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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 .
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 ...
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 ...
An alternate model to explain copycat suicide, called "social proof" by Robert Cialdini, [27] goes beyond the theories of glorification and simplification of reasons to look at why copycat suicides are so similar, demographically and in actual methods, to the originally publicized suicide. In the social proof model, people imitate those who ...
Social proof: Also known as the informational social influence which was named by Robert Cialdini in his 1984 book Influence. It is where people copy the actions of others. It is more prominent when people are uncertain how to behave, especially in ambiguous social situations. [57]
The door-in-the-face technique is a compliance method commonly studied in social psychology. [1] [2] The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the respondent's face.
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