Robert Chaldini (born April 24, 1945) is an American psychologist who gained fame through his book Psychology of Influence and the description of the door-to-face manipulative technique (1975) [1] .
| Robert Cialdini | |
|---|---|
| Robert B. Cialdini | |
 | |
| Date of Birth | April 24, 1945 (74 years) |
| Place of Birth |  |
| A country | USA |
| Scientific field | Social Psychology , Marketing |
| Place of work | Arizona State University |
| Alma mater | University of Wisconsin University of North Carolina Columbia university |
| Known as | popularizer of social psychology and influence psychology |
| Site | www.influenceatwork.com |
He studied at the universities of Wisconsin and North Carolina. He studied at the graduate school at Columbia University . Throughout his research career, he worked at the University of Arizona . He was a visiting professor and researcher at Ohio State University , University of California, San Diego , University of California Santa Cruz , University of Southern California , Stanford University . In 1996, Cialdini was president of the Society for Personality and Social Psychology . Winner of various awards in the field of social psychology, consumer psychology, teaching psychology. In 2009, he ceased his scientific activities, remaining a senior professor at the University of Arizona [2] . Member of the United States NAS (2019 [3] ).
Content
Activity
Experimental social psychologist. Studies the psychology of pliability. Clarifies the mechanisms of requests and demands, which he called "instruments of influence".
Engaged in studying the influence of interpersonal relationships of people. It examines various cases from its own practice and offers methods for reasonable control. His research is based on personal experience and finding out the reasons for his own behavior. One of the examples he describes in his book Social Psychology. Understand others to understand yourself, ”is the case of a scout . Once, on a Robert street, a boy scout offered to buy tickets for a performance at the price of $ 5 each. The boy replied to the categorical refusal: “Well, then buy two bars of chocolate for a dollar apiece.” Caldini happily agreed, and then he thought: “I do not like chocolate and I love dollars. Why did I buy chocolate? ” This is explained by the principle of excessive demands, then retreat. To these phenomena he gives various “everyday” names, for example, “the principle of repaying debts”: the experimenter goes to the cinema during a session and leaves the hall with two bottles of cola , for himself and for the neighbor, who did not ask him about it (and absolutely free). After the session, he offers his neighbor to buy lottery tickets, and a neighbor, as a token of gratitude, buys tickets from him for an amount several times the cost of a cola. With such examples, he examines the mechanisms of mutual influence of people, their cause and effect. Considers the problem of a large flow of information and the property of the human psyche to respond to some key phrases.
The principle of "click" can be demonstrated by experiment. In the library to the copier lined up. A man comes up and asks him to skip, because he is late for a meeting. The result is 94%. Further, the experimenter does not justify his desire: 60%. The third time, the experimenter says: “ Sorry, I have five pages. Can I use the copier because I need to make several copies? ". The result is 93%. The man heard the key phrase - “because ...”, and “click”, he no longer controls. Very often, similar methods are used for unworthy purposes.
Literature
- Cialdini R., Martin S., Noa Goldstein N. Psychology of Persuasion. 50 proven ways to be convincing - M .: "Mann, Ivanov and Ferber", 2013. - P. 224. - ISBN 978-5-91657-701-3
- Cialdini R., Kenrik D., Neuberg S. Social Psychology. Understand yourself to understand others. In 2 T. - SPb .: Prime-EUROZNAK, 2002.
- Cialdini R. Psychology of influence. Convince, act, defend. - SPb .: Peter, 2010. - 336 p.
- Cialdini, RB (2009). Influence: Science and practice (5th ed.). Boston: Allyn & Bacon.
- Cialdini, RB (2009). We have to break up. Perspectives on Psychological Science, 4 , 5-6.
- Griskevicius, V., Cialdini, RB, & Goldstein, NJ (2008). Applying (and resisting) peer influence. MIT / Sloan Management Review, 49 , 84-88.
- Kenrick, DT, Neuberg, SL, & Cialdini, RB (2010). Social psychology: Goals in interaction (5th ed.). Boston, MA: Allyn & Bacon.
Notes
- ↑ Cialdini, RB; Vincent, JE; Lewis, SK; Catalan, J .; Wheeler, D .; Darby, BL Reciprocal concessions procedure for inducing compliance: the door-in-the-face technique . (English) // Journal of Personality and Social Psychology : journal. - 1975. - Vol. 31 . - P. 206-215 . - DOI : 10.1037 / h0076284 .
- ↑ Robert Cialdini (English) . isearch.asu.edu. The appeal date is April 6, 2019.
- ↑ http://www.nasonline.org/news-and-multimedia/news/2019-nas-election.html
Links
- Robert Cialdini - official site (Eng.) . Archived April 21, 2012.