Robert B. Cialdini, Ph.D. - Publications

Affiliations: 
Arizona State University, Tempe, AZ, United States 

106 high-probability publications. We are testing a new system for linking publications to authors. You can help! If you notice any inaccuracies, please sign in and mark papers as correct or incorrect matches. If you identify any major omissions or other inaccuracies in the publication list, please let us know.

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Year Citation  Score
2018 Kenrick DT, Cohen AB, Neuberg SL, Cialdini RB. The Science of Antiscience Thinking. Scientific American. 319: 36-41. PMID 29924091 DOI: 10.1038/scientificamerican0718-36  1
2018 Schultz PW, Nolan JM, Cialdini RB, Goldstein NJ, Griskevicius V. The Constructive, Destructive, and Reconstructive Power of Social Norms: Reprise. Perspectives On Psychological Science : a Journal of the Association For Psychological Science. 13: 249-254. PMID 29592653 DOI: 10.1177/1745691617693325  0.88
2015 Jacobson RP, Mortensen CR, Jacobson KJL, Cialdini RB. Self-Control Moderates the Effectiveness of Influence Attempts Highlighting Injunctive Social Norms Social Psychological and Personality Science. 6: 718-726. DOI: 10.1177/1948550615578463  1
2015 Fombelle PW, Sirianni NJ, Goldstein NJ, Cialdini RB. Let them all eat cake: Providing VIP services without the cost of exclusion for non-VIP customers Journal of Business Research. 68: 1987-1996. DOI: 10.1016/j.jbusres.2015.01.018  1
2013 Cialdini R, Cliffe S. The uses (and abuses) of influence Harvard Business Review. 91: 76-81, 132. PMID 24730172  1
2012 Cialdini RB. The focus theory of normative conduct Handbook of Theories of Social Psychology. 295-312. DOI: 10.4135/9781446249222.n41  1
2012 Sundie JM, Cialdini RB, Griskevicius V, Kenrick DT. The world's (truly) oldest profession: Social influence in evolutionary perspective Social Influence. 7: 134-153. DOI: 10.1080/15534510.2011.649890  1
2011 Jacobson RP, Mortensen CR, Cialdini RB. Bodies obliged and unbound: differentiated response tendencies for injunctive and descriptive social norms. Journal of Personality and Social Psychology. 100: 433-48. PMID 21171790 DOI: 10.1037/a0021470  1
2011 Goldstein NJ, Cialdini RB. Managing normative influences in organizations Social Psychology and Organizations. 67-86. DOI: 10.4324/9780203846957  1
2011 Goldstein NJ, Cialdini RB. Using social norms as a lever of social influence The Science of Social Influence: Advances and Future Progress. 167-191. DOI: 10.4324/9780203818565  0.52
2011 Petrova PK, Cialdini RB. New approaches toward resistance to persuasion The Sage Handbook of Social Marketing. 107-122. DOI: 10.4135/9781446201008.n8  1
2011 Goldstein NJ, Griskevicius V, Cialdini RB. Reciprocity by Proxy: A Novel Influence Strategy for Stimulating Cooperation Administrative Science Quarterly. 56: 441-473. DOI: 10.1177/0001839211435904  1
2011 Guadagno RE, Sundie JM, Hardison TA, Cialdini RB. The persuasive power of powerpoint ® presentations Acm International Conference Proceeding Series. DOI: 10.1145/2467803.2467805  1
2011 Cialdini RB. Roots, shoots, and fruits of persuasion in military affairs Analyses of Social Issues and Public Policy. 11: 27-30. DOI: 10.1111/j.1530-2415.2010.01227.x  1
2010 Guadagno RE, Cialdini RB, Evron G. Storming the servers: a social psychological analysis of the First Internet War. Cyberpsychology, Behavior and Social Networking. 13: 447-53. PMID 20712503 DOI: 10.1089/cyber.2009.0134  1
2010 Guadagno RE, Cialdini RB. Preference for consistency and social influence: A review of current research findings Social Influence. 5: 152-163. DOI: 10.1080/15534510903332378  1
