Robert Cialdini
Robert B. Cialdini is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
He is best known for his popular book on persuasion and marketing, Influence: The Psychology of Persuasion. Influence has sold over 2 million copies and has been translated into twenty-six languages. It has been listed on the New York Times Business Best Seller List. Fortune Magazine lists Influence in their "75 Smartest Business Books."[1]
Strategic communications
Cialdini has participated in the US official Interagency Strategic Communication Network and is quoted in a US military manual on strategic communications in the section on Key Leader Engagement as follows:
- “Somali warlord Mohammed Aideed … distributed toy rifles to Somali children, hoping that some would be mistaken for real rifles by UN troops, prompting them to fire on Somali children, which would make great propaganda against UN troops. The UN recognized this danger and ran influence campaigns, which were unsuccessful in convincing Somali parents to turn in the toy guns. It was only when the head of the Somali Women’s Organization, who was trusted in the community, urged their surrender that the toy guns were turned in.” Dr. Robert Cialdini, Regents’ Professor of Psychology, Arizona State University, Interagency Strategic Communication Network meeting, 10 April 2009[2]
Selected publications
- 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.
- 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 in organizations (pp. 137–153). Mahwah, NJ: Erlbaum.
- Cialdini, R. B. (2001). The science of persuasion. Scientific American, 284, 76-81.
- Cialdini, R. B. (2001). Influence: Science and practice (4th ed.). Boston: Allyn & Bacon.
- Kenrick, D. T., Neuberg, S. L., & Cialdini, R. B. (2002) Social Psychology: Unraveling the Mystery (2nd Ed.). Boston: Allyn & Bacon
- 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.
- 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.
External links
Notes
- ↑ [1]
- ↑ Commander’s Handbook for Strategic Communication and Communication Strategy Version 3.0 US Joint Forces Command Joint Warfighting Center 116 LAKE VIEW PARKWAY, SUFFOLK, VA 23435-2697, 24 June 2010, p. III-9
