Book
Cialdini RB. Influence: Science and Practice. 5th ed. Boston: Pearson/Allyn & Bacon; 2009. 260 p.
Why we cite it
The academic textbook edition of Cialdini’s foundational work on social influence, systematizing decades of persuasion research into six principles. Each principle is supported by laboratory evidence and field observations — Cialdini’s signature “full-cycle” approach. The “Science and Practice” edition includes research citations and methodology discussion not present in the parallel trade version (Influence: The Psychology of Persuasion). Provides the theoretical framework for understanding how social pressure operates through predictable psychological mechanisms.
About the author
Robert B. Cialdini — Born April 27, 1945, Milwaukee, Wisconsin. BS Psychology (University of Wisconsin, 1967). PhD Social Psychology (University of North Carolina, 1970; advisor: Chester “Chet” Insko). Postdoctoral fellow, Columbia University (1970-1971). Career at Arizona State University: Assistant Professor (1971), Associate Professor (1975), Professor (1979), Regents’ Professor (1988), retired 2008. Currently Regents’ Professor Emeritus of Psychology and Marketing, ASU. Visiting positions at Ohio State, UC San Diego, UC Santa Cruz, USC Annenberg, and Stanford. Known as “The Godfather of Influence.” Pioneered research on persuasion, compliance, and negotiation through “full-cycle social psychology” — bridging laboratory and field methods. Identified six universal principles of influence (Reciprocation, Commitment/Consistency, Social Proof, Liking, Authority, Scarcity) in this book; added a 7th (Unity) in Pre-Suasion (2016). Books have sold 7+ million copies in 44 languages. Awards: Donald T. Campbell Award (SPSP, 2003), Peitho Prize (2006), Distinguished Scientist Award (SESP, 2009). President, SPSP (1996-1997). Elected to American Academy of Arts and Sciences (2018) and National Academy of Sciences (2019).
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