Robert Cialdini

Robert Cialdini is an American social psychologist whose research and writing examine how people influence one another, especially through the principles described in Influence: The Psychology of Persuasion.

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Influence: The Psychology of Persuasion: Robert Cialdini’s book explains six principles of persuasion drawn from social psychology and compliance research. This book made his synthesis of influence principles widely known.
Commitment and consistency: Commitment and consistency describe the tendency to act in ways that align with prior choices and stated positions. Cialdini treats consistency pressure as a route from small commitments to larger ones.
Influence: Science and Practice: Robert Cialdini’s textbook presents research and applications concerning persuasion and compliance. It develops the research-based treatment of influence beyond his popular book.
Persuasion in marketing: Persuasion in marketing uses messages and design to shape consumer attention, preferences, and decisions. Cialdini’s principles are frequently used to analyze marketing appeals.
Steve J. Martin: Steve J. Martin is a behavioral science writer and consultant who coauthored books with Cialdini. Martin collaborated with Cialdini on practical accounts of persuasion research.
Persuasion: Persuasion is communication intended to change another person’s beliefs, attitudes, intentions, or behavior. Cialdini studies the psychological processes that make persuasive appeals effective.
Scarcity heuristic: The scarcity heuristic is the tendency to value opportunities more when they seem limited or likely to disappear. His framework shows how perceived limits can increase a request’s appeal.
The Journal of Personality and Social Psychology: The Journal of Personality and Social Psychology is a peer-reviewed journal covering personality and social psychology research. Cialdini’s experimental work appeared in the research tradition represented by this journal.
Nudge theory: Nudge theory studies changes to choice environments that predictably influence decisions without removing options. Both approaches examine how context can steer behavior while leaving choice available.
Noah J. Goldstein: Noah J. Goldstein is a social psychologist whose research includes social influence and behavioral decision-making. Goldstein coauthored applied work on persuasion with Cialdini.