering: When every litter bit hurts. In R. Rice & C. Atkin (Eds.),Public Communications Campaigns (3rd ed.) (pp. 280-282). Newbury Park, CA: SagePublications.

123. Cialdini, R. B. (2001). Influence: Science and practice (4th ed.). Boston: Allyn & Bacon.

124. Cialdini, R. B. (2001, February). The science of persuasion. Scientific American, 284, 76-81. Reprinted in: Scientific American’s compilation “The Mind” (2003)125. Cialdini, R. B. (2001). Harnessing the science of persuasion. Harvard Business Review,79, 72-79.

126. Cialdini, R. B., & Rhoads, K. v. L. (2001, October). Human behavior and the marketplace.

Marketing Research, 9-13.

127. Cialdini, R. B., Wissler, R. L., & Schweitzer, N. J. (2002). The science of influence: Basicprinciples mediators and negotiators can use. Dispute Resolution, 9, 20-22.

Reprinted in: “The Best Articles Published by the American Bar Association,” GPSolo,2003, 20, 36-37.

128. Guadagno, R. E., & Cialdini, R. B. (2002). On-line persuasion: An examination ofdifferences in computer-mediated interpersonal influence. Group Dynamics: Theory,Research and Practice, 6, 38-51.

129. Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2002). Social Psychology: Unraveling theMysteries (2nd ed.). Boston: Allyn & Bacon.

130. Redelmeier, D. A., & Cialdini, R. B. (2002). Problems for clinical judgment: Principles ofinfluence in medical practice. Canadian Medical Association Journal, 166, 1680-1684.

131. Sagarin, B. J., Cialdini, R. B., Rice, W. E., & Serna, S. B. (2002). Dispelling the illusion ofinvulnerability: The motivations and mechanisms of resistance to persuasion. Journalof Personality and Social Psychology, 83, 526-541.

132. Cialdini, R. B., & Goldstein, N. J. (2002). The science and practice of persuasion. CornellHotel and Restaurant Administration Journal, 43, 40-50.

133. Rhoads, K. v. L., & Cialdini, R. B. (2002). The business of influence: Principles that lead tosuccess in commercial settings. In J. P. Dillard and M. Pfau (Eds.), The persuasionhandbook: Theory and practice (pp. 515-542). Thousand Oaks, CA: Sage.

134. Maner, J. K., Luce, C. L., Neuberg, S. L., Cialdini, R. B, Brown, S., Sagarin, B. J., andRice, W. E. (2002). The effects of perspective taking on motivations for helping: Stillno evidence for altruism. Personality and Social Psychology Bulletin, 28, 1601-1610.

135. Cialdini, R. B. (2003). Crafting normative messages to protect the environment. CurrentDirections in Psychological Science, 12, 105-109.

136. Cialdini, R. B. (2003). The power of persuasion. Stanford Social Innovation Review, 1,18-27.

137. Cialdini, R. B., & Guadagno, R. E. (2004). Sequential request compliance tactics. In J.

Seiter & R. Gass (Eds.), Perspectives on persuasion, social influence, andcompliance-gaining (pp. 207-222). Boston: Allyn & Bacon.

138. Cialdini, R. B., Petrova, Petia, & Goldstein, N. J. (2004). The hidden costs oforganizational dishonesty. MIT Sloan Management Review, 45, 67-73.

139. 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). Annual Reviews, Inc., pp. 591-621.

140. Barrett, D. W., Wosinska, W., Butner, J., Petrova, P., Gornik-Durose, M., & Cialdini, R. B.

(2004). Individual differences in the motivation to comply across cultures: The impactof social obligation. Personality and Individual Differences, 37, 19-31.

141. Cialdini, R. B. (2004). The language of persuasion. Harvard Management Update, 9, 10-142. Cialdini, R. B. (2004). The perils of being the best and the brightest. HarvardManagement Communication Letter, 1, 1-3.

143. Cialdini, R. B., & Martin, S. J. (2004). The science of compliance. NIMR Medical Review,3, 32-38.

144. Cialdini, R. B. (November 2, 2004). All in the cards: A review of Fahrenheit 9/11.

PsycCRITIQUES —Contemporary Psychology: APA Review of Books, 49, 1-3.

145. Sagarin, B. J., & Cialdini, R. B. (2004). Creating critical consumers: Motivating receptivityby teaching resistance. In E. Knowles and J. Linn (Eds.), Resistance and Persuasion(pp. 259-282). Mahwah, NJ: Erlbaum.