2010 Göckeritz S, Schultz PW, Rendón T, Cialdini RB, Goldstein NJ, Griskevicius V. Descriptive normative beliefs and conservation behavior: The moderating roles of personal involvement and injunctive normative beliefs European Journal of Social Psychology. 40: 514-523. DOI: 10.1002/ejsp.643  1
2009 Griskevicius V, Goldstein NJ, Mortensen CR, Sundie JM, Cialdini RB, Kenrick DT. Fear and Loving in Las Vegas: Evolution, Emotion, and Persuasion. Jmr, Journal of Marketing Research. 46: 384-395. PMID 19727416 DOI: 10.1509/jmkr.46.3.384  1
2009 Cialdini RB. We Have to Break Up Perspectives On Psychological Science. 4: 5-6. DOI: 10.1111/j.1745-6924.2009.01091.x  1
2009 Wosinska W, Cialdini RB, Petrova PK, Barrett DW, 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. 39: 834-851. DOI: 10.1111/j.1559-1816.2009.00462.x  1
2008 Nolan JM, Schultz PW, Cialdini RB, Goldstein NJ, Griskevicius V. Normative social influence is underdetected. Personality & Social Psychology Bulletin. 34: 913-23. PMID 18550863 DOI: 10.1177/0146167208316691  1
2008 Goldstein NJ, Cialdini RB. Normative influences on consumption and conservation behaviors Social Psychology of Consumer Behavior. 273-296. DOI: 10.4324/9781441605283  0.52
2008 Goldstein NJ, Cialdini RB, Griskevicius V. A room with a viewpoint: Using social norms to motivate environmental conservation in hotels Journal of Consumer Research. 35: 472-482. DOI: 10.1086/586910  1
2008 Griskevicius V, Cialdini RB, Goldstein NJ. Applying (and resisting) peer influence Mit Sloan Management Review. 49: 84-88.  1
2007 Griskevicius V, Tybur JM, Sundie JM, Cialdini RB, Miller GF, Kenrick DT. Blatant benevolence and conspicuous consumption: when romantic motives elicit strategic costly signals. Journal of Personality and Social Psychology. 93: 85-102. PMID 17605591 DOI: 10.1037/0022-3514.93.1.85  1
2007 Schultz PW, Nolan JM, Cialdini RB, Goldstein NJ, Griskevicius V. The constructive, destructive, and reconstructive power of social norms. Psychological Science. 18: 429-34. PMID 17576283 DOI: 10.1111/j.1467-9280.2007.01917.x  1
2007 Goldstein NJ, Cialdini RB. The spyglass self: a model of vicarious self-perception. Journal of Personality and Social Psychology. 92: 402-17. PMID 17352600 DOI: 10.1037/0022-3514.92.3.402  1
2007 Goldstein NJ, Griskevicius V, Cialdini RB. Invoking social norms: A social psychology perspective on improving hotels' linen-reuse programs Cornell Hotel and Restaurant Administration Quarterly. 48: 145-150. DOI: 10.1177/0010880407299542  1
2007 Petrova PK, Cialdini RB, Sills SJ. Consistency-based compliance across cultures Journal of Experimental Social Psychology. 43: 104-111. DOI: 10.1016/j.jesp.2005.04.002  1
2007 Guadagno RE, Cialdini RB. Persuade him by email, but see her in person: Online persuasion revisited Computers in Human Behavior. 23: 999-1015. DOI: 10.1016/j.chb.2005.08.006  1
2007 Cialdini RB. Descriptive social norms as underappreciated sources of social control Psychometrika. 72: 263-268. DOI: 10.1007/s11336-006-1560-6  1
2007 Guadagno RE, Cialdini RB. Gender differences in impression management in organizations: A qualitative review Sex Roles. 56: 483-494. DOI: 10.1007/s11199-007-9187-3  1
2006 Pfeffer J, Fong CT, Cialdini RB, Portnoy RR. Overcoming the self-promotion dilemma: interpersonal attraction and extra help as a consequence of who sings one's praises. Personality & Social Psychology Bulletin. 32: 1362-74. PMID 16963607 DOI: 10.1177/0146167206290337  1
2006 Griskevicius V, Goldstein NJ, Mortensen CR, Cialdini RB, Kenrick DT. Going along versus going alone: when fundamental motives facilitate strategic (non)conformity. Journal of Personality and Social Psychology. 91: 281-94. PMID 16881765 DOI: 10.1037/0022-3514.91.2.281  1
