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Department of Psychology
Arizona State University
Robert Cialdini, PhD, is the Regents' Professor of Psychology and Marketing in the Department of Psychology at Arizona State University in Tempe, Arizona. He is the author of Influence: Science and Practice and Influence: Psychology of Persuasion, a book which has established itself as one of the most important publications on the subject of the psychology of persuasion. He is a leading expert on how cutting-edge persuasion techniques can be used to encourage environmentally-responsible behavior.
Cialdini, R. (2007). Descriptive social norms as underappreciated sources of social control. Psychometrika, 72(2), 263-268.
Cialdini, R. B., Demaine, L. J., Sagarin, B. J., Barrett, D. W., Rhoads, K., & Winter, P. L. (2006). Managing social norms for persuasive impact. Social Influence, 1(1), 3.
Cialdini, R. B. (2005). Basic social influence is underestimated. Psychological Inquiry, 16(4), 158.
Cialdini, R. B., & Goldstein, N. J. (2004). Social influence: Compliance and conformity. Annual Review of Psychology, 55, 591-621.
Cialdini, R. B. (2003). Crafting normative messages to protect the environment. Current Directions in Psychological Science, 12(4), 105-109.
Cialdini, R. B., Kallgren, C. A., & Reno, R. R. (1991). 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.
Cialdini, R. B., Reno, R. R., & Kallgren, C. A. (1990). A focus theory of normative conduct: Recycling the concept of norms to reduce littering in public places. Journal of Personality and Social Psychology, 58(6), 1015-1026.