Robert B. Cialdini
1 workpublishing since 2014
American social psychologist, Regents' Professor Emeritus of Psychology and Marketing at Arizona State University and founder of INFLUENCE AT WORK. Robert B. Cialdini is best known for « Influence: The Psychology of Persuasion » (1984), the book that set out six principles of persuasion — reciprocity, commitment and consistency, social proof, authority, liking and scarcity — and made compliance research readable outside the laboratory. He added a seventh, unity, in « Pre-Suasion » (2016), and co-wrote « The Small BIG » with Steve Martin and Noah Goldstein. His work is a standard reference in marketing, negotiation and behavioural science.
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American social psychologist, Regents' Professor Emeritus of Psychology and Marketing at Arizona State University and founder of INFLUENCE AT WORK. Robert B. Cialdini is best known for « Influence: The Psychology of Persuasion » (1984), the book that set out six principles of persuasion — reciprocity, commitment and consistency, social proof, authority, liking and scarcity — and made compliance research readable outside the laboratory. He added a seventh, unity, in « Pre-Suasion » (2016), and co-wrote « The Small BIG » with Steve Martin and Noah Goldstein. His work is a standard reference in marketing, negotiation and behavioural science.
Published
1 work · 20142014
- The Small Big: Small Changes That Spark Big InfluencePaperback · Audio