2006 Griskevicius V, Cialdini RB, Kenrick DT. Peacocks, Picasso, and parental investment: The effects of romantic motives on creativity. Journal of Personality and Social Psychology. 91: 63-76. PMID 16834480 DOI: 10.1037/0022-3514.91.1.63  1
2006 Mandel N, Petrova PK, Cialdini RB. Images of success and the preference for luxury brands Journal of Consumer Psychology. 16: 57-69. DOI: 10.1207/s15327663jcp1601_8  1
2005 Cialdini RB. What's the best secret device for engaging student interest? The answer is in the title Journal of Social and Clinical Psychology. 24: 22-29. DOI: 10.1521/jscp.24.1.22.59166  1
2005 Cialdini RB. Basic social influence is underestimated Psychological Inquiry. 16: 158-161. DOI: 10.1207/s15327965pli1604_03  1
2005 Brown SL, Asher T, Cialdini RB. Evidence of a positive relationship between age and preference for consistency Journal of Research in Personality. 39: 517-533. DOI: 10.1016/j.jrp.2004.07.001  1
2004 Cialdini RB, Goldstein NJ. Social influence: compliance and conformity. Annual Review of Psychology. 55: 591-621. PMID 14744228 DOI: 10.1146/annurev.psych.55.090902.142015  1
2004 Albarracin D, Cheema A, Chiu CY, Cialdini R, Häfner M, Luce MF, Martin L, Medin D, Monroe K, Ramanathan S, Strack F, Zhou R. Journal of Consumer Psychology: Editorial note Journal of Consumer Psychology. 14: 197. DOI: 10.1207/s15327663jcp1403_1  1
2004 Barrett DW, Wosinska W, Butner J, Petrova P, Gornik-Durose M, Cialdini RB. Individual differences in the motivation to comply across cultures: The impact of social obligation Personality and Individual Differences. 37: 19-31. DOI: 10.1016/j.paid.2003.08.024  1
2004 Cialdini RB, Petrova PK, Goldstein NJ. The hidden costs of organizational dishonesty Mit Sloan Management Review. 45: 67-73+95.  1
2003 Cialdini RB. Crafting normative messages to protect the environment Current Directions in Psychological Science. 12: 105-109. DOI: 10.1111/1467-8721.01242  1
2002 Sagarin BJ, Cialdini RB, Rice WE, Serna SB. Dispelling the illusion of invulnerability: the motivations and mechanisms of resistance to persuasion. Journal of Personality and Social Psychology. 83: 526-41. PMID 12219852 DOI: 10.1037//0022-3514.83.3.526  1
2002 Redelmeier DA, Cialdini RB. Problems for clinical judgement: 5. Principles of influence in medical practice. Cmaj : Canadian Medical Association Journal = Journal De L'Association Medicale Canadienne. 166: 1680-4. PMID 12126325  1
2002 Maner JK, Luce CL, Neuberg SL, Cialdini RB, Brown S, Sagarin BJ. The effects of perspective taking on motivations for helping: Still no evidence for altruism Personality and Social Psychology Bulletin. 28: 1601-1610. DOI: 10.1177/014616702237586  1
2002 Guadagno RE, Cialdini RB. Online persuasion: An examination of gender differences in computer-mediated interpersonal influence Group Dynamics. 6: 38-51. DOI: 10.1037//1089-2699.6.1.38  1
2002 Cialdini RB, Goldstein NJ. The science and practice of persuasion Cornell Hotel and Restaurant Administration Quarterly. 43: 40-50. DOI: 10.1016/S0010-8804(02)80030-1  1
2001 Cialdini RB, Rhoads KVL. Human behavior and the market place Marketing Research. 13: 9-13.  1
2001 Guadagno RE, Asher T, Demaine LJ, Cialdini RB. When saying yes leads to saying no: Preference for consistency and the reverse foot-in-the-door effect Personality and Social Psychology Bulletin. 27: 859-867.  1
2000 Winter PL, Sagarin BJ, Rhoads K, Barrett DW, Cialdini RB. Choosing to encourage or discourage: perceived effectiveness of prescriptive versus proscriptive messages. Environmental Management. 26: 589-94. PMID 11029110 DOI: 10.1007/s002670010117  1
