#37: Influence with Robert Cialdini

Opinion Science

Dr. Robert Cialdini is an internationally recognized expert on the science of influence. His book Influence is one of the most influential business and psychology books of all time, selling over five-million copies worldwide. As a social psychologist, Cialdini has conducted foundational research on compliance, social norms, and helping behavior. But he is perhaps best known for boiling influence down to several key principles.

He just released an updated and expanded edition of Influence: The Psychology of Persuasion, and it’s well worth checking out! I was excited to talk with him about the new book, how he started studying influence, what made him write a book for the public at a time when academics stayed within their university walls, and how we can be effective communicators of social science findings.

Things we mention in this episode:

• “Basking in reflected glory” (Cialdini et al., 1976)
• The “full cycle” approach to social psychology (Cialdini, 1980; Mortensen & Cialdini, 2010)
• Observing littering in a natural environment to study psychological questions (Cialdini & Baumann, 1981)
• Belonging to a group feels personal when your personal identity and group identity are fused (Swann & Buhrmester, 2015)
• People who are highly identified with a political party are more willing to hide evidence of tax fraud by a politician from their party (Ashokkumar, Galaif, & Swann, 2019)

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Check out my new audio course on Knowable: "The Science of Persuasion."

For a transcript of this episode, visit: http://opinionsciencepodcast.com/episode/influence-with-robert-cialdini/
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For a transcript of this episode, visit this episode's page at: http://opinionsciencepodcast.com/episodes/
Learn more about Opinion Science at http://opinionsciencepodcast.com/ and follow @OpinionSciPod on Twitter.