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Robert Cialdini

ROBERT.CIALDINI@asu.edu

Mail Code 1104 Psychology
Office of University Provost

Emeritus Professor
Psychology

(480)965-4971

Bio

Regents' Professor, Department of Psychology (Social), College of Liberal Arts and Sciences

Education

Ph.D., University of North Carolina, 1970

Bio

Robert Cialdini received undergraduate, graduate, and postgraduate education in Psychology at the University of Wisconsin, the University of North Carolina and Columbia University, respectively. He has held Visiting Scholar appointments at Ohio State University, the Universities of California at San Diego and Santa Cruz, the Annenberg School for Communications, and at both the Psychology Department and the Graduate School of Business of Stanford University. He is currently Regents' Professor of Psychology and Marketing at Arizona State University, where he has also been named Distinguished Graduate Research Professor. He has been elected president of the Society of Personality and Social Psychology. He is the recipient of the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, the Donald T. Campbell Award for Distinguished Contributions to Social Psychology, and the Peitho Award for Distinguished Contributions to the Science of Social Influence.

Research Interests

Persuasion and compliance, altruism, and the tactics of favorable self-presentation.

Research Projects

Studies of the effects of social norms on decisions to conserve energy.

Research Interests

Social Influence/Persuasion. Altruism/Helping.

Courses

Spring 2011

Courses Taught This Semester
Course Number Course Title
PGS 399 Supervised Research

Publications and Other Intellectual ContributionsGoogle Scholar

  1. Cialdini, R. B.. We have to break up. Perspectives on Psychological Science (2009).

  2. 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).

  3. 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).

  4. Griskevicius, V., Cialdini, R. B., & Goldstein, N. J.. Applying (and resisting) peer influence. MIT/Sloan Management Review (2008).

  5. 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).

  6. 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).

  7. Cialdini, R. B.. Influence: Science and Practice (5th ed.).. Allyn & Bacon (2008).

  8. Goldstein, N. J., Martin, S. J., & Cialdini, R. B.. Yes! 50 scientifically proven ways to be persuasive.. Free Press (2008).

  9. Book chapter: Cialdini, R. B.. Organizing for surprise: A career of arranging to be captured. Journeys in social psychology. Erlbaum (2008).

  10. Book chapter: Cialdini, R. B.. Turning persuasion from an art into a science. Symposium on knowledge and space: Clashes of knowledge. Springer (2008).

  11. Book chapter: Cialdini, R. B., & Mortensen, C. R.. Social influence.. 21st century psychology. Sage (2008).

  12. Book chapter: Goldstein, N. J., & Cialdini, R. B.. Normative influences on consumption and conservation behaviors.. The Social Psychology of Consumer Behavior. Psychology Press (2008).

  13. Book chapter: Petrova, P. K., & Cialdini, R. B.. Evoking the imagination as a strategy of influence. Handbook of Consumer Psychology. Lawrence Erlbaum Associates (2008).

  14. N. Goldstein, Robert Cialdini. Rooms for improvement: Using social psychological research for effective business practices. Cornell Hotel and Restaurant Administration Quarterly. (2007).

  15. N. Goldstein, Robert Cialdini. The spyglass self: A model of vicarious self-perception.. Journal of Personality and Social Psychology (2007).

  16. P Petrova, Robert Cialdini, S Sills. Personal consistency and compliance across cultures. Journal of Experimental Social Psychology (2007).

  17. R. Guadagno, Robert Cialdini. Gender differences in impression management in organizations: A qualitative review. Sex Roles, (2007).

  18. R. Guadagno, Robert Cialdini. Persuade him by email, but see her in person: Online persuasion revisited. Computers in Human Behavior (2007).

  19. Robert Cialdini. Descriptive norms as underappreciated sources of social control. Psychometrika (2007).

  20. Robert Cialdini, V. Griskevicius, J. Sundie, D. Kenrick. Persuasion paralysis: When unrelated motives immobilize influence. Social Influence (2007).

  21. 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).

  22. Cialdini, Robert B, Kenrick, D. T., Neuberg, S. L., Cialdini, R. B.. Social Psychology: Goals in Interaction. Allyn & Bacon (2007).

  23. Book chapter: Goldstein, N. J.,Cialdini, Robert B. Using social norms as a lever of social influence.. Science of social influence. Psychology Press (2007).

  24. J Pfeffer, C Fong, Robert Cialdini, R Portnoy. Why use an agent in transactions?. Personality and Social Psychology Bulletin (2006).

  25. R Bator, Robert Cialdini. The nature of consistency motivation: Consistency, aconsistency, and anticonsistency in a dissonance paradigm. Social Influence (2006).

  26. Robert Cialdini, L Demaine, D Barrett, K Rhoads, P Winter, B Sagarin. Managing social norms for persuasive impact. Social Influence (2006).

  27. S Martin, Robert Cialdini. The surprising science of influence and persuasion. Consumer Sciences Today (2006).

  28. 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).

  29. 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).

  30. Book chapter: Sundie, J (Author) ,Cialdini, Robert B (Author) ,Griskevicius, V (Author) ,Kenrick, Douglas T (Author) . Evolutionary social influence. Evolution and social psychology. Psychology Press (2006).

  31. Guadagno, R E, Cialdini, Robert B. Influence. Blackwell Dictionary of Organizational Behavior. Blackwell Publishing (2005).

  32. P Petrova, Robert Cialdini. Fluency of consumption imagery and the backfire effects of imagery appeals. Journal of Consumer Research (2005).

  33. Robert Cialdini. Don't throw in the towel: Use social influence research. American Psychological Society Observer (2005).

