Robert Cialdini | Arizona State University (original) (raw)
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Papers by Robert Cialdini
European Journal of Social Psychology, 2009
There is ample evidence of the power of social influence on pro-environmental behaviors. Beliefs ... more There is ample evidence of the power of social influence on pro-environmental behaviors. Beliefs about the conservation behavior of others (descriptive normative beliefs) have a strong positive correlation with one's own conservation actions. However, this relationship has not been investigated much further in terms of possible moderators or involved mechanisms of information processing. The present study examines two potential moderators and draws links to underlying processing mechanisms. We hypothesized that personal involvement with conservation issues and beliefs about other's approval of conservation (injunctive normative beliefs) would moderate the relationship between descriptive normative beliefs and conservation behavior. The sample consisted of 1604 California residents that were recruited through random digit telephone dialing. Results showed that both injunctive normative beliefs and personal involvement moderated the relationship between descriptive normative beliefs and conservation behavior. High personal involvement weakened the relationship, whereas high injunctive normative beliefs strengthened it. We conclude from these findings that descriptive normative beliefs influence conservation behavior through a rather nonconscious, peripheral route of information processing, while personal involvement motivates a more elaborate, central route of information processing. Copyright © 2009 John Wiley & Sons, Ltd.
Knowledge and Space, 2008
... Donaldson, SI, Graham, JW, Piccinin, AM, & Hansen, WB (1995). ... The Theory of Cogni... more ... Donaldson, SI, Graham, JW, Piccinin, AM, & Hansen, WB (1995). ... The Theory of Cognitive Dissonance: State of the Science and Directions for Future Research Peter Fischer, Dieter Frey,Claudia Peus, and Andreas Kastenmüller The theory of cognitive dissonance has had ...
Handbook of Theories of Social Psychology, 2000
Scientific American, 2001
T he scientific study of the process of social influence has been under way for well over half a ... more T he scientific study of the process of social influence has been under way for well over half a century, beginning in earnest with the propaganda, public information and persuasion programs of World War II. Since that time, numerous social scientists have investigated the ways in which one individual can influence another's attitudes and actions. For the past 30 years, I have participated in that endeavor, concentrating primarily on the major factors that bring about a specific form of behavior changecompliance with a request. Six basic tendencies of human behavior come into play in generating a positive response: reciprocation, consistency, social validation, liking, authority and scarcity. As these six tendencies help to govern our business dealings, our societal involvements and our personal relationships, knowledge of the rules of persuasion can truly be thought of as empowerment.
Advanced Social Psychology the State of the Science 2010 Isbn 978 0 19 538120 7 Pags 385 417, 2010
Academic Psychology Bulletin, May 31, 1983
ABSTRACT
Journal of Consumer Research, Dec 1, 2005
Existing research and widespread commercial usage suggest that appeals urging consumers to imagin... more Existing research and widespread commercial usage suggest that appeals urging consumers to imagine the product experience have powerful effects on product preferences. Three studies examined the mediating role of imagery accessibility and demonstrated that the difficulty of imagery generation can reverse the generally observed positive effects of imagery appeals. When participants were low in imagery abilities or when the product was not presented in a vivid way, imagery appeals were not only ineffective but even had a negative effect on product preferences. Providing evidence for its subjective nature, this imagery fluency effect was more likely for individuals attuned to their internal experiences.
The Health service journal, Jan 19, 2010
Impression Management Theory and Social Psychological Research, 1981
The Development of Prosocial Behavior, 1982
CMAJ : Canadian Medical Association journal = journal de l'Association medicale canadienne, Jan 25, 2002
The basic science of psychology has identified specific ingrained responses that are fundamental ... more The basic science of psychology has identified specific ingrained responses that are fundamental elements of human nature, underpin common influence strategies and may apply in medical settings. People feel a sense of obligation to repay a perceived debt. A request becomes more attractive when preceded by a marginally worse request. The drive to act consistently will persist even if demands escalate. Peer pressure is intense when people face uncertainty. The image of the requester influences the attractiveness of a request. Authorities have power beyond their expertise. Opportunities appear more valuable when they appear less available. These 7 responses were discovered decades ago in psychology research and seem intuitively understood in the business world, but they are rarely discussed in medical texts. An awareness of these principles can provide a framework for physicians to help patients change their behaviour and to understand how others in society sometime alter patients'...
