Robert Cialdini 44t37

Robert Cialdini From Wikipedia, the free encyclopedia Jump to: navigation, search This biographical article needs additional citations for verification. Please help by adding reliable sources. Contentious material about living persons that is unsourced or poorly sourced must be removed immediately, especially if potentially libelous or harmful. (June 2009)

Robert B. Cialdini

Dr. Robert B. Cialdini Born

April 27, 1945 (age 66)

Occupation

Psychologist Author

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]

Contents [hide] 



1 Influence o 1.1 Six "Weapons of Influence" o 1.2 6 key principles of persuasion by Robert Cialdini 2 Selected publications

  

3 See also 4 References 5 External links

[edit] Influence Influence: The Psychology of Persuasion (ISBN 0-688-12816-5)has also been published as a textbook under the title Influence: Science and Practice (ISBN 0-321-01147-3). In writing the book, he spent three years going "undercover" applying for jobs and training at used car dealerships, fund-raising organizations, telemarketing firms to observe real-life situations of persuasion. The book also reviews many of the most important theories and experiments in social psychology. Harvard Business Review lists Dr. Cialdini's research in "Breakthrough Ideas for Today's Business Agenda".

[edit] Six "Weapons of Influence" Cialdini defines six "weapons of influence": 









Reciprocity - People tend to return a favor, thus the pervasiveness of free samples in marketing. In his conferences, he often uses the example of Ethiopia providing thousands of dollars in humanitarian aid to Mexico just after the 1985 earthquake, despite Ethiopia suffering from a crippling famine and civil war at the time. Ethiopia had been reciprocating for the diplomatic Mexico provided when Italy invaded Ethiopia in 1935. The good cop/bad cop strategy is also based on this principle. Commitment and Consistency - If people commit, orally or in writing, to an idea or goal, they are more likely to honor that commitment because of establishing that idea or goal as being congruent with their self image. Even if the original incentive or motivation is removed after they have already agreed, they will continue to honor the agreement. For example, in car sales, suddenly raising the price at the last moment works because the buyer has already decided to buy. Cialdini notes Chinese brainwashing on American prisoners of war to rewrite their self image and gain automatic unenforced compliance. See cognitive dissonance. Social Proof - People will do things that they see other people are doing. For example, in one experiment, one or more confederates would look up into the sky; bystanders would then look up into the sky to see what they were seeing. At one point this experiment aborted, as so many people were looking up that they stopped traffic. See conformity, and the Asch conformity experiments. Authority - People will tend to obey authority figures, even if they are asked to perform objectionable acts. Cialdini cites incidents such as the Milgram experiments in the early 1960s and the My Lai massacre. Liking - People are easily persuaded by other people that they like. Cialdini cites the marketing of Tupperware in what might now be called viral marketing. People were more likely to buy if they liked the person selling it to them. Some of the many biases favoring more attractive people are discussed. See physical attractiveness stereotype.



Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" encourages sales.

[edit] 6 key principles of persuasion by Robert Cialdini This article's tone or style may not reflect the formal tone used on Wikipedia. Specific concerns may be found on the talk page. See Wikipedia's guide to writing better articles for suggestions. (August 2011) This article may need to be wikified to meet Wikipedia's quality standards. Please help by adding relevant internal links, or by improving the article's layout. (August 2011) Click [show] on right for more details.[show] 

