Search results
Results from the WOW.Com Content Network
Influence: Science and Practice (ISBN 0-321-18895-0) is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini , Professor of Psychology at Arizona State University.
Social proof (or informational social influence) is a psychological and social phenomenon wherein people copy the actions of others in choosing how to behave in a given situation. The term was coined by Robert Cialdini in his 1984 book Influence: Science and Practice .
Robert Beno Cialdini (born April 27, 1945) is an American psychologist. He is the Regents' Professor Emeritus of Psychology and Marketing at Arizona State University and was a visiting professor of marketing, business and psychology at Stanford University .
The book Influence: Science and Practice by Robert Cialdini is a prominent work in the field of reciprocity and social psychology. First published in 1984, the work outlines the main principles of influence, and how they can be applied in one's life to succeed, especially in business endeavors. [38]
Robert Cialdini defines six "weapons of influence" that can contribute to an individual's propensity to be influenced by a persuader: [13] [21] Reciprocity: People tend to return a favor. Commitment and consistency: People do not like to be self-contradictory. Once they commit to an idea or behavior, they are averse to changing their minds ...
Compliance psychology is the study of the process where individuals comply to social influence, typically in response to requests and pressures brought on by others. It encompasses a variety of theories, mechanisms, and applications in a wide range of contexts (e.g. personal and professional).
Robert Cialdini and his research team have conducted extensive research into what Cialdini refers to as the 'Consistency Principle of Persuasion'. [2] Described in his book Influence Science and Practice, this principle states that people live up to what they have publicly said they will do and what they have written down. Cialdini encourages ...
Within social psychology, BIRGing is thought to enhance self-esteem and to be a component of self-management. [ 1 ] BIRGing has connections to social identity theory , which explains how self-esteem and self-evaluation can be enhanced by the identification with another person's success through basking in reflected glory that is not earned. [ 6 ]