  34. 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).

  35. S Brown, T Asher, Robert Cialdini. Evidence of a positive relationship between age and preference for consistency. Journal of Research in Personality (2005).

  36. Book chapter: Social Psychology: Unraveling the Mystery. Allyn & Bacon Publishers (2005).

  37. Book chapter: Cialdini, Robert B (Author) ,Maner, J (Author) ,Gerend, M (Author) . Persuasion and health: Creating positive behaviour change. The ABC of behaviour change. Elsevier Science (2005).

  38. Book chapter: Cialdini, Robert B (Author) ,Sagarin, B J (Author) . Principles of interpersonal influence. Persuasion: Psychological insights and perspectives. Sage Press (2005).

  39. Book chapter: Guadagno, R E (Author) ,Cialdini, Robert B (Author) . Persuasion and attitude change on the Internet. The social net: The social psychology of the Internet. Oxford University Press (2005).

  40. 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).

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Presentations

  1. Cialdini, Robert Crafting normative messages for persuasive impact. Columbia University School of Business Colloquium Series. (Nov 2005).
  2. Cialdini, Robert The Poison Parasite Defense. George Washington Univ. Crossroads Colloquium Series. (Oct 2005).
  3. Cialdini, Robert Activating and aligning social norms for persuasive impact. Queens University Psychology Dept. Colloquium Series. (Oct 2005).
  4. Cialdini, Robert What science can teach lawyers about the art of persuasion. The Rappaport Lecture, Harvard University Law School. (Sep 2005).
  5. Cialdini, Robert The power of persuasion. U.S. Dept. of Energy, Energy 2005 Conference. (Aug 2005).
  6. Cialdini, Robert You don't have to be a fool to be fooled. International Cultic Studies Association Conference, Madrid. (Jul 2005).
  7. Cialdini, Robert Managing social norms for persuasive impact. Deptartment of Psychology, Princeton University Colloquium Series. (Apr 2005).
  8. Cialdini, Robert Recycling the concept of norms to protect the environment. Rocky Mountain Psychological Association Conference. (Apr 2005).

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Research Activity Research Awards

  1. Cialdini,Robert B * . Alcohol Abuse Prevention: Overcoming Three Barriers. HHS-NIH-NIAAA (8/1/2006 - 7/31/2007).
  2. Cialdini,Robert B * . UNDERSTANDING AND MOTIVATING ENERGY CONSERVATION VIA SOCIAL NORMS. HEWLETT (WILLIAM & FLORA) FDN (12/1/2001 - 12/31/2004).
  3. Cialdini,Robert B * . INFLUENCING BEHAVIOR THROUGH PUBLIC SERVICE ANNOUNCEMENTS. AZ CLEAN/ BEAUTIFUL (10/15/1997 - 5/20/1999).
  4. 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).
  5. Cialdini,Robert B * . RESEARCH ON CENSUS AND SURVEY PARTICIPATION. DOC-CENSUS (7/1/1990 - 10/31/1992).

* principal investigator

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Service

  1. Arizona Science Center Lecture, Speaker (2008 - present)
  2. National Institutes of Health, Grant Reviewer (2008 - present)
  3. University Business Services Coloquium Series, Presenter (2008 - present)
  4. Sustainability Coloquium Series, Presenter (2008 - present)
  5. ASU Center fo Services Leadership, Speaker (2008 - present)
  6. ASU Professional Sales and Management Initiative, Speaker (2008 - present)
  7. Univerisity-Community Partnership for Social Action Research, Advisory Board (2008 - present)
  8. Basic and Applied Social Psychology, Editorial Board (2008 - present)
  9. National Science Foundation, Grant Reviewer (2008 - present)
  10. Social Influence, Editorial Board (2008 - present)
  11. Yaffe Center for Persuasive Communication at University of Michigan, Board of Advisors (2006 - present)
  12. Cultic Studies Journal, Editorial Board (1993 - present)
  13. CLAS, Dean's Advisory Committee, Member (2007)
  14. Deptartment of Psychology Effectiveness Research Search Committee, Member (2006)
  15. American Association of Retired Persons, Advisor on Consumer Fraud (2006)
  16. Basic and Applied Social Psychology, Editorial Board (2006)
  17. CLAS Dean's Faculty Advisory Council, Member (2006)
  18. Cultic Studies Journal, Editorial Board (2006)
  19. Yaffe Center for Persuasive Communication at University of Michigan, Board of Advisors (2006)
  20. Cognitive Engineering Research Institute, Speaker (2006)
  21. Federation for the Addvancement of Behavioral and Brain Sciences, Speaker (2006)
  22. National Science Foundation, Grant Reviewer (2006)
  23. National Institutes of Health, Grant Reviewer (2006)
  24. ASU Campus Safety Committee, Advisor (2003 - 2004)
  25. College of Liberal Arts and Sciences, Alumni Lecturer (2003 - 2004)
  26. Psychology Department, Head, Fund-raising Initiative (2003 - 2004)
  27. Psychology Department, Member, Chair Search Committe (2003 - 2004)
  28. Psychology Department, Member, Faculty Evaluation Committee (2003 - 2004)
  29. Society of Personality and Social Psychology, Liaison to APA for the Decade of Behavior (2003 - 2004)
  30. Southwest Interdisciplinary Research Consortium, Advisory Board (2003 - 2004)
  31. Dean's Faculty Advisory Council, Member (ended 2004)
  32. Society of Personality and Social Psychology, Selection Committee for Distinguished Contributions Award (ended 2004)
  33. ASU President's Club, Lecturer (ended 2003)
  34. Faculty Achievement Awards, Evaluator

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