Influence: The Psychology of Persuasion
Cialdini's foundational and most widely recognized book on the principles of social influence and persuasion.
Author guide
Robert B. Cialdini Books in Order
Robert B. Cialdini is an American social psychologist whose research focuses on persuasion, compliance, social norms, and ethical influence. He is Regents Professor Emeritus of Psychology and Marketing at Arizona State University and is best known for Influence: The Psychology of Persuasion and Pre-Suasion. His work bridges academic social psychology, behavioral science, marketing, negotiation, public policy, and professional communication.
social psychologypersuasionbehavioral sciencebusiness psychologyacademic textbooks
Catalog record updated .
Not sure where to begin?
Start with one of these
Pre-Suasion: A Revolutionary Way to Influence and Persuade
A later standalone treatment of how attention and framing shape influence before a message is delivered.
Outside the series
Bibliography by category
Novels (4)
- Influence: The Psychology of Persuasion
nonfiction · 1984
Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His…
- Yes! 50 Scientifically Proven Ways to Be Persuasive
nonfiction · 2008
Most of us are only too aware that, whatever roles we have in today's fast-moving world, much of our success lies in getting others to say 'Yes' to our requests. What many people might not be aware of, though, is the vast amount of…
- The Small BIG: Small Changes That Spark Big Influence
nonfiction · 2014
At some point today you will have to influence or persuade someone - perhaps ask a colleague a favour, negotiate with a contractor or get your spouse to put out the recycling. In The small BIG, three heavyweights from the world of…
- Pre-Suasion: A Revolutionary Way to Influence and Persuade
nonfiction · 2016
When it comes to persuasion, success can begin before you say a word. ‘An instant classic.’ Forbes ‘Utterly fascinating.’ Adam Grant, author of Originals and Give and Take ‘Shockingly insightful.’ Chip Heath, co-author of Switch and Made…
Edited works (1)
Other (5)
- Beliefs and Attitudes About Contraception Among the Poor
monograph · 1969
- Influence: Science and Practice
textbook · 1985
- Influence: Science and Practice: The Comic
graphic-work · 2012
Frequently asked questions about Robert B. Cialdini
Who is Robert B. Cialdini?
Robert B. Cialdini is an American social psychologist and author known for research on persuasion, compliance, negotiation, and social influence. He is Regents’ Professor Emeritus of Psychology and Marketing at Arizona State University.
Where did Robert B. Cialdini study and build his academic career?
Cialdini earned his undergraduate degree from the University of Wisconsin, his PhD from the University of North Carolina, and completed postdoctoral training at Columbia University. He joined Arizona State University in 1971 and later became a Regents’ Professor Emeritus.
Sources: search.asu.edu (opens in a new tab)news.asu.edu (opens in a new tab)
What influenced Robert B. Cialdini’s interest in social influence?
Cialdini has attributed his interest partly to growing up in an entirely Italian family in a predominantly Polish neighborhood in Milwaukee, a historically German city in a largely rural state. He has said this culturally varied upbringing heightened his attention to social influence.
What major honors has Robert B. Cialdini received?
Cialdini was elected to the National Academy of Sciences in 2019 and is also a member of the American Academy of Arts and Sciences. His honors include the Donald T. Campbell Award, the Peitho Award, and the Distinguished Scientist Award from the Society of Experimental Social Psychology.
Sources: nasonline.org (opens in a new tab)nasonline.org (opens in a new tab)
What is Robert B. Cialdini’s legacy in psychology?
Cialdini helped connect rigorous social-psychological field research with practical, ethical applications of influence in communication, business, and public policy. The Robert B. Cialdini Award further reflects his legacy by recognizing research that demonstrates social psychology’s relevance beyond academia.
Sources: nasonline.org (opens in a new tab)psychologicalscience.org (opens in a new tab)