One of the most famous guides to internet marketing is the book by Robert Cialdini[1] "Influence: The Psychology of Persuasion." [2] According to Cialdini there are six components of credibility. 6 key principles of persuasion 1. Mutual You share useful information through a blog with potential clients (e-books, articles, videos) so they can evaluate these materials in dignity and in the future would buy their full versions. 2. Deficit Each year during Christmas time everyone is trying to get some super toy willing to pay a lot of money because of its exclusivity. Rare things or events (collectibles, a chance to meet a celebrity, rock concert tickets) are valued much higher than normal. Artificial creation of scarcity is a very effective technique, and skill in applying it to market for new products. 3. Sympathy Give the audience an opportunity to know you better through various channels of communication express your individuality and share your thoughts through blog posts or video message, actively use Facebook, Twitter and other social media. Keep in mind and people will be pulled towards you so will be easier to influence. 4. Good reputation To gain influence you must possess not only fame but also expertise with the good reputation in your field. s will not follow you just like that but the skill and experience can serve as a good bait for them. Become a highly qualified specialist and share your knowledge ed by examples from the real life. You don’t have to be the most intelligent it is enough to know the target audience. 5. Popularity

Man by nature is a gregarious animal. We all tend to look at others and act as they do. For example, in the 2nd quarter turn in front of the restaurant shows its demand by the public and thus will grow further because if people are willing to wait so long to get inside there should be very cool. Make sure that everybody knows about it. If you have managed to sell a million copies of a product, build an ad on it. If the server does not withstand an influx of visitors apologizing for the lack of access to the site mention the cause. The principle is clear it’s useful to flaunt popularity and evidence. 6. Persistence Start a long term project in the area that you are interested in, develop strategy for the creation and dissemination of materials that carry people favor and stick to it. For example starting a blog for profit set a frequency of adding records and does not undermine it even in the absence of a response.

[edit] 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. ISBN 978-0205609994 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.

[edit] See also   

Persuasion Psychological manipulation Social influence

[edit] References 1. ^ http://www.influenceatwork.com/ 2. ^ http://www.squeezedbooks.com/book/show/25/influence-the-psychology-ofpersuasion-collins-business-essentials

[edit] External links  

Cialdini's official web site Cialdini's official web site in the United Kingdom

Retrieved from "http://en.wikipedia.org/w/index.php?title=Robert_Cialdini&oldid=451762962" View page ratings Rate this page What's this? Trustworthy Objective Complete Well-written I am highly knowledgeable about this topic (optional) I have a relevant college/university degree It is part of my profession It is a deep personal ion The source of my knowledge is not listed here I would like to help improve Wikipedia, send me an e-mail (optional) We will send you a confirmation e-mail. We will not share your address with anyone. () Submit ratings Saved successfully Your ratings have not been submitted yet Your ratings have expired Please reevaluate this page and submit new ratings. An error has occured. Please try again later. Thanks! Your ratings have been saved. Please take a moment to complete a short survey. Start survey Maybe later Thanks! Your ratings have been saved. Do you want to create an ? An will help you track your edits, get involved in discussions, and be a part of the community. Create an or Maybe later Thanks! Your ratings have been saved. Did you know that you can edit this page? Edit this page Maybe later Categories:

     

1945 births Living people Arizona State University faculty Social psychologists Persuasion theorists Marketing theorists

Hidden categories:         

BLP articles lacking sources from June 2009 Articles lacking reliable references from June 2009 All articles needing additional references Articles with hCards Wikipedia articles needing style editing from August 2011 All articles needing style editing Articles that need to be wikified from August 2011 All articles that need to be wikified Persondata templates without short description parameter

Personal tools 

/ create

Namespaces  

Article Discussion

Variants Views   

Read Edit View history

Actions Search Special:Search

Navigation      

Main page Contents Featured content Current events Random article Donate to Wikipedia

Interaction     

Help About Wikipedia Community portal Recent changes Wikipedia

Toolbox       

What links here Related changes file Special pages Permanent link Cite this page Rate this page

Print/export   

Create a book as PDF Printable version

Languages        

Español Français Bahasa Indonesia Italiano Polski Русский Slovenščina Svenska

 



This page was last modified on 21 September 2011 at 23:38. Text is available under the Creative Commons Attribution-ShareAlike License; additional may apply. See of use for details. Wikipedia® is a ed trademark of the Wikimedia Foundation, Inc., a non-profit organization. us

   

About Wikipedia Disclaimers Mobile view

 