146. Cialdini, R. B., Maner, J., & Gerend, M., (2005). Persuasion and health: Creating positivebehaviour change. In J. Kerr, R. Weitkunat, & M. Moretti (Eds.), The ABC of behaviourchange (pp. 247-258). Edinburgh: Elsevier Science.

147. Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2005). Social Psychology: Unraveling theMystery (3rd Ed). Boston: Allyn & Bacon Publishers.

148. Cialdini, R. B. (2005). What’s the best secret device for engaging student interest? Hint:The answer’s in the title. Journal of Social and Clinical Psychology, 24, 22-29.

149. Cialdini, R. B., & Sagarin, B. J. (2005). Principles of interpersonal influence. In T. Brock& M. Green (Eds.), Persuasion: Psychological insights and perspectives (pp. 143-169). Newbury Park, CA: Sage Press.

150. Cialdini, R. B. (2005). Basic social influence is underestimated. Psychological Inquiry, 16,158-161.

151. Guadagno, R. E., & Cialdini, R. B. (2005). Persuasion and attitude change on theInternet. In Y. Amichai-Hamburger (Ed.), The social net: The social psychology of theInternet (pp. 91-113). Oxford: Oxford University Press.

152. Brown, S. L., Asher, T., & Cialdini, R. B. (2005). Evidence of a positive relationshipbetween age and preference for consistency. Journal of Research in Personality, 39,517-533.

153. Petrova, P. K., & Cialdini, R. B. (2005). Fluency of consumption imagery and the backfireeffects of imagery appeals. Journal of Consumer Research, 32, 442-452.

154. Guadagno, R. E., & Cialdini, R. B. (2005). Influence. Blackwell Dictionary ofOrganizational Behavior (pp.169-171). Oxford, England: Blackwell Publishing.

155. Martin, S., & Cialdini, R. B. (2006). The surprising science of influence and persuasion.

Consumer Sciences Today, 7, 4-9.

156. Cialdini, R. B., Demaine, L. Sagarin, B. J., Barrett, D. W., Rhoads, K., & Winter, P. L.

(2006). Managing social norms for persuasive impact. Social Influence, 1, 3-15.

157. Mandel, N., Petrova, P. K., & Cialdini, R. B. (2006). Images of success and the preferencefor luxury brands. Journal of Consumer Psychology, 16, 57-69.

158. Bator, R. J., & Cialdini, R. B. (2006). The nature of consistency motivation: Consistency,aconsistency, and anticonsistency in a dissonance paradigm. Social Influence, 1,208-233.

159. Griskevicius, V., Cialdini, R. B., & Kenrick, D. T. (2006). Peacocks, Picasso, and parentalinvestment: The effects of romantic motives on creativity. Journal of Personality andSocial Psychology, 91, 63-76.

160. Pfeffer, J., Fong, C. T., Cialdini, R. B., & Portnoy, R. R. (2006). Why use an agent intransactions? Personality and Social Psychology Bulletin, 32, 1362-1374.

161. Sundie, J., Cialdini, R. B., Griskevicius, V., & Kenrick, D. T. (2006). Evolutionary socialinfluence. In M. Schaller, J. Simpson, & D. T. Kenrick (Eds.), Evolution and socialpsychology (pp. 287-316). New York: Psychology Press.

162. Griskevicius, V., Goldstein, N. J., Mortensen, C. R., Cialdini, R. B., & Kenrick, D. T. (2006).

Going along versus going alone: When fundamental motives facilitate strategic(non)conformity. Journal of Personality and Social Psychology, 91, 281-294.

163. Goldstein, N. J., & Cialdini, R. B. (2007). Using social norms as a lever of social influence.

In Pratkanis, A. R. (Ed.), Science of social influence (pp.167-191). New York:Psychology Press.

164. Petrova, P. K., Cialdini, R. B., & Sills, S. J. (2007). Personal consistency and complianceacross cultures. Journal of Experimental Social Psychology, 43, 104-111.

165. Schultz, P. W., Nolan, J. M., Cialdini, R. B., Goldstein, N. J., & Griskevicius, V. (2007). Theconstructive, destructive, and reconstructive power of social norms. PsychologicalScience, 18, 429-434.

166. Cialdini, R. B. (2007). Descriptive social norms as underappreciated sources of socialcontrol. Psychometrika, 72, 263-268.

167. Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2007). Rooms for improvement. CornellHotel and Restaurant Administration Quarterly, 48, 145-150.

168. Goldstein, N. J., & Cialdini, R. B. (2007). The spyglass self: A model of vicarious selfperception.

Journal of Personality and Social Psychology, 92, 402-417.