2000 Bator RJ, Cialdini RB. The application of Persuasion Theory to the development of effective proenvironmental public service announcements Journal of Social Issues. 56: 527-541.  1
2000 Kallgren CA, Reno RR, Cialdini RB. A focus theory of normative conduct: When norms do and do not affect behavior Personality and Social Psychology Bulletin. 26: 1002-1012.  1
1999 Cialdini RB, Wosinska W, Barrett DW, Butner J, Gornik-Durose M. 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.  1
1999 Cialdini RB. Of tricks and tumors: Some little-recognized costs of dishonest use of effective social influence Psychology and Marketing. 16: 91-98.  1
1998 Pfeffer J, Cialdini RB, Hanna B, Knopoff K. Faith in supervision and the self-enhancement bias: Two psychological reasons why managers don't empower workers Basic and Applied Social Psychology. 20: 313-321.  1
1998 Sagarin BJ, Rhoads KVL, Cialdini RB. Deceiver's distrust: Denigration as a consequence of undiscovered deception Personality and Social Psychology Bulletin. 24: 1167-1176.  1
1998 Cialdini RB, Wosinska W, Dabul AJ, Whetstone-Dion R, Heszen I. When social role salience leads to social role rejection: Modest self-presentation among women and men in two cultures Personality and Social Psychology Bulletin. 24: 473-481.  1
1998 Cialdini RB, Eisenberg N, Green BL, Rhoads K, Bator R. Undermining the undermining effect of reward on sustained interest Journal of Applied Social Psychology. 28: 249-263.  1
1997 Cialdini RB, Brown SL, Lewis BP, Luce C, Neuberg SL. Reinterpreting the empathy-altruism relationship: when one into one equals oneness. Journal of Personality and Social Psychology. 73: 481-94. PMID 9294898  1
1997 Neuberg SL, Cialdini RB, Brown SL, Luce C, Sagarin BJ, Lewis BP. Does Empathy Lead to Anything More Than Superficial Helping? Comment on Batson et al. (1997) Journal of Personality and Social Psychology. 73: 510-516.  1
1997 Cialdini RB. Professionally responsible communication with the public: Giving psychology a way Personality and Social Psychology Bulletin. 23: 675-683.  1
1996 Wosinska W, Dabul AJ, Whetstone-Dion R, Cialdini RB. Self-presentational responses to success in the organization: The costs and benefits of modesty Basic and Applied Social Psychology. 18: 229-242.  1
1995 Cialdini RB, Trost MR, Newsom JT. Preference for Consistency: The Development of a Valid Measure and the Discovery of Surprising Behavioral Implications Journal of Personality and Social Psychology. 69: 318-328.  1
1993 Reno RR, Cialdini RB, Kallgren CA. The Transsituational Influence of Social Norms Journal of Personality and Social Psychology. 64: 104-112.  1
1992 Groves RM, Cialdini RB, Couper MP. Understanding the decision to participate in a survey Public Opinion Quarterly. 56: 475-495. DOI: 10.1086/269338  1
1992 Cialdini RB, Green BL, Rusch AJ. When Tactical Pronouncements of Change Become Real Change: The Case of Reciprocal Persuasion Journal of Personality and Social Psychology. 63: 30-40.  1
1991 Cialdini RB. Altruism or Egoism? that is (Still) the Question Psychological Inquiry. 2: 124-126. DOI: 10.1207/s15327965pli0202_3  1
1991 Cialdini RB, Kallgren CA, Reno RR. A Focus Theory of Normative Conduct: A Theoretical Refinement and Reevaluation of the Role of Norms in Human Behavior Advances in Experimental Social Psychology. 24: 201-234. DOI: 10.1016/S0065-2601(08)60330-5  1
1990 Cialdini RB, Fultz J. Interpreting the negative mood-helping literature via "mega"-analysis: A contrary view Psychological Bulletin. 107: 210-214.  1
