Six Degrees of Social Influence: Science, Application, and the Psychology of Robert Cialdini
Douglas T. Kenrick, Noah J. Goldstein, and Sanford L. Braver
Abstract
Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. This book explores new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking a ... More
Over the course of the last four decades, Robert Cialdini's work has helped spark an intellectual revolution in which social psychological ideas have become increasingly influential. The concepts presented in his book, Influence: The Psychology of Persuasion, have spread well beyond the geographic boundaries of North America and beyond the field of academic social psychology into the areas of business, health, and politics. This book explores new developments and the widespread impact of Cialdini's work in research areas ranging from persuasion strategy and social engineering to help-seeking and decision-making. Among the many topics covered, the book discusses how people underestimate the influence of others, how a former computer hacker used social engineering to gain access to highly confidential computer codes, and how biology and evolution figure into the principles of influence. The book breaks new ground in the study of influence.
Keywords:
social psychology,
Robert Cialdini,
Influence: The Psychology of Persuasion,
influence,
persuasion strategy,
social engineering,
help-seeking,
decision-making,
biology,
evolution
Bibliographic Information
| Print publication date: 2012 |
Print ISBN-13: 9780199743056 |
| Published to Oxford Scholarship Online: March 2015 |
DOI:10.1093/acprof:osobl/9780199743056.001.0001 |
Authors
Affiliations are at time of print publication.
Douglas T. Kenrick, editor
Professor of Psychology, Arizona State University, USA
Noah J. Goldstein, editor
Assistant Professor of Human Resourcesand Organizational Behaviour, University of California, USA
Sanford L. Braver, editor
Professor of Psychology, Arizona State University, USA
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