Handbook of Behavioral Medicine, 2010
European Journal of Social Psychology, 2009
There is ample evidence of the power of social influence on pro-environmental behaviors. Beliefs ... more There is ample evidence of the power of social influence on pro-environmental behaviors. Beliefs about the conservation behavior of others (descriptive normative beliefs) have a strong positive correlation with one's own conservation actions. However, this relationship has not been investigated much further in terms of possible moderators or involved mechanisms of information processing. The present study examines two potential moderators and draws links to underlying processing mechanisms. We hypothesized that personal involvement with conservation issues and beliefs about other's approval of conservation (injunctive normative beliefs) would moderate the relationship between descriptive normative beliefs and conservation behavior. The sample consisted of 1604 California residents that were recruited through random digit telephone dialing. Results showed that both injunctive normative beliefs and personal involvement moderated the relationship between descriptive normative beliefs and conservation behavior. High personal involvement weakened the relationship, whereas high injunctive normative beliefs strengthened it. We conclude from these findings that descriptive normative beliefs influence conservation behavior through a rather nonconscious, peripheral route of information processing, while personal involvement motivates a more elaborate, central route of information processing. Copyright © 2009 John Wiley & Sons, Ltd.
Knowledge and Space, 2008
... Donaldson, SI, Graham, JW, Piccinin, AM, & Hansen, WB (1995). ... The Theory of Cogni... more ... Donaldson, SI, Graham, JW, Piccinin, AM, & Hansen, WB (1995). ... The Theory of Cognitive Dissonance: State of the Science and Directions for Future Research Peter Fischer, Dieter Frey,Claudia Peus, and Andreas Kastenmüller The theory of cognitive dissonance has had ...
Handbook of Theories of Social Psychology, 2000
Scientific American, 2001
T he scientific study of the process of social influence has been under way for well over half a ... more T he scientific study of the process of social influence has been under way for well over half a century, beginning in earnest with the propaganda, public information and persuasion programs of World War II. Since that time, numerous social scientists have investigated the ways in which one individual can influence another's attitudes and actions. For the past 30 years, I have participated in that endeavor, concentrating primarily on the major factors that bring about a specific form of behavior changecompliance with a request. Six basic tendencies of human behavior come into play in generating a positive response: reciprocation, consistency, social validation, liking, authority and scarcity. As these six tendencies help to govern our business dealings, our societal involvements and our personal relationships, knowledge of the rules of persuasion can truly be thought of as empowerment.
Advanced Social Psychology the State of the Science 2010 Isbn 978 0 19 538120 7 Pags 385 417, 2010
Academic Psychology Bulletin, May 31, 1983
ABSTRACT
Journal of Consumer Research, Dec 1, 2005
Existing research and widespread commercial usage suggest that appeals urging consumers to imagin... more Existing research and widespread commercial usage suggest that appeals urging consumers to imagine the product experience have powerful effects on product preferences. Three studies examined the mediating role of imagery accessibility and demonstrated that the difficulty of imagery generation can reverse the generally observed positive effects of imagery appeals. When participants were low in imagery abilities or when the product was not presented in a vivid way, imagery appeals were not only ineffective but even had a negative effect on product preferences. Providing evidence for its subjective nature, this imagery fluency effect was more likely for individuals attuned to their internal experiences.
The Health service journal, Jan 19, 2010
Impression Management Theory and Social Psychological Research, 1981
The Development of Prosocial Behavior, 1982
CMAJ : Canadian Medical Association journal = journal de l'Association medicale canadienne, Jan 25, 2002
The basic science of psychology has identified specific ingrained responses that are fundamental ... more The basic science of psychology has identified specific ingrained responses that are fundamental elements of human nature, underpin common influence strategies and may apply in medical settings. People feel a sense of obligation to repay a perceived debt. A request becomes more attractive when preceded by a marginally worse request. The drive to act consistently will persist even if demands escalate. Peer pressure is intense when people face uncertainty. The image of the requester influences the attractiveness of a request. Authorities have power beyond their expertise. Opportunities appear more valuable when they appear less available. These 7 responses were discovered decades ago in psychology research and seem intuitively understood in the business world, but they are rarely discussed in medical texts. An awareness of these principles can provide a framework for physicians to help patients change their behaviour and to understand how others in society sometime alter patients'...
Handbook of Behavioral Medicine, 2010