1990 Cialdini RB, Reno RR, Kallgren CA. A Focus Theory of Normative Conduct: Recycling the Concept of Norms to Reduce Littering in Public Places Journal of Personality and Social Psychology. 58: 1015-1026.  1
1989 Cialdini RB, De Nicholas ME. Self-Presentation by Association Journal of Personality and Social Psychology. 57: 626-631.  1
1988 Fultz J, Schaller M, Cialdini RB. Empathy, Sadness, and Distress Three Related but Distinct Vicarious Affective Responses to Another's Suffering. Personality & Social Psychology Bulletin. 14: 312-325. PMID 30045481 DOI: 10.1177/014616728801400201  0.96
1988 Fultz J, Schaller M, Cialdini RB. Empathy, Sadness, and Distress: Three Related but Distinct Vicarious Affective Responses to Another's Suffering. Personality & Social Psychology Bulletin. 14: 312-325. PMID 30045479 DOI: 10.1177/0146167288142009  0.96
1988 Schaller M, Cialdini RB. The economics of empathic helping: Support for a mood management motive Journal of Experimental Social Psychology. 24: 163-181. DOI: 10.1016/0022-1031(88)90019-4  1
1987 Cialdini RB, Eisenberg N, Shell R, McCreath H. Commitments to help by children: effects on subsequent prosocial self-attributions. The British Journal of Social Psychology / the British Psychological Society. 26: 237-45. PMID 3651765 DOI: 10.1111/j.2044-8309.1987.tb00785.x  1
1987 Eisenberg N, Cialdini RB, McCreath H, Shell R. Consistency-based compliance: when and why do children become vulnerable? Journal of Personality and Social Psychology. 52: 1174-81. PMID 3598861  1
1987 Cialdini RB, Schaller M, Houlihan D, Arps K, Fultz J, Beaman AL. Empathy-based helping: is it selflessly or selfishly motivated? Journal of Personality and Social Psychology. 52: 749-58. PMID 3572736  1
1984 Manucia GK, Baumann DJ, Cialdini RB. Mood influences on helping: Direct effects or side effects? Journal of Personality and Social Psychology. 46: 357-364. DOI: 10.1037/0022-3514.46.2.357  1
1982 Gregory WL, Cialdini RB, Carpenter KM. Self-relevant scenarios as mediators of likelihood estimates and compliance: Does imagining make it so? Journal of Personality and Social Psychology. 43: 89-99. DOI: 10.1037//0022-3514.43.1.89  1
1981 Baumann DJ, Cialdini RB, Kendrick DT. Altruism as hedonism: Helping and self-gratification as equivalent responses Journal of Personality and Social Psychology. 40: 1039-1046. DOI: 10.1037//0022-3514.40.6.1039  1
1981 Cialdini RB, Baumann DJ, Kenrick DT. Insights from sadness: A three-step model of the development of altruism as hedonism Developmental Review. 1: 207-223. DOI: 10.1016/0273-2297(81)90018-6  1
1980 Cialdini RB, Richardson KD. Two indirect tactics of image management: Basking and blasting Journal of Personality and Social Psychology. 39: 406-415. DOI: 10.1037/0022-3514.39.3.406  1
1979 Kenrick DT, Baumann DJ, Cialdini RB. A step in the socialization of altruism as hedonism: Effects of negative mood on children's generosity under public and private conditions Journal of Personality and Social Psychology. 37: 747-755. DOI: 10.1037/0022-3514.37.5.747  1
1978 Cialdini RB, Cacioppo JT, Bassett R, Miller JA. Low-ball procedure for producing compliance: Commitment then cost Journal of Personality and Social Psychology. 36: 463-476. DOI: 10.1037//0022-3514.36.5.463  1
1977 Kenrick DT, Cialdini RB. Romantic attraction: Misattribution versus reinforcement explanations Journal of Personality and Social Psychology. 35: 381-391. DOI: 10.1037/0022-3514.35.6.381  1
1977 Lingle JH, Brock TC, Cialdini RB. Surveillance instigates entrapment when violations are observed, when personal involvement is high, and when sanctions are severe Journal of Personality and Social Psychology. 35: 419-429. DOI: 10.1037//0022-3514.35.6.419  1
