American social psychologist whose Influence is the most widely read account of the principles of persuasion — a systematic account of the psychological mechanisms underlying compliance.
Influence: Six principles of persuasion — reciprocity, commitment/consistency, social proof, authority, liking, scarcity. Based on three years of undercover participant-observation in sales, advertising, and fundraising. Pre-Suasion: the moment before a request shapes compliance — channeling attention.
Discussing
Ask anything about Robert Cialdini — their ideas, influences, contradictions, legacy.
Sign in to start a conversation.