169. Cialdini, R. B., Griskevicius, V., Sundie, J. L., & Kenrick, D. T. (2007). Persuasionparalysis: When unrelated motives immobilize influence. Social Influence, 2, 1-17.

170. Guadagno, R. E., & Cialdini, R. B. (2007). Gender differences in impression managementin organizations: A qualitative review. Sex Roles, 56, 483-494.

171. Griskevicius, V., Tybur, J.M., Sundie, J.M., Cialdini, R.B., Miller, G.F., & Kenrick D.T.

(2007). Blatant benevolence and conspicuous consumption: When romantic motiveselicit strategic costly signals. Journal of Personality and Social Psychology,93, 85-102.

172. Guadagno, R. E., & Cialdini, R. B. (2007). Persuade him by email, but see her in person:Online persuasion revisited. Computers in Human Behavior, 23, 999-1015.

173. Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2007). Social Psychology: Unraveling theMystery (4th Ed). Boston: Allyn & Bacon Publishers.

174. Cialdini, R. B. (2008). Turning persuasion from an art into a science. In P. Meusburger(Ed.), Symposium on knowledge and space: Clashes of knowledge (pp. 199-209).

Berlin: Springer.

175. Griskevicius, V., Cialdini, R. B., & Goldstein, N. J. (2008). Applying (and resisting) peerinfluence. MIT/Sloan Management Review, 49, 84-88.

176. Cialdini, R. B. (2008). Organizing for surprise: A career of arranging to be captured. In R.

Levine, A. Rodrigues, & L. C. Zelezny (Eds.), Journeys in social psychology (pp. 19-38). Mahwah, NJ: Erlbaum.

177. Cialdini, R. B., & Mortensen, C. R. (2008). Social influence. In S. F. Davis & W. Buskist(Eds.). 21st century psychology, Vol. 2 (pp. 123-133). Thousand Oaks, CA: Sage.

178. Nolan, J. M., Schultz, P. W., Cialdini, R. B., Goldstein, N. J., & Griskevicius, V. (2008).

Normative social influence is underdetected. Personality and Social PsychologyBulletin, 34, 913-923.

179. Goldstein, N. J., Cialdini, R. B., & Griskevicius, V. (2008). A room with a viewpoint: Usingnormative appeals to motivate environmental conservation in a hotel setting. Journalof Consumer Research, 35, 472-482.

180. Griskevicius, V., Cialdini, R. B., & Goldstein, N.J. (2008). Social norms: Anunderestimated and underemployed lever for managing climate change. InternationalJournal for Sustainability Communication, 3, 5-13.

181. Petrova, P. K., & Cialdini, R. B. (2008). Evoking the imagination as a strategy of influence.

In C. P. Haugtvedt, P. Herr, & F. Kardes (Eds.). Handbook of Consumer Psychology(pp. 505-524). New York: Lawrence Erlbaum Associates.

182. Goldstein, N. J., Martin, S. J., & Cialdini, R. B. (2008). Yes! 50 scientifically proven waysto be persuasive. New York: Free Press. [Also published in the UK as Yes! 50secrets from the science of persuasion. London: Profile Books.]183. Cialdini, R. B. (2009). Influence: Science and Practice (5th ed.). Boston: Allyn & Bacon.

184. Goldstein, N. J., & Cialdini, R. B. (2009). Normative influences on consumption andconservation behaviors. In M. Wänke (Ed.), The social psychology of consumerbehavior (pp.273-296). New York: Psychology Press.

185. Wosinska, W., Cialdini, R. B., Petrova, P. K., Barrett, D. W., Gornik-Durose, M., Butner, J.,& Griskevicius, V. (2009). Resistance to deficient organizational authority: The impactof culture and connectedness in the workplace. Journal of Applied Social Psychology,39, 834-851.

186. Cialdini, R. B. (2009). We have to break up. Perspectives on Psychological Science, 4, 5-6.

187. Griskevicius, V, Goldstein, N. J., Mortensen, C. R., Sundie, J. M., Cialdini, R. C., & Kenrick,D. T. (2009). Fear and loving in Las Vegas: Evolution, emotion, and persuasion.

Journal of Marketing Research, 46, 384-395.

188. Cialdini, R. B. (2009). Compliance. In D. Sander & K. Scherer (Eds.), The OxfordCompanion to Emotion and the Affective Sciences. Oxford: Oxford University Press.

189. Reid, A. E., Cialdini, R. B., & Aiken, L. S. (in press). Social norms and health behavior. InA. Steptoe (Ed.), Handbook of behavioral medicine. New York: Springer.

190. Gockeritz, S, Schultz, P. W., Rendon, T., Cialdini, R. B., Goldstein, N. J., & Griskevicius,V.

(in press). Descriptive normative beliefs and conservation behavior: The moderatingroles of personal involvement and injunctive normative beliefs. European Journal ofSocial Psychology.

191. Cialdini, R. B. (in press). Littering as an unobtrusive measure of political attitudes: Messybut clean. In R. Arkin (Ed.). 50 prominent social psychologists talk about hiddengems. New York: Oxford University Press.

192. Cialdini, R. B. (in press). The focus theory of normative conduct. In P. A. M. Van Lange, A.

W. Kruglanski, and E. T. Higgins (Eds.), Handbook of Theories of Social Psychology.

Thousand Oaks, CA: Sage.

193. Mortensen, C., & Cialdini, R. B. (2010). Full cycle social psychology for theory andapplication. Social and Personality Psychology Compass,4, 53-63.

194. Petrova, P. K., & Cialdini, R. B. (in press). Resistance to persuasion. In G. Hastings, C.

Bryant., & K. Angus (Eds.). The Sage handbook of social marketing. London: SagePublications.

18Sept. 2010195. Cialdini, R. B., & Griskevicius, V., (in press). Social influence. In R. Baumeister, & E.

Finkel (Eds.). Advanced social psychology. New York: Oxford University Press.

196. Goldstein, N. J., & Cialdini, R. B. (in press). The constructive, destructive, andreconstructive power of social norms. In D. de Cremer, J. K. Murnighan, & R. VanDick (Eds.). Social psychology and organizations. New York: Psychology Press.

197. Griskevicius, V., & Cialdini, R. B. (in press). Social influence. In R. P. Bagozzi & A. Ruvio(Eds.). Wiley International Encyclopedia of Marketing. London: John Wiley & Sons.

198. Cialdini, R. B., Goldstein, N. J., & Griskevicius, V. (in press). What social psychologistscan learn from evaluations of environmental interventions. In M. Mark, S. Donaldson,& B. Campbell (Eds.). Social psychology and program/policy evaluation.

199. Guadagno, R. E., & Cialdini, R. B. (2010). Preference for consistency and socialinfluence: A review of research findings. Social Influence,5, 152-163.

200. Cialdini, R. B. (in press). Littering as an unobtrusive measure of political attitudes: Messybut clean. In R. M. Arkin (Ed.). Most underappreciated: 50 prominent socialpsychologists talk about hidden gems. New York: Oxford University Press.

201. Guadagno, R. E., Cialdini, R. B., & Evron, G. (in press). What about Estonia? A SocialPsychological analysis of the First Internet War. Cyberpsychology & Behavior.

202. Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2010). Social Psychology: Unraveling theMystery (5th Ed). Boston: Allyn & Bacon.

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COMMUNITY PROJECTS

  • A study entitled “A study of two different populations in their willingness to provide personal and impersonal helping services” has been recently completed for the Blood Services Organization of the Phoenix area. The research investigated the tendency of two potential donor populations to provide either personal (blood) or impersonal (money) helping services. A college sample was found to be significantly more compliant with a request for blood donations than a sample of middle class suburban residents. However, the groups did not differ in frequency of compliance with a request for a monetary contribution. As the Blood Services Organization is wholly concerned with donations of blood, it was recommended that efforts to recruit volunteer blood donors be intensified on the Phoenix area campuses. A report of this project has appeared in the National Blood Services magazine “In Vivo”.

  • A series of studies of litter control has been conducted in consultation with the Phoenix City Departments of Sanitation and Parks and Recreation. Five experiments have consistently demonstrated the efficacy of norm salience procedures in the reduction of littering behavior in public places such as city parking garages, amusements parks, and lobbies of public buildings. The results of these studies will form the basis of a grant proposal designed to obtained funding for an investigation of effective norm salience techniques that are suitable for inclusion in mass media anti-littering campaigns.
  • A consumer education program has been developed with Chicanos por la causa, a Phoenix-based community agency with a primarily Mexican- American constituency. The program is designed to provide information to inner city residents concerning compliance techniques that are often employed by salesman, merchandisers, and fund-raisers. These techniques frequently involve psychological pressures and, consequently, can be categorized around social psychological concepts that have been demonstrated to lead to compliance (e.g., commitment, reciprocation, dependency, consistency). The goals of the program are to inform participants of the existence of such techniques that derive from a common psychological concept, and, finally, to provide means for resisting the influence of the pressures.

 

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