1977 Braver SL, Linder DE, Corwin TT, Cialdini RB. Some conditions that affect admissions of attitude change Journal of Experimental Social Psychology. 13: 565-576. DOI: 10.1016/0022-1031(77)90055-5  1
1977 McPeek RW, Cialdini RB. Social anxiety, emotion, and helping behavior Motivation and Emotion. 1: 225-233. DOI: 10.1007/BF00998861  1
1976 Cialdini RB, Ascani K. Test of a concession procedure for inducing verbal, behavioral, and further compliance with a request to give blood. The Journal of Applied Psychology. 61: 295-300. PMID 1270375 DOI: 10.1037/0021-9010.61.3.295  1
1976 Cialdini RB, Kenrick DT. Altruism as hedonism: a social development perspective on the relationship of negative mood state and helping. Journal of Personality and Social Psychology. 34: 907-14. PMID 993985 DOI: 10.1037/0022-3514.34.5.907  1
1976 Cialdini RB, et al. Elastic shifts of opinion: Determinants of direction and durability Journal of Personality and Social Psychology. 34: 663-672. DOI: 10.1037/0022-3514.34.4.663  1
1976 Kenrick DT, Reich JW, Cialdini RB. Justification and compensation: Rosier skies for the devalued victim Journal of Personality and Social Psychology. 34: 654-657. DOI: 10.1037/0022-3514.34.4.654  1
1976 Cialdini RB, Schroeder DA. Increasing compliance by legitimizing paltry contributions: When even a penny helps Journal of Personality and Social Psychology. 34: 599-604. DOI: 10.1037/0022-3514.34.4.599  1
1976 Cialdini RB, et al. Basking in reflected glory: Three (football) field studies Journal of Personality and Social Psychology. 34: 366-375. DOI: 10.1037/0022-3514.34.3.366  1
1976 Cialdini RB, Kenrick DT, Hoerig JH. Victim derogation in the Lerner paradigm: Just world or just justification? Journal of Personality and Social Psychology. 33: 719-724. DOI: 10.1037/0022-3514.33.6.719  1
1976 Cialdini RB, Mirels HL. Sense of personal control and attributions about yielding and resisting persuasion targets Journal of Personality and Social Psychology. 33: 395-402. DOI: 10.1037//0022-3514.33.4.395  1
1975 Cialdini RB, et a. Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique Journal of Personality and Social Psychology. 31: 206-215. DOI: 10.1037/h0076284  1
1974 Cialdini RB, Braver SL, Lewis SK. Attributional bias and the easily persuaded other Journal of Personality and Social Psychology. 30: 631-637. DOI: 10.1037/h0037448  1
1973 Cialdini RB, Levy A, Herman CP, Evenbeck S. Attitudinal politics: The strategy of moderation Journal of Personality and Social Psychology. 25: 100-108. DOI: 10.1037/h0034265  1
1973 Cialdini RB, Darby BL, Vincent JE. Transgression and altruism: A case for hedonism Journal of Experimental Social Psychology. 9: 502-516. DOI: 10.1016/0022-1031(73)90031-0  1
1971 Cialdini RB. Attitudinal advocacy in the verbal conditioner Journal of Personality and Social Psychology. 17: 350-358. DOI: 10.1037/h0030590  1
1970 Insko CA, Blake RR, Cialdini RB, Mulaik SA. Attitude toward birth control and cognitive consistency: theoretical and practical implications of survey data. Journal of Personality and Social Psychology. 16: 228-37. PMID 5524182 DOI: 10.1037/h0029826  1
1969 Insko CA, Cialdini RB. A test of three interpretations of attitudinal verbal reinforcement Journal of Personality and Social Psychology. 12: 333-341. DOI: 10.1037/h0027788  1
1969 Cialdini RB, Insko CA. Attitudinal verbal reinforcement as a function of informational consistency: A further test of the two-factor theory Journal of Personality and Social Psychology. 12: 342-350. DOI: 10.1037/